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Overcomplicated Workflows

Definition:

  • SDRs struggle with overly complex sequences, disjointed messaging, or tech stack overload.
  • AEs' feedback was that they were spending too much time dealing with the tech stack and not enough time selling.
Impact on Revenue Growth:

  • Drop-offs in prospect engagement and SDR underperformance.
  • AEs began to feel that the process and tech stack were a burden instead of a tool to accelerate commissions.
Solution:

  • Simplified outbound playbooks, unified messaging by persona, and consolidated tool usage into 1-2 key platforms.
  • AE's appreciated the simplicity and began to run faster towards converting opportunities in the pipe.
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