5 Questions with Karlie Morien

✨ Specialization in Sales Development

For a role as vital as the SDR, we sure do a bad job at focusing their efforts. From working inbounds to running an outbound motion to handling nurture accounts, reps are often split across multiple campaigns and channels.

But what if we specialized the role and focused their inputs on specific outputs? Karlie Morien dives into accomplishing that with specialization, and more broadly, SDR enablement.

Sales development isn’t “one size fits all.”

Companies can deploy their SDRs in a number of different ways, each with specific goals in mind.

Some companies use SDRs to generate pipeline revenue via outbound prospecting. Others use them strictly to qualify inbound leads. Some have them aligned with marketing to work events. Some create new roles based on their rep’s desired career trajectory.

There are a number of different ways you can build and shape an SDR team to fit your company goals. The function is very malleable.

And that malleability is on full display in this episode.

We grabbed time with Karlie Morien to talk about specialization in the SDR role.

Outside of the traditional “inbound vs. outbound” reps, Karlie digs into how and why you should be more strategic around the deployment of your SDRs.

Couple that with a healthy discussion around SDR enablement, and you’ve got yourself a recipe for SDR success.

Our Guest

What She Does: Karlie is currently the Director of Sales at Logixboard

How to Connect: Karlie’s LinkedIn

Some companies use SDRs to generate pipeline revenue via outbound prospecting. Others use them strictly to qualify inbound leads. Some have them aligned with marketing to work events. Some create new roles based on their rep’s desired career trajectory.

There are a number of different ways you can build and shape an SDR team to fit your company goals. The function is very malleable.

And that malleability is on full display in this episode.

We grabbed time with Karlie Morien to talk about specialization in the SDR role.