You’re not Salesforce. You don’t have unlimited budget.

You’re not Salesforce. You don’t have unlimited budget. You don’t have infinite brand recognition. So stop copying their org chart.

💛 Shawn Sease - The Professor of Prospecting said it best in our chat:

“If your AEs aren’t hitting quota, why would you split the role before it’s working?”

It’s happening everywhere:
❌ Full-cycle reps are struggling
❌ Pipeline’s thin
✅ So leadership hires SDRs to “fix it”

BUT

The SDR model was built for companies with bottomless pockets and a big TAM.

If that's not you?

Hiring SDRs just amplifies your go-to-market problems.
Not your pipeline.

You'll churn through the market. It flies in the face of the 95:5 rule. It reduces marketing to the lead gen hamster wheel. And you'll push through deals that are a mess at customer success.

Shawn asked a better question:

“What would it take to avoid needing an SDR team at all?”

That one hit.

Full episode available on The B2B Playbook with Adem Manderovic

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