Summary
Dale Thorn, a leader in sales development and pipeline generation, has spent the last 10 months connecting with 384 SDR leaders at 295 companies globally, providing support and insights. He emphasizes the human element in sales and advocates for authentic connections. Dale has been coaching and advising SDR leaders on a wide range of topics, including ideal candidate profiles, onboarding training, enablement programs, and increasing pipeline quality. In this conversation, Dale Thorn discusses the changes in cold calling and the impact of automation on personalization. He also emphasizes the importance of community and networking for sales development leaders. Overall, the conversation highlights the need for clear goals, building relationships, and supporting each other in the sales development industry.
Chapters
00:00 Introduction to Dale Thorn
02:21 Connecting with SDR Leaders
06:06 The Ever-Evolving Landscape of Sales Development
11:33 Growing Up in Northern California
13:54 Insights from SDR Leaders
16:18 The Role of AI in Sales Development
18:06 Evaluating SDR Candidates
20:25 Dale Thorn’s Passions Outside of Work
24:16 The Evolution of Cold Calling and the Impact of Automation
28:21 The Importance of Personalization in the Current Market
35:27 Building a Community and Networking for Sales Development Leaders
33:40 The Vibrant Food Scene in Oakland
35:27 Setting Clear Goals in Sales Development
36:55 The Power of Connecting with Other Sales Development Leaders
38:24 Navigating the Changing Sales Development Landscape
