This episode is a perfect fit for anyone who wants to get tactical insights on how to automate aspects of the SDR role without sacrificing quality and first principles thinking on managing inbound leads. Hank Taylor is a Fractional CMO & advisor to many different startups. He previously was VP Marketing & RevOps at Vercel and held leadership & IC roles at companies like Gitlab, Neo4j, and Tray.io. In this episode, we get tactical from the start. Hank walks through specific email collateral and messaging workflows to mature developer leads after initial auth in. He walks through how SDR automation works and how to structure SDR teams around this tooling to make them more effective. He also covers why Product Advocates (technical SDRs) can be more impactful for companies selling technical products vs traditional SDRs. He explains the concept of Product Advocates, how to hire and train for that role, how compensation should look like, and future career paths for this role. Finally, we cover some of his most common startup advice on the marketing and inbound side.
