The Future of the SDR Model...| Ep 028 The Work Before the Work

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Takeaways

Sales is a crucial aspect of revenue operations and plays a vital role in growing scalable businesses.
Preparation is key for sales professionals, and they should be clear on their long-term goals to stay motivated and focused.
SDRs and AEs should strive to provide high-level business insights to potential customers, going beyond low-level product information.
Companies should focus on improving conversion rates and developing the skills of their sales teams.
The future of the SDR model may involve a more competitive and selective approach, with clear career paths for SDRs.

Summary
In this conversation, Paul Caffrey discusses the importance of sales in revenue operations and shares his background in tech sales. He emphasizes the value of preparation and the need for sales professionals to be clear on their long-term goals.

Paul also provides insights into the role of SDRs and AEs, highlighting the importance of business acumen and the ability to provide high-level insights to potential customers. He suggests that companies should focus on improving conversion rates and developing the skills of their sales teams.

Paul concludes by discussing the future of the SDR model and the need for transparency in career paths.