How To Build And Scale A Successful Sales Organization ft Morgan Ingram & Thomas Boccard

The Lowly SDR Podcast

In this episode, JB Sales Training & SDRDefenders sales legends, Morgan J Ingram & Thomas Boccard, answer how to level up your sales development team.
1. How does mindset play a critical role in rep development?
2. How do you make sure you're building long term value to the company?
3. What incentives and compensation will encourage better collaboration with SDRs and AEs?
Give it a listen and let us know your thoughts!
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Chapter

1. Show Intro (00:00:00)

2. Guest Intros (00:01:20)

3. Thomas Boccard Intro (00:02:00)

4. Morgan Ingram Intro (00:05:20)

5. Where to Focus your Sales Leadership Strategy (TB) (00:07:40)

6. "Rising tide raises all ships mentality" (TB) (00:08:16)

7. "It's an appalling industry average of 18 months until an SDR is promoted" (TB) (00:10:16)

8. Thoughts on how to improve the SDR system? (MI) (00:10:37)

9. "There will be more of a specialized focus. You will get more targeted." (MI) (00:14:32)

10. "There has to be better coaching on the SDR end to not only be a better AE. But, to be better professionals. Making SDRs focus on business acumen." (MI) (00:15:09)

11. Mindset is Critical for an SDR's Success (00:15:56)

12. (TB) on MIndset for Success (00:19:20)

13. (TB) Traits of a successful SDR (Goal oriented, humility, competitiveness, curious) (00:21:22)

14. Episode Transition Host Transition From Eric Smith to Tyler Cole (00:24:30)

15. Episode Sponsorship & Commercial (Contact Abuveground for Sponsorship) (00:24:46)

16. Impacting Change in the Broken System (00:26:00)

17. (MI) on how to Set up and Compensate an SDR Team (00:26:26)

18. Chase for Meetings Stunts Development (00:30:20)

19. SDR AE Collaboration Process (00:33:36)

20. SDRs Seen as Dispensable (00:39:45)

21. Business Acumen for SDRs (00:45:40)

22. Who Can Change the Broken System? (00:50:10)

23. Make your SDRs Better People & They Will Sell (00:54:20)

24. Show Outro (00:56:00)