AE Tactics for SDRs

5 Questions with Nema Semnani

Sales teams are often divided into SDRs & Closers – each with their own ‘job.’ And in the spirit of New England’s own Bill Belichick’s ‘Do Your Job’ mantra, let’s look at this through the eye of Football.

An SDRs job is to take the ball from the goal line to the 25-yard line – put the team in the best spot to run with the deal. The AE then takes the ball from the 25-yard line into (hopefully) the end zone.

The issue is that SDRs often don’t see what goes on past the 25-yard line. They hand over the keys to the offense and ‘poof’ – the deal either closes or it doesn’t.

There are so many valuable tactics and processes employed by Closers that SDRs could learn and benefit from. Nema Semnani joins the show to dive into why organizations silo their teams, what SDRs are missing, and what the impact of exposing SDRs to these processes could look like.