Building an Outbound SDR Team and Sales Incentives

The chapter explores the process of building an outbound SDR team, emphasizing the importance of developing outbound messaging, understanding customer personas, and leveraging marketing assets. It also discusses the financial equation of outbound SDRs paying for themselves and the decision between in-house teams or outsourcing. Additionally, the chapter delves into the importance of aligning incentives with desired outcomes in sales to drive desired behaviors and avoid potential pitfalls.