In this episode of the Enterprise Sales Development Podcast, we speak with Matt Bertuzzi from The Bridge Group, we discussed the evolution of the SDR role, current industry standards, and SDR program structures. Matt shared the latest results of The Bridge Group study, we viewed examples of successful SDR programs including well-defined career paths, cross-functional collaboration, and efficient tools and technology. This episode offers valuable insights for sales development professionals and companies looking to improve their SDR programs.

WHAT YOU’LL LEARN

How the SDR role has evolved over the years

What are industry standards nowadays

How other companies structure their SDR programs

QUOTES“It's very difficult to decide to go inbound with enough volume that you wouldn't just give them to your as you'd want an actual team to do some qualification on the front end." - Matt Bertuzzi [12:07]

“Well, the error of big burn rates is paused. I am hesitant to say anything's over, but it's retreating now and I think the one to one ratio would see that”. - Matt Bertuzzi [17:50]

“But tenure is falling. And if tenure is falling in the ramp is not also correspondingly falling, then the productive time in seat has to fall too”. - Matt Bertuzzi [25:45]

“No more office lines, but the trend was starting way before COVID COVID was the accelerator. You, it's just, I mean, everyone has been doing this for a while knows it's harder to get someone to want to engage with someone they don't know” - Matt Bertuzzi [35:15]

TIMESTAMPS[0:00] - Meet Matt Bertuzzi [4:10] - How The Bridge Group Billenial report was born [5:40] - This year’s Billenial report[11:40] - How companies structure their SDR teams[19:40] - The “nature” of the SDR role / The fall of SDR hiring as in recent years[25:25] - SDR average duration in their role[32:27] - SDR daily activities according to the Bridge Group Report[37:40] - Matt on personalization  [44:33] - Matt on SDR monthly quotas[51:10] - Connect with Matt

CONNECT

Matt’s LinkedIn

CIENCE on LinkedIn

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CIENCE on Twitter

CIENCE on Instagram

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