

Why Endear’s Sales VP Ditched SDRs — And What Startups Can Learn
Jul 23, 2025
Casey Drake, VP of Sales at Endear, transitioned from being the company's first Account Executive to leading innovative sales strategies. He explains why his team abandoned the traditional SDR model in favor of full-cycle Account Executives, focusing on effective signal-based prospecting. Casey shares insights on measuring prospecting metrics, fostering customer relationships through technology, and the need for integrated sales strategies. He emphasizes engaging clients thoughtfully and integrating automation while adapting to the evolving landscape of sales.
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Casey’s Full-Cycle AE Start
- Casey Drake started as a full-cycle AE because the team was small and had no SDRs.
- This experience shaped his passion for avoiding the use of SDRs in sales models.
The SDR Trap Insight
- The hardest job in sales, convincing strangers they need an unknown product, is often given to inexperienced SDRs.
- This mismatch leads to burnout and a poor view of sales among new reps.
Automate Signal-Based Outreach
- Use signals like new store openings to trigger outreach at the perfect moment.
- Automate detection and initial contact, letting salespeople intervene only upon engagement.