Give an AE an SDR, and you'll help them for a day. Teach an AE how to collaborate with their SDRs, and you've fed them for a lifetime.

What's the relationship look like?

1. Weekly Syncs

2. Respect

3. Strategy

4. Consistency

5. Focus

1. Weekly Syncs

Put 30 minutes on each other’s calendar every week. Use it as a forcing function to do steps 2-5 below.

2. Mutual Respect

SDRs have the hardest job in tech no doubt. They don't need people making them feel less than. Respect their time, and they'll respect yours as an AE.

3. Strategy

What's the strategy between SDR & AE Look like?

- Picking which accounts to focus on

- Defining which personas to go after

- How to leverage your internal team to get your foot in the door

- Messaging

- Bottoms up approach vs. Top-down approach

4. Consistency

Creating consistency in communication. Whether it be via slack, email, or weekly meetings, you start to jive with each other. You'll understand how one another works and when you each need to step in on an account.

5. Focus

Don't boil the ocean. We all want opportunities in every account.

- Pick 10 accounts with your SDR

- Every week, take the accounts out that you'd DQ

- Always have 5-10 accounts you are focusing on

Here's a sample worksheet that and SDR and I put together over the course of a few months:

I've also put together how to do SDR/AE collaboration. See the article below.

Conclusion:

I'm hearing some orgs say that the SDR/AE model doesn't work. That's not true. It doesn't work if you don't have them talking or collaborating with one another.

Gurus will talk about how to increase the collaboration between the two roles. The model is here to stay.

Now, go on and figure out how to make that SDR/AE model work for your team.

Peace,

Andrew 🤙

☀️🏝🏖

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