How to build a sales development representative strategy that will fill your B2B pipeline

Mike Tong
Contributor




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Mike Tong has over a decade of experience leading GTM strategy and operations for tech and data companies as part of McKinsey TMT, AtSpoke, Splunk and the VC firm B Capital.


Across the dozens of enterprise tech companies that I’ve had the pleasure of working with, pipeline (the quantity and quality of sales qualified opportunities), is the primary driver of go-to-market success.
While pipeline is often viewed as marketing’s domain, sales development representatives (SDRs) can be responsib

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