So I've recently changed tactics to be more involved and strategic with my SDR. We meet every day and talk about skill development, career goals, Top 50 accounts, etc.
One of the things, we've stumbled upon is to attack the same account. She calls lower level employees and information gathers (rarely asks for meetings and tbh i dont want them).
She then narrows the focus to their pains and passes the information to me so I can use it actively in calls to the VPs and Csuite.
I'm curious what I dont know about this approach. Has anyone done something similar to open accounts and speak very directly to them? What have you learned in doing so?