

Insights for High Performance Prospecting from Sales Development Expert, Steve Richard
13 snips May 13, 2025
Steve Richard, SVP of Revenue and Enablement at Mediafly, shares over 20 years of sales development expertise. He discusses the evolving role of Sales Development Representatives (SDRs) and the need for adaptability in today's tech-driven market. Richard emphasizes personalized outreach to combat skepticism and shares the innovative 'three by three' research method for effective prospecting. He also explores the role of AI in sales, balancing automation with human skills, while offering actionable tips to enhance sales performance.
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Modern SDR Role Evolution
- The SDR role today is very different from its original form due to technological and market changes.
- Success now requires analytical skills and scalable personalization beyond just liking to talk to people.
Clever Prospecting Techniques
- Effective prospecting turns "cold" outreach into warm, personalized connections through research and relevant offers.
- Good SDRs create value, leading to strong, lasting business relationships.
Channel Depends on Audience
- Prospecting channel effectiveness depends heavily on the target audience and product.
- SDRs must meet prospects where they are and adapt messaging to suit the channel's norms.