E.37 - Stop Shrinking Your SDR Function (Think Long and Win Big!) Masterclass w/ David Wilkins

In this special episode, David Wilkins gets in to the challenges and opportunities within the SDR organization in 2024. From debunking outdated perceptions to outlining strategies for success, David provides a wealth of actionable insights for tech founders and CEOs aiming to build the best SDR function in the market.Summary:David highlights the broken state of the SDR organization, emphasizing the critical need for a shift in mindset. He addresses the challenge of quantifying the ROI of the SDR function, shedding light on the consequences of misalignment between SDRs, marketing, and sales. David underscores the importance of SDRs having a seat at the executive table and shares valuable strategies for effective recruitment, onboarding, and alignment.Takeaways:- The SDR organization is broken due to outdated perceptions and ROI misunderstanding.- Alignment between SDRs, marketing, and sales is crucial but often lacking.- The ideal SDR function involves alignment between functions and objective success metrics.- Account-based marketing (ABM) and product-led growth (PLG) are key strategies for success.- Effective recruitment and onboarding are essential for building a high-performing SDR team.Chapters:- Introduction and Background- The Broken SDR Organization- Understanding the Gaps in SDR Organizations- The SDR Leaders of EMEA Community- Alignment Issues between SDRs and Marketing- Alignment Issues between SDRs and Sales- Should SDRs Report into Sales or Marketing?- Ideal State: ABM Strategy and Alignment- Threshold for SDRs as the Relevant Solution- Product-Led Growth (PLG)- Cost and Impact of Lack of Alignment- ABM Strategy Importance- Setting up ABM Strategy- Hiring and Onboarding SDRs- Successful Onboarding Program- Importance of SDR Role- Effective SDR Recruitment Process- Getting Help from David Wilkins and Saleswise- Hiring Reps & Execs with Tick Talent and Richard WashingtonConnect with David Wilkins:LinkedIn: [https://www.linkedin.com/in/daveewilkins/]Join the SDR Leaders of EMEA community: [https://www.linkedin.com/company/sdr-leaders-of-emea]Connect with Richard: [https://www.linkedin.com/in/richwash/]#salesdevelopment #SDRStrategy#RevenueAcceleration#SalesAlignment#TechFounders