Let’s face it: prospecting is really really hard. In 2022, there is more information than ever before at our fingertips to help us prospect, but there’s also more information than ever before to distract us from doing the work that matters. Often, the burden to find that balance falls on SDR teams.

In this episode, we talked to someone who knows what running a successful, modern SDR Organization looks like. That someone is Melissa Raber, the Senior Director of Revenue Operations and Sales Development at Workiva.

In our conversation, we talk about the 3 C’s of SDR hiring, how to design the SDR "Day In the Life" to remove distractions, and why she views an SDR Team not as meeting setters, but as the air traffic controllers of an organization.

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