Ever wondered how SDRs can go beyond just filling quotas?

Discover how dedicated SDR teams are now enhancing their strategy by focusing on existing accounts, digging deeper to uncover new buying centers, and even supporting renewal processes.

Steve Richards, Senior VP of Revenue Enablement at Mediafly, shares his insights on this multi-threading approach and how it's transforming the sales game in this week’s Account Based Friday conversation.

Here’s an excerpt from his discussion with Jon Russo and Meg Heuer:

“I like simple because I could have answered the question with saying “Okay well you know we could have an SDR dedicated to existing accounts “.

I'm seeing that now a lot of SDR teams are taking a portion of the team dedicate to existing account go broader and deeper find new buying centers

Or even go find members of the buyer group for the existing renewal

So they're essentially doing the multi-threading on behalf of a CSM or an account manager

I actually sometimes see that taking place for the the quota-caring sales team another thing you could insist on”

Check out the full episode here:
youtube.com/live/bUsPMBCyX6I

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