The best SDR's and full-cycle AE's are doing outbound differently today.

They're not just loading contact lists and merge fields into their sales engagement tool.

They're highly sophisticated with each phase of their process:

1. Building lists with data enrichment and intent signals 
2. Multi-threading outreach across a variety of contacts
3. Sharing product & pricing information asynchronously
4. Prioritizing buyer enablement over selling

The way B2B customers buy solutions has evolved drastically. 

The best salespeople and teams are now far away from legacy models. 

This happened fast, but it'll still be unrecognizable in 5 years. 

New tools help a lot, but the biggest change is our mindset. 

If you haven't made the flip from sales to buyer enablement...

Now is a good time to start.

Why are we switching from sales to buyer enablement?

It's because buyers seek information on their own and the internet is their best friend (more than a salesperson) so our job as sellers is to provide value that the internet can't.

Our job is to unlock information and enable the buyer to access whatever they need, whenever they need it, to enable their desired buying journey. 

We used to want to maintain full control over the sales process, but today as long as the dialogue is moving forward, we're doing our job.

Happy Selling,