Ask Lindsay Anything

October 1, 2021

I build revenue development functions for B2B companies. Ask me anything!

Hi 👋 I’m Lindsay Frey, President & Co-Founder of demandDrive. I started dD with my co-founder, Dan Paul, back in 2011.

Prior to that, I cut my teeth in B2B SaaS sales & management. That’s where I learned how to effectively build, manage, and grow a sales development function.

In my years doing this, I’ve noticed a few major trends:

  1. Buyers are evolving, and sales development has to evolve with it. You can’t just plug anyone in the role and see success. It’s much more nuanced than that.
  2. Success requires tight processes. If you want predictable results, you have to create and optimize the processes for obtaining those results.
  3. To that point, organizations that have a dedicated sales development leader are able to run tighter ships than those that don’t. Sales Development is no longer the “bridge” between sales & marketing – it’s becoming important enough to warrant its own department.

I’m looking forward to seeing what questions you ask and lending my insight & experience!

* This will be a recurring event, so scroll down to submit your questions and once we have enough we’ll run it back!

I’m happy to help with questions around:

  • SDR management
  • Best practices on recruiting & hiring new SDRs
  • Training and onboarding tactics
  • Sales and marketing alignment
  • Incentive structure and compensation

Some Example Questions:

  • How many leads should my SDRs be working every month?
  • How do I hire the right SDR?
  • How do I build an effective SDR playbook?
  • Who should run the SDR team at my org?

Submit your question below and I’ll answer it during a video session!

Plus, I’ll direct you to any other resources that might help out.

Past Episodes

Episode 1

Episode 2

aj alonzo

AJ Alonzo is the Head of Marketing at demandDrive. A former SDR turned marketing leader, he's made it his goal to develop resources for sales reps who are looking to level up and for managers who are looking for guidance. Outside of work you can find him trying to shoot under par at his local disc golf course, sipping on a bourbon on the rocks, or continuing his quest to be the very best like no one ever was.
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