Head of Sales | Passionate and driven team player who thrives on producing results, and delivering high-quality customer experiences | Experienced selling into both UK & APAC markets
“Outbound is dead.” I've read a ton of content from GTM leaders recently, and they all seem to be saying, "The SDR model is broken and doesn't have a place in the SaaS companies of today". SDRs take a lot of heat, and all departments look to them to achieve extremely difficult feats, in equally difficult times. They have to prove their value constantly, have their metrics set in stone, and are under scrutiny about the future of their role. Let me give you my experience: First AML has an outbound motion, with SDRs, BDMs and Account Executives. Our outbound team has generated 51.15% of our overall SAOs this Financial Year. How have they done this? The team at First AML are some of the best and brightest minds I've ever had the pleasure of working with. They have moved with the times, offering value in every interaction, moved away from traditional methods, and utilised novel approaches to stand out from the crowd (I may do a separate post on this). Has the SDR role changed - absolutely. Is that a good thing - unequivocally yes. Is outbound dead… most definitely not.
Kate Burt
4mo
Brilliant post Jonathan. Graham Wood
Daniel Dunne
4mo
Excellent post Jonathan, valuable personal inight 👏
SKO Speaker | Builder of unstoppable sales teams, one sales rep at a time!
4moThe “outbound is dead” sentiment is more about clickbait from “thought leaders” if you ask me. They know, from reading other posts, that it generates more impressions, likes, comments, etc. I pay zero attention to those posts.