The role of the SDR is no longer considered entry-level as the responsibilities have evolved beyond just setting meetings. An effective SDR develops long-term business acumen, leverages various sales tools to enhance their skills rather than just automating processes, and finds ways to stand out from competitors by gaining subject matter expertise. The webinar will discuss how the day-to-day responsibilities and expectations of SDRs have changed, provide strategies for thinking long-term in career development, demonstrate tools that add value rather than just closing deals, and give examples of how to capture attention in competitive industries.

1. Evolution of the SDR: Why
the SDR Is No Longer An
Entry Level Role
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
Morgan J Ingram
Director of Sales
Execution and Evolution
JBarrows Sales Training
John Barrows
Owner
JBarrows Sales Training
GAETANO DINARDI
VP of Marketing
Sales Hacker

3. The current state of an SDR.
Long-term vision of an SDR.
Tools of an SDR.
Standing out from the noise.
Agenda
1
2
3
4

4. “The [SalesLoft] platform combined with the techniques
the team learned during John’s training, gave us a 100%
month over month increase in activity, 35% increase in
booked calls, and a 59% increase in qualified leads
pushed into pipeline.”
– Lisa Schnare, Affinio
>> LEARN HOW John trains sales teams fast growing SaaS
COMPANIES AT www.jbarrows.com
John Barrows
“

5. ✓ Director of Sales Execution and Evolution and focusing
on delivering to sales development teams to enhance
their skill sets and performance.
✓ Host of the #TheSDRChronicles and The SDR Round
Table.
“Morgan is the rare sales leader that can take any product
and create a compelling sales pitch on the fly, and can also
recruit, train, and manage a team. He has an extremely
disciplined sales approach, and unparalleled ability to coach
and mentor his team. I highly recommend Morgan for any
role as he is one of the few people that can take on any
challenge without hesitation. He is an asset to any team he is
a part of.”
Morgan J Ingram
“

6. ✓ Earned results for brands such as: MLB, Grainger,
Mattermark, Contactually, DocSend, Klipfolio, Pipedrive,
Sales Hacker, GoSkills.
✓ Built a conversion focused SEO program @ Pipedrive,
ranking #1 for high-vol. terms like “Sales Management”
“His SEO and content strategy chops, auditing, and analysis skills
are world-class. Gaetano's SEO audits contained a level of depth
that was far superior to any agency I have ever seen.”
– Brad Zomick, VP Marketing @ Pathgather
Gaetano DiNardi
“

7. Why is the SDR role no
longer an entry level
position?

8. Does there need to be a
position before you
become an SDR?

9. The current state of an SDR
o The day to day of today’s SDRs.
o The changed status of the SDR role.
o Evolving within your position.
o Will affect the current state of the SDR?
1

10. Long-term vision of an SDR
o Sales development can be used in
every role.
o Increasing business acumen.
o Examples of why thinking long term
work.
o How do you set a vision for yourself?
2

11. Tools of an SDR
o Leverage the tools, don't let them
leverage you.
o Don’t turn into a marketing
automation robot.
o Examples of tools that you should
be using as an SDR.
3

12. Standing out from the noise
o The skill of standing out from
everyone else.
o Leverage the channels at your
disposal.
o Becoming a subject matter
expert.
o Examples of people who do that
really well.
4

13. You will learn how to leverage your SDR role for the long term of your
career.
How to use the tools around you to be successful.
How to gain someone’s attention in a noisy world.
The steps to mastering your craft daily in sales development.
Key takeaways
1
2
3
4

14. Past
● Making a ton of cold
calls
● Being super aggressive
with follow up
● Blasting out templated
emails to a ton of
leads.
● ABC = Always Be
Closing
Current
● Making quality calls
● Having a streamlined
process for follow up.
● Sending out targeted
based emails
● APV = Always Provide
Value
New
● Doing research
before the call
● Making sure to follow
up with purpose.
● Reaching out with
persona based
messaging.
● ABL = Always Be
Listening

15. Q&A
Morgan J Ingram
Email -
morgan@jbarrows.com
Twitter - @morganjingram
John Barrows
john@jbarrows.com
Twitter/IG/SnapChat:
johnmbarrows
GAETANO DINARDI
Email -
gaetano@saleshacker.com
Twitter - @gaetano_nyc

16. marketing@saleshacker.com @saleshacker