a CMO that Actually Gets it

Ok so generally ive been a fan of the content that Kyle Coleman has put out.


it is super clear to me that sales and marketing will become more blended as time goes on, and the SDR role is one that is ripe to be blended into marketing.


Also, marketing actually having skin in the game when it comes to revenue is also a huge step in the right direction.


This is the first V2 of the SDR role that I actually like:


  • SDRs can close SMB deals + set ENT level meetings
  • marketing is working WITH them, not against them.
  • SDRs get the training and support they need
  • and not calling them SDRs.


If you are an SDR currently would you be down for this?

https://www.linkedin.com/posts/kyletcoleman_gtmai-sales-gtm-activity-7194359881666101248-rett?utm_source=share&utm_medium=member_desktop Kyle Coleman on LinkedIn: #gtmai #sales #gtm | 82 comments When I start hiring SDRs, I won’t be hiring traditional SDRs. Here’s what I’m planning… 150k OTE. 50/25/25 comp structure. - 50% base - 25% variable on… | 82 comments on LinkedIn
👨‍💻 LinkedIn
👨‍🌾 SDR
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Armageddon
Opinionated
6
Enterprise Account Executive
ehh, I'm 50/50 on this... On the plus side, it gets SDRs thinking about what quality meetings look like, which should help them hone in on the right targets for their Enterprise prospecting.

on the downside, those SDRs are going to focus too much on their small deals (and prospecting into those small companies) and it will take A LOT of time away from outbound efforts into the Enterprise accounts (which is where the money is for the business)..

You will need to have strict quotas for both attainment arms of the SDR role to keep them focused on both efforts, and even still, I think pipeline will suffer in the Enterprise which will likely result in unhappy reps and attrition
Revenue_Rambo
Politicker
3
Director, Revenue Enablement
Spot on. Going to take a very well constructed comp plan to keep them focused equally those larger deals.
BigShrimpin
Catalyst
1
Account executive
you hit the nail on the head its so easy for them to burn hours a week on tiny deals because it breeds a scarcity mindset within them that theyre juggling 2 numbers. i dont hate the "junior ae' type role but if every sdr becomes one youre screwing up the dynamics. personally i hate working small deals with a passion because theyre all pigs who want a pancake and are never satisfied with the deliverable so if the bdrs want them then fire away
Space_Ghost20
Opinionated
3
Account Executive
When I was an SDR, I did close a handful of SMB deals. I already had 6 years of sales experience in another industry so when the AE had a full plate and didn't want to deal with anything under $25k, my manager had me handle it and was confident I would be fine. This was a startup, so there weren't rules or strict classifications in place preventing people from doing things outside their traditional job scope.

I don't know that I would want a 22 year old fresh out of college closing SMB deals right out of the gate, but I do believe it's something that could be added to their job responsibilities once they've gotten acclimated and know what they're doing.
jefe
Arsonist
3
🍁
I saw this and was wondering if someone would post it.

Intriguing approach.

Back in my day, there weren't really SDRs so anyone going into sales was closing SMB sales, so I don't think that happening is an issue.
SalesBeast
Politicker
2
Sales Leader
Yes SDR should be working regularly with marketing. Disagree that SDR should be closing smb deals. They’re an SDR and should be doing SDR things not closing. SDR need to be concerned with generating new leads to work not closing deals.
oldcloser
Arsonist
2
💀
Junior AE job description.
HVACexpert
Politicker
2
sales engineer
We use the term ‘inside sales’ or ‘associate account executive’, but same thing basically.
oldcloser
Arsonist
2
💀
Yep- the post seems right. Not revolutionary.
js2458
Politicker
2
Enterprise SDR
I think I would be more in favor of a quick ramp from SDR to SMB deals and then a slower ramp to enterprise. IMO you really don’t need much closing experience for SMB, just a really good manager who can help either with the later stages, or walk you through what to do.

Atleast - this is from my own experience as a SDR who transitioned into a SMB AE in 3.5 months. It really wasn’t all that different, just needed to follow the script and manager helped out with subsequent calls.
Armageddon
Opinionated
2
Enterprise Account Executive
Plot twist.. Is Tennis and Sales Kyle Coleman's burner account?
CuriousFox
WR Officer
0
🦊
👀🍿
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
The SDR role was basically created by SaaS companies along with the whole SDR to inside sales to AE to Sr AE… to VP of Sales/CRO process. People have been taught to think that you have spend time as an SDR in order to sell.

Being an SDR is great exposure to the sales grind and should not be overlooked. But is there a better way to do it? Sure there is. And I sure Kyle’s way can work just as well as many other methods.
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