SDR's

Author

Tom Grainger
May 09, 2024

If you’re on Linkedin you’ve probably seen commentators talking about the ‘end of the SDR’…

Honestly… in my opinion I think that’s rubbish for many reasons.

The short answer: Humans will always want a real touch when they need help or are about to make a big decision.

How many times have you wanted to speak with a service provider only to be prompted to speak with an AI chat bot.

Personally I spam “SPEAK WITH HUMAN” over and over until they put someone through.

However, while I don’t think AI will be the end of the SDR, it will 100% change the game.

Primarily in how many SDR’s a business will need.

No longer will you need a team of 5-10 SDR’s doing the following.

  • Building lead lists.

  • Researching leads.

  • Enriching leads.

  • Manually outreaching to leads (20-30 emails / day)

The future org chart of a sales department will look like this:

  • Outbound sales tech expert (or team) using Clay & other tools to build lead lists fast, research thousands of leads with AI, enrich with multiple data points (email, phone, linkedin) and scoring the leads on preset qualification.

  • 1-2 SDR’s taking the highest scoring leads and running them through a comprehensive manual outbound sequence with high personalised outreach → max effort outreach.

  • All the other mid to low scoring leads are automatically added to outbound sequences and being called by the SDR’s

The key here is that SDR’s will now have more time to do needle moving activities.

Instead of being bogged down with grunt work (which drives them crazy).

Now when you consider the average SDR cost in the USA (upwards of $90-$100k) businesses will be able to become a lot more efficient.

Paying 1-2 SDR’s a better wage, investing in better tech and being able to efficiently squeeze more out of them without increasing burn out.

The future looks BRIGHT.

-Tom