EP160: Prospecting, Inbound, or Pipeline Problems; Should You Hire an SDR?

<p>How are you tracking your pipeline’s success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 quarters later. Is it the SDRs, advertising, phone calls made, or conversations you’ve had? If you wait too long to look at where the pipeline is coming from and where it is weak, you may be behind by an additional three to six months at that point. Companies are cutting back on prospecting teams without fully appreciating the long-term effect on the pipeline. David Dulany, Founder and CEO at TenBound, joins Chris and Corey for the first in a three-part series on Market Dominance Guys. In this episode, you’ll hear why a vendor is like someone with one leg of a giraffe and the other of an octopus tentacle. How do you walk with those? Or is it like Wile E Coyote running into the tunnel the Roadrunner painted on the side of the road?  Chris sums up this episode, “Failure to prospect today will turn future good times into bad times that are worse than today.” How will you avoid this position? Listen to “Prospecting, Inbound, or Pipeline Problems; Should You Hire an SDR?” to find out.</p> <p>----more----</p> <p>About David Dulany</p> <p>He is highly-skilled and knowledgable in the SDR/BDR space. His training courses are personable, easy to understand, and most importantly- actionable. At a strategic level, he has the ability to effectively blueprint the entire Sales Development function.  From there, recruit, hire, build, mentor, inspire and lead a team of Sales Development Representatives to exponentially grow new business revenue and new logo attainment for start-ups or more established companies. He considers himself a lifelong student of this craft. </p> <p>About Tenbound</p> <p>Tenbound is a Research and Advisory firm focused and dedicated to B2B SaaS GTM Sales Development Performance improvement. The Sales Tech industry has exploded over the past few years; however, expertise in the subject is still rare. Tenboun