“I met with 20 of the greatest GTM minds on the planet. CROs, VPs of Sales, CMOs, CCOs, trainers, talking heads. 90% agreed that the SDR role is basically dead. Why? It's been used incorrectly The economics are off in most cases It's a vestige of the ZIRP/grow-at-all-costs era They aren't staying with their employer

The ones she chooses to open, read, and respond to are few, and they have two key qualities: They have some level of personal connection to her (personalization) They uncover a timely problem for her and present a solution (relevance)

For most small businesses today, it means hiring “full cycle” salespeople to own the entire process from end-to-end is the right move — a concept we’ll explore more in chapter eight.

Looking at LinkedIn alone, 80% of its 900 million members have a say in business decisions, totalling a pool of 720 million potential prospects.[14] As a lead source, LinkedIn has unlimited potential. But then again, so does a gold mine — and that potential is useless without a lot of heavy equipment to get at the gold.

In a study of over 700 B2B purchases worth $3.1 billion in sales, RAIN Group found that the biggest factor that separates sales winners from second-place finishers is their ability to connect with people on a personal level. “Winners connect the dots between customer needs and their company’s products and services as solutions more often than

you build an engagement path with a sequencing tool, you have a few key channels at your disposal — some automated, some not. These touchpoints include: ● Automatic emails ● Manual emails ● Phone calls ● LinkedIn connection requests ● Linkedin messages ● Manual action items

Let’s say you build a group of Tier 2 leads that you’ve segmented by the specific industry of printing services. See figure 3.2 for an example of

Within days, they received over 200 call backs, a +20% positive response rate and a testament to the impact of non-digital messaging.

Add more touchpoints, and your meeting booked rate goes up by as much as 24%.