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36: How Flipping the SDR > AE Model Improves Inbound Conversion
The current SDR > AE Model assumes that most leads are UNQUALIFIED, and an SDR's job is to reach prospects and QUALIFY them.
In this episode of the Secret Sales Podcast, Kevin and Rex share an uncommon tactic for improving inbound reach rates and conversion by flipping the SDR > AE model to a AE < SDR model where every inbound lead is pre-scheduled with the AE, and the SDR's job is to reach prospects and DISQUALIFY leads before they talk to the AE.
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By Rex Biberston & Kevin RamaniThe current SDR > AE Model assumes that most leads are UNQUALIFIED, and an SDR's job is to reach prospects and QUALIFY them.
In this episode of the Secret Sales Podcast, Kevin and Rex share an uncommon tactic for improving inbound reach rates and conversion by flipping the SDR > AE model to a AE < SDR model where every inbound lead is pre-scheduled with the AE, and the SDR's job is to reach prospects and DISQUALIFY leads before they talk to the AE.