#173 How To Build An SDR Org From Scratch

Tony Gomez, SDR leader at Restaurant365 and former SDR leader at Cloudflare, breaks down how to build and scale a high-performing SDR organization.

We cover SDR strategy, sales motions, intent signals, messaging, cold calling, SDR/AE alignment, qualification, coaching, enablement, and creating a strong career path for SDRs.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/

Connect With Tony →https://www.linkedin.com/in/tonypgomez/

Timestamps

00:00 - How to Build an SDR Organization From Scratch

02:01 - Restaurant365’s SDR Strategy and Sales Motion

04:35 - How Cloudflare’s SDR Motion Was Different

07:21 - The Systems and Tools Behind a Strong SDR Team

11:46 - Using Intent Signals and Buying Triggers

14:45 - How to Build Effective Sales Messaging

20:13 - What Makes Cold Calling Work

24:13 - Building a Strong SDR and AE Relationship

27:28 - The Real Value of an SDR Organization

32:25 - How Much Should SDRs Qualify Prospects?

34:25 - Restaurant365’s CHEF Qualification Framework

36:34 - Coaching and Enablement for SDR Teams

40:17 - Running Tactical SDR Training Sessions

43:19 - Building a Career Path for SDRs

45:13 - Where to Connect With Tony

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

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