Tanner Chatterley

AEs are trained to run better discovery. Go deeper. Uncover pain. Map stakeholders. Document everything. And when you do all of that well, the call feels productive. You learned a lot. The buyer shared openly. The conversation flowed. But the best discovery calls don’t just gather information. They change how the buyer sees their situation. Not by skipping fundamentals. By connecting them. Pain gets quantified in real terms. Stakeholders get tied to actual risk. Priorities get compared against what’s at stake. Next steps become a consequence — not a suggestion. That’s when something shifts. The problem feels more real. The cost of inaction becomes clearer. The path forward starts to take shape. That’s what moves deals. Not just asking better questions. But helping the buyer leave with a clearer point of view than when they walked in. #B2BSales #SalesLeadership #RevenueOperations #SalesExecution #SalesStrategy #SalesCaddyAI

3

3 SDR metrics your dashboard tracks that don't predict a single closed deal. Sales leaders love a full activity dashboard. Investors love a full pipeline report. Neither one tells you if the SDR motion is actually working. After building and running outbound infrastructure across venture capital, private equity, and B2B teams, here's what the dashboards usually get wrong: 1) Activity volume over connect quality Dials and emails sent measure effort, not outcome. What predicts pipeline is the connect rate with verified, ICP-fit decision-makers — not the number of names dialed. 2) Meetings booked over meetings held and qualified A booked meeting that no-shows or turns out to be the wrong buyer is a vanity metric. Show rate and ICP fit on booked meetings matter more than the raw count. 3) Reply rate over reply-to-opportunity rate A high reply rate means little if those replies stall out. Track how many actually turn into a next step, not just how many people wrote back. The SDRs usually aren't underperforming. The scoreboard is just measuring the wrong things. 👇 Which SDR metric does your team lean on most — and has it held up against your actual close rate? #B2BSales #SDR #SalesDevelopment #VentureCapital #OutreachOps

6

1 Comment

Most founders calculate SDR ROI based on salary alone. They miss the hidden "burn multiplier." When you factor in tool stacks, data costs, management overhead, and the ramp curve, a $60k hire actually costs the business ~$105k before generating a single dollar of qualified pipeline. The math breaks because the Breakeven Horizon (Month 7) is dangerously close to the average Attrition Point (Month 11-14). If you don't own the infrastructure, you lose the asset when the person leaves. Here is the unit economics reality check most projections miss. Swipe through → #Sales2Code #SDR #FounderLedSales

3

Paying a sales VA just to keep them busy for 8 hours is an expensive babysitting service. 100 dials and clean notes mean nothing if nobody is buying. Stop paying for activity and start tracking what actually drives revenue. Read the full breakdown on fixing your outbound sales metrics 👇 https://lnkd.in/ePTx_4nB

2

The Pipeline Lie: Most revenue leaders don’t have a pipeline problem. They have a conversion honesty problem. Your dashboard says: ✔ Pipeline coverage 3.2x ✔ SDR activity up ✔ Meetings booked Your close rate says: 😬 Volume hides weakness. Precision exposes it. We’ve been there. Nothing humbles you faster than explaining “strong activity” to a board that only cares about revenue. More activity won’t fix a misaligned revenue engine. It just creates prettier charts.

1

Most SaaS companies ask you to book a call to talk to sales. It makes sense. A scheduled demo gives reps time to qualify the prospect, understand the problem, and walk through the product. But it also creates a bottleneck. A lot of inbound prospects don’t want to commit to a 30-minute call right away. They just have a quick question and want an answer now. So our sales team tried something different. Instead of forcing everyone into the same path, we give prospects the option to start with a text conversation. The impact surprised us: → 35% more form submissions → 105% more leads we actually spoke to → 2x more closed won opportunities In the article, Melissa Bates and the team share how they set this up behind the scenes using Quo, Salesforce, Zapier, and our API, and how they keep response times to a two-minute median even with hundreds of inbound leads each week. If you’re thinking about adding texting to your sales process, we break down exactly how it works: https://lnkd.in/grz4A4Ac

23

4 Comments

“Most SDR burnout isn’t mental. It’s mechanical.” SDRs don’t burn out from selling, they burn out from everything they have to do before they get to sell. Manually finding leads. Manually enriching. Manually guessing ICP fit. Manually writing hooks. Manually chasing replies across tools. By the time they talk to a buyer, 80% of their energy is already gone. And then we blame the rep for “not enough meetings.” The problem isn’t effort. The problem is infrastructure. Teams that win protect SDRs with systems, not pep talks: 🔹 ICP scoring 🔹 Timing signals 🔹 Auto-personalized hooks 🔹 End-to-end workflows Remove the mechanical work → SDRs thrive. Fix the system → pipeline grows. Burnout doesn’t come from outreach. It comes from doing outreach the hard way. Book a meeting to know more about our high-intent lead generation systems - https://lnkd.in/dEZUiQCF Pinkesh Shah | Rajiv Mukherjee | Chirag B.

6