ChickenWings

Tom Callahan's Son

Opinionated

Executive

Who supplies the target list?

Another post about the continuous improvement of the AE/SDR outbound effort.

I have done the work to supply my SDRs with strikezone prospects to go after for years.

Do you believe that an SDR should learn to find worthy prospects themselves?

Let's assume the outreach following the list given is satisfactory.

Wouldn't the next step in mentoring an SDR to AE be to truely hunt instead of "develop" what is given to them?

This would not replace my own self-sourced efforts, but add to it.

I'm in a situation where our SDR org is requesting we meet less with our assigned reps while supplying them more lists to go after.

It seems like a complete breakdown in the relationship.

Am I marketing now?

👫 LEAD GEN

🔎 Prospecting

☁️ Software Tech

15 comments

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Justatitle

Big Shot

Account Executive

Yes the SDRs should be able to prospect and look up who to target and reach out to. The company should also provide leads and all so that it isn’t solely on the SDR shoulders. Their prospecting should fill 20-30% of the pipeline they source.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

There is a balance of giving a handout and a hand up. Handouts when they are new and unsure what to look for, then hand ups like coaching, shadowing, and 1:1s about lead quality will help them further understand what to look for.

Finally there will be giving them the tools necessary to "hunt" their own shit. There is a time for us to hand over lists, but if they want to an AE, then they need to learn how to use their brain and tools provided.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I agree with this. At some point, they will have to apply what they've learned from you and go after it. Assuming that they have the tools in hand and can sort through accounts on their own to find the ones that match your ICP.

ChickenWings

Opinionated

Tom Callahan's Son

Agreed.

It seems like the norms of the SDR org seem to pull my specific SDR back to old habits.

It may be a matter of them not really wanting that next step

Lambda

Tycoon

Sales Consultant

Give a man a fish he’ll be poor forever
Teach a man to fish, both you and he will never go hungry

Something like that…..

CuriousFox

WR Officer

🦊

I hunt my own shit.

ChickenWings

Opinionated

Tom Callahan's Son

Right, but you’re the AE.

TennisandSales

Politicker

Head Of Sales

YESSSSS SDRs should be able to go find accounts that would fit in the ICP. this is 100% a skill they should have.

NOW, as an AE ive also helped guide SDRs on who to go after because I want to make sure that any meeting they set is going to be a solid one.

but teaching an SDR how to understand if an account could be a good fit is a good skill their manager should be teaching.

now, if you operate off of an "named account list" model then the you and the SDR should work together to prioritize/rank the accounts you have.

ChickenWings

Opinionated

Tom Callahan's Son

I'll spin up a new named account list.

I was trying an exercise were we each add 10 new ones to a sheet each week. I seemed to be the only one doing it after week 1.

TennisandSales

Politicker

Head Of Sales

are you the AE or the SDR manager?

ChickenWings

Opinionated

Tom Callahan's Son

The AE.

Rotating door for the SDR leadership

TennisandSales

Politicker

Head Of Sales

got it. so its going to be hard for you to drive real change since you are not their boss. but i think you have the right idea.

Armageddon

Opinionated

Enterprise Account Executive

We feed our SDRs accounts to focus on and help them build out the why

poweredbycaffeine

WR Lieutenant

☕️

How many hydroflasks do you own? >1 you might be a marketer.

poweredbycaffeine

WR Lieutenant

☕️

Phase 1: learn to talk (at bats)
Phase 2: learn to find (build lists)
Phase 3: learn to talk to what you find (ween off of prebuilts
Phase 4: AE style flow without closing (no prebuilts, maybe some easy layup inbound)

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ChickenWings

Who supplies the target list?

15 comments

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