MarTech Podcast ™ // Marketing + Technology = Business Growth Value of an Outsourced SDR Team -- David Dulany // Tenbound
Aug 28, 2022
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Scaling An SDR Program Quickly
- Benjamin Shapiro described building an SDR program for a consulting client that scaled to tens of thousands of outbound emails per month.
- He struggled to prove the SDR team's value because AEs were closing poorly despite high lead volume.
SDR Adoption Often Follows A Playbook
- David Dulany traced the SDR phenomenon to Salesforce and Aaron Ross' Predictable Revenue playbook.
- Many startups adopt SDRs dogmatically to show hypergrowth rather than to measure value.
Two-Kind Return From SDR Programs
- Dulany framed SDR value as two distinct returns: the revenue pipeline and the talent pipeline.
- The talent pipeline matter especially for VC-backed companies grooming SDRs into AEs and future leaders.