Benjamin Dennehy, Darryl Praill, Scott Amerson
SDRs – Who Owns The Team? A Sales vs. Marketing Debate
Marketing generates Marketing Qualified Leads. Sales Development Reps (SDRs), historically managed by Sales, sales-qualify those leads (SQL) and pass them along to an Account Executive for pursuit. However, almost 50% of MQLs are never contacted by SDRs. To remedy this, Marketing should own the SDR team and the entire lead qualification process. Or should they? Join the UK’s most hated sales trainer as he moderates a Sales vs Marketing debate.