Success in Specializing an SDR Team

Sales professionals might be surprised to know that pizza shops and SDR teams share something in common: the need to specialize roles as business increases. Hear from Ben Loria, manager of sales enablement at ZoomInfo and DiscoverOrg, as he explains how an SDR team evolved over a five-year-period and now employs 100-plus reps. Doing so involved a progression of how to handle hot in inbound leads, cold outbound leads, and warm leads in between, as well as subsequently forming teams to focus on larger target accounts and revive smaller opportunities that were previously closed. It’s not that different from having different people cook, cut, and serve pizza. Training SDRs on this tiered approach also creates the next generation of account executives ready to move up.