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13min chapter
20Sales: How Rippling Built Their Sales Machine: How to Hire, Train and Manage the Best SDRs, What is the Right Comp Package for Sales Teams & The Playbook to Start and Scale Your SDR Team
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
Navigating Sales Development Roles and Structures in Tech Companies
The chapter delves into the guest's journey from an SDR to building out sales development organizations, emphasizing the importance of outbound sales despite advancements like AI. Discussions include the debate on whether SDRs should report to marketing or sales, the differences between MQLs and SQLs in an inbound model, and structuring sales teams within a company. The chapter also addresses the intricacies of hiring for sales roles and creating sales playbooks.
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