Improving Margins: Aligning Automation and Human Outreach

Name: Improving Margins: Aligning Automation and Human Outreach
Uploaded: 2024-06-26T13:04:03+00:00
Duration: 49 s
Channel: Jason M. Lemkin
Description: A sales leader explains how to separate SDR and AE work: SDRs handle only the small group who respond to automated outreach, while AEs focus on inbound…

26 Jun 2024 · 1 min

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A sales leader explains how to separate SDR and AE work: SDRs handle only the small group who respond to automated outreach, while AEs focus on inbound leads. Most prospects self-serve by booking demos or trials directly, letting automation handle volume and keeping human effort for higher-value conversations.

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the reluctance from a team to go from like, does the SDR work it? Does the AE work it? To like, hey, we want to improve our margins by having automation do it. How did you actually get alignment around which accounts could be touched by automation and avoid crossing wires between like human outreach and automated outreach? Cool.
Yeah. I think for us it was slightly easier because we started from there. We, our AEs don't do any outreach. Our sales team receives all of the leads, whether it's from partnerships or from marketing. So that's that. In terms of SDRs, our SDRs today are really in charge of maybe responding to the couple people who will actually respond to some of those automated outbound. A good majority of people will just click on the links to like book a demo, start a trial, things like that.