Confessions of an SDR

Do you ever wonder what it’s like to work as an SDR? Do you think it’s just about making cold calls and sending emails all day long? Well, think again! In this article, I’ll give you a glimpse into the misunderstood world of B2B #sales and share some insider tips on thriving as an SDR.

First things first, what does an #SDR actually do? According to Dave Denny , an SDR is “the front line of your GTM function.” They’re responsible for initiating conversations with potential customers and setting up meetings for the sales team. But let’s face it, explaining this role to your parents can be a challenge. They might confuse it with marketing, and you’ll end up having to explain the difference. When it comes to your friends, you might just say you have a job that pays really well. Trust me; it’s easier that way.

Now, you might be thinking, “Okay, making calls and sending emails all day long sounds boring.” But let me tell you, it’s not. As an SDR, you get to be creative with your outreach and try different approaches to see what works best. Plus, you never know who you’ll end up talking to on the other end of the line. Dave shared a story about how he once had a call with a CEO who ended up giving him some great advice. So, never underestimate the power of a phone call.

But let’s talk about the elephant in the room: the perception of SDRs in the workplace. Do they get the same respect as other departments like engineering or marketing? Unfortunately, the answer is often no. SDRs are sometimes seen as the “entry-level” position of sales, and don’t always get a seat at the table. But recognition is more important than respect, according to Dave. SDRs should focus on proving their value to the team and management, and not worry about whether they’re being respected or not. Its a shift in mindset which will take time and leaders like me are working hard to make sure that happens soon.

Training is another important aspect of being an SDR. Some companies offer extensive training programs, while others give minimal training before throwing new hires into the deep end. Dave shared a story about a company that expected experienced SDRs but offered low pay and no training. This is a recipe for disaster. Investing in your team, even if it’s risky, is crucial for long-term success. Dont leave things for chances, take control of your training.

Lastly, let’s talk about the future of SDRs. With advancements in AI and automation, some people predict that SDRs will eventually be replaced. But Dave thinks there will always be a need for human connection in sales. While AI can help with the initial outreach, it’s the human touch that makes the real difference. SDRs who can build relationships with potential customers and understand their needs will always be in demand. I won't deny that I can get the job done with 2 SDRs which required 4-5 earlier, But I'd always need SDRs.

In recent years, there has been a shift in perception towards the SDR role, with many CEOs and leaders recognizing the importance of the role in the sales process. However, as Denny notes, this shift in perception hasn’t quite caught up in India yet. He explains, “In India, an SDR role, even in the B2B SaaS space, is still maturing. In a country where you're still developing, we are like people who are still trying to recognize what India can do and what it's about"

In conclusion, being an SDR is not as simple as it seems. It’s a role that requires creativity, resilience, and the ability to navigate the often-misunderstood world of B2B sales. While the perception of SDRs in the workplace might not be ideal, it’s up to us to prove our worth and make a difference. So, the next time you hear someone say, “Oh, you’re an SDR", say, " Yes, I'm a f***ing SDR"

Check out the full episode below: