David Dulany's Blog

​Overview of what we’re seeing in the Sales Dev world today, how you can play them, and the questions they spark.

Managing Virtual SDR Teams
The traditional, office-based SDR model has been on the way out for years, as remote work tools and bandwidth allowed SDRs to work from anywhere. Growing bandwidth and tools like Slack, Zoom, and various Sales Enablement Platforms have made it possible. We’ve all seen the estimates that the coronavirus accelerated the conversion to remote by 5+ years.

In the beginning, there was sales. For a long time, it was as simple as that. 

Salespeople would work their Rolodex and run the full sales process with just one goal: ABC, Always Be Closing. 

However, the idea that one role can address all the complexities of modern sales has changed. Over recent years, the Sales Development role has exploded in popularity, spreading from Silicon Valley companies to sales organizations of all types and sizes.

With the advent of Software as a Service, the importance of dividing the sales team into three parts—Sales Development, Account Executives and Customer Success—gained viability.

Sales Development finds new leads and follows-up on inbounds, Account Executives close deals, and Customer Success ensures the customers never cancel their subscription. 

The success of companies such as Salesforce.com and myriad of others has proven out the Sales Development model. ​