Managing and Cultivating Productive SDR/AE Relationships (ft. Mark Kosoglow)

May 24, 2019

Shawn Parrotte

In this jam-packed episode, Joe brings in Mark Kosoglow, VP Sales at Outreach, to discuss the BDR/AE handoff process. What's the best way to create a great customer experience from the first call to the discovery meeting and beyond? Listen to get a glimpse into some of the processes and perspectives that Mark uses to make the BDRs and AEs successful at Outreach.

In This Episode #

Get ready to hear some tough love as Joe and Mark dive deep into the roles and responsibilities for BDRs, BDR managers, AEs, and Sales Leadership.

  • Pod vs. vertical team structure
  • Whats the best way to incentivize BDRs
  • BDR/AE relationships & processes
  • Why some AEs play the blame game

Listen Here #

Highlights #

Your SDRs should be prospecting masters. They should be prospecting geniuses. That's their job. That's all they do. That's why you have specialized roles so they can become PhDs at it and way better than an AE can be at it.

If your SDR is setting bad meetings, that's because your SDR managers aren't targeting them to the right kind of accounts and the right kind of persona. So that's on your SDR managers.

I hate blaming things on other people because then I don't have the power to fix them. I'd rather just blame it on me and then I can fix it.

When it comes down to it, our process is what gets people to come to meetings, not the relationships of our SDRs and Aes.

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