70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.

CSOs focused on driving pipeline growth via sales development teams can use this guide to: 

  • Create specialist SDR roles
  • Set up a non-SDR resource responsible for sourcing external prospecting data
  • Design a sales engagement playbook
  • Develop an ongoing coaching motion