How much of a sales development representative’s job is automatable?

Well … like many things, technology will evolve a job. Products like Salesloft have dramatically increased the efficiency and repeatability of an SDR’s role.

But, can the SDR be replaced with a bot? Or outsourced entirely?

I am skeptical. The problem I see with automated and outsourced SDR companies and products today is they assume all products are basically the same. Generic messaging, with handful of variables, and associate them with a generic process.

That may be find for getting an outbound program off the ground — a generic process is better than nothing. But products are very, very different as is the brand awareness of vendors. An effective SDR approach is highly tailored — and highly iterative.

Which I think the future will bring is better and better outreach, better communication, less spam-y cadences, better follow-up, much better personalization, and better process integration with AEs and closers.

But a great SDR that truly knows the market, the pitch, and the honed qualification questions is still worth her weight in appointments set up.

View original question on quora

Published on July 19, 2018

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