In this jam-packed episode, Outreach’s Vice President of Sales, Mark Kosoglow, does a deep dive into how to make your SDR and AE teams work together successfully.

Kosoglow discusses how to make sure your SDRs are booking the right kinds of meetings. If they aren’t hitting the right targets, that isn’t the SDR’s fault. Blame the sales leader who isn’t deciding what criteria are important in picking targets.

We also get into:

• Pods vs. verticals
• How to incentivize SDRs
• Processes vs. relationships
• Why some AEs play the blame game

Kosoglow drops a ton of wisdom that’s definitely worth your time