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Are We Setting up our Sales Development Reps (SDRs) for Failure? with Bridget Gleason [Episode 110]

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are:

  • Are companies reaching out to only the qualified leads?
  • Why are companies putting too much pressure on SDRs to make contact?
  • Why is there a lack of preparation when it comes to sales calls?
  • Why it’s better to measure an SDR on results, rather than on activity.
  • Are the expectations of success too low for SDRs?

Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!