onDemand: From SDRs to Evangelists

Creating Value Through Customer Insights & Dark Social

Here’s the truth – the sales development function is often criminally underutilized and mismanaged.

Yeah, we said it.

📜 SDRs can (and should) do more than follow a script. 

📅 They can do more than just book meetings for your AEs. 

📈 And they can impact more than just short-term pipeline revenue.

But in order to unlock the real value of your SDR function, you have to support and enable them to go beyond their traditional responsibilities. 

We’re talking about embracing dark social, front-loading value in their outreach, and leveraging customer insights to create compelling messaging.

Well, we’re not talking about it as much as our guest for this onDemand – Sean Adams. 

Sean believes that the SDR role is shifting from how we have been utilizing them (primarily cold outbound & high-level education) into a role akin to product or brand evangelism. And that shift, while difficult to pull off at first, will create long-term, sustainable growth in a way that the current SDR model cannot.

We cover a lot in our ~30 minutes together. From uncovering some of the hidden values of an SDR function to preaching about sales <> marketing alignment to relaying the importance of customer insight, Sean shares a lot of actionable tips you can take back to your own sales org to make positive change today.