The SDR model as you know it:
– Building a large list of accounts that fit firmographics and are on the territory of SDR
– Upload all contacts to the automated outbound cadence and Follow-up with cold calling
– Rinse and repeat every quarter, is DEAD. We worked in 2023 and 2024 with 22 B2B scale-ups and enterprise companies last year who ran that playbook. Their account-to-pipeline ratio was rarely above 1%.
In this session we’ll share:
-Account-based sales reps model that converts 5-15% of target accounts into sales opportunities
– 5 new SDR functions to generate pipeline and revenue
– How SDRs can create awareness among target buyers and collaborate with marketing to fill in top of the funnel
– New KPIs that lead to revenue and pipeline generation
