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Redefining The SDR Job with AJ Alonzo
Published on June 27, 2022
In this episode of the Love Selling Hate Sales podcast, Joshua talks to demandDrive Director of Marketing AJ Alonzo about the few possible ways of maximizing the SDR team in your company. Despite being a demanding position, the SDR job is often regarded as the lowest rung of the totem pole because of its traditionally volume-based approach. However, it doesn’t have to be that way anymore. If given more training and opportunities, your SDRs can also help you test hypotheses and gain valuable customer insight that even marketing and research may not surface.
HIGHLIGHTS
The problem with the traditional SDR job
Customers are more empowered now than ever before
The onboarding process for SDRs needs to be more comprehensive
SDRs can hit both quality and quantity goals
Stop thinking of SDRs as the bottom of the totem pole
Should we shift to full-cycle selling?
Maybe don’t be an SDR forever
QUOTES
AJ: “You have to understand why you’re reaching out to somebody. There’s an inherent eyeball test that you can do when you look at someone’s title, the company that they work at, some basic information about that organization to really understand and piece together why would this person want to talk to me, what value can I bring them.”
AJ: “You expect someone, the most junior, inexperienced individual at your company to just take a hundred percent of the subject-matter expertise and customer stories and SDR story one-on-one stuff and in a week just go and hit the phones and be successful. I think it’s just unrealistic to expect that at this point.”
AJ: “The best companies that we work with and what we do internally is making sure that the onboarding process has a defined two-week, like this is your training section, sure these are all the things that you should know. But it’s a continuous coaching and development program beyond that that a lot of companies don’t necessarily invest in for a number of different reasons that really make sure that the SDRs that you bring on after those first 30 days aren’t just gonna fall off.”
Learn more about AJ and his work in the links below:
LinkedIn – https://www.linkedin.com/in/ajalonzo/
Website (demandDrive) – https://www.demanddrive.com/
Podcast – https://www.demanddrive.com/podcast
About Josh Wagner:
Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.
To learn more about Josh and his work, follow the links below:
LinkedIn: https://www.linkedin.com/in/joshwagneraz/
Company website: https://www.leadmd.com
Personal Website: https:///www.joshuadwagner.com
Podcast: https://www.lovesellinghatesales.com
