SDRs And AEs, Do We Have Things Backwards?

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. The toughest part of selling is actually engaging the customer, initially. Getting them to engage, getting them to think differently and gaining their interest in continuing the conversation. “But, if our philosophy is staffing these roles as entry level positions, we are being unrealistic–it’s not the fault of the SDR, they just don’t have the experience and knowledge.” What if we reversed things? What if we used the AE role as an entry level selling position? As they develop their experience and capabilities in working with customers, what if their career path included moving into an SDR role?

   In SDR job descriptions