Episode description

“My B2B SaaS startup needs just more warm leads. But we have struggled when we hire junior salespeople to call on and email cold prospects to generate qualified leads that the CEO or salespeople can close.”

This is a common frustration for startup and early-stage SaaS founders when they hire sales development reps (SDRs) or business development reps (BDRs) to generate qualified leads. There are many misconceptions and pitfalls that make this even more challenging.

Christine Rogers shares her expertise on what is working and not working when hiring SDRs to generate or warm-up leaders in the modern software business. Christine is an experienced SaaS sales leader who has helped develop thousands of SaaS sales and SDR reps to succeed at growing software companies through her company Aspireship.

In this episode, Christine explains:

• What are the different tasks and roles of sales development reps (SDRs) and business development reps (BDRs) in growing SaaS companies
• What tools, processes, and ideal customer definitions are required before you hire your first SDR
• Which SaaS business models make the most sense to use SDRs in the sales process
• Which outbound lead development approaches are productive in generating qualified discussions
• What compensation ranges are typical for SDRs this year
• How to think about SDR business goals and targets
• If you should hire one SDR or a sales manager-doer as your first sale hire
• When should founders hire “full-cycle” salespeople instead of a lead gen-only SDR

Learn more at practicalfounders.com.