Gong
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Survey uncovers how the top UK/I SDRs and their managers operate

Published by Gong

Every day, they’re the ones going out into the market. They’re the ones talking with prospects and customers. They’re the ones bringing new business to your door. It’s no exaggeration to say that the SDR role has evolved far beyond mere cold calling. They have to be product and industry experts. They have to be good communicators, able to talk to people at all levels, from the office receptionist all the way to the C-suite. They have to be tech-savvy, and confident about tracking data and measuring their own performance. The old-school view of sales is that it was an art — you had SDRs who engaged with leads and, through sheer force of personality, persuaded them to buy.

Nowadays, that has all changed. Today’s SDRs aren’t artists, they’re scientists. And like every good scientist, they have to benchmark their work. They have to study data, learn from it, and use it to progress in their role. It’s why reports such as this one are so important. Sometimes, when you’re working at the coalface of sales development, you can lose sight of what’s important. What you need to be doing. Where you should be going. Sometimes, it’s good to take a step back and learn from others (more than 250 of them in this case!).

Every major scientific advancement of the last 100 years wasn’t pioneered by just one person, but by teams of people, all working together, all sharing their knowledge and learning from each other’s successes and failures

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