The Role of the SDR is Dead!

Long Live the SDR

Over the past number of decades, sales departments have relied on sales development reps for their outbound prospecting - digging up information on potential opportunities and helping to move them through the pipeline.

Today, SDR’s must meet the needs of a new kind of buyer - one who lives online. This buyer does their own research, and rarely wants to speak with a rep until they’ve educated themselves. So, in the age of internet bots and machine learning, is the SDR really all that important? Anyone can find prospect information, target sales messages, automate customer journeys...easily, quickly, automatically.

We’ve been hearing a pretty bold statement lately — that the role of the SDR is dead! The thing is, our very own Darryl Praill has some pretty strong opinions, and he does not agree. So we figured, let’s talk about that…

Sign up for the webinar, and check out the conversation on the importance of the SDR role to the sales function - pivotal, or simply outdated.

Let’s explore these topics, and more:

  • Do we really understand the role of today’s SDR?
  • Has technology helped enable SDRs to do their job better, or is it simply leading them down a path to obsolescence?
  • Are organizations going back to the same vendors time and time again, eliminating the need for SDRs?
  • Are the number of new start-ups decreasing year over year, and with it the requirement for SDRs?
  • Have we looked at SDRs and their role from the point of view of buyers? What do buyers want?
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Martin Stevens

Martin Stevens, CEO of Pipeline Doctors, realized after running a sales team for 20 years that many of the things that used to work so well in sales, were no longer effective. So, he launched Pipeline Doctors to open opportunities for clients on an SDR-for-hire basis. It's essentially a match-making service for CEO's. He saves CEO's enormous amounts of time by not having to prospect themselves.


Darryl Praill

Darryl Praill, CMO of Agorapulse, is a high-tech marketing executive with over 25 years experience spanning startups, re-starts, consolidations, acquisitions, and divestments. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.