In this episode of Bold Calling, Adam Sockel sits down with Troy Barter, Head of Revenue at Rocket Shipping, to dive into the nitty-gritty of sales development. Troy brings his extensive sales experience, from door-to-door hustle to tech sales strategy, to offer hard-hitting insights on the evolution of the SDR role, the power of resilience, and the real impact of sales development.

Key Highlights:

• The Value of Perspective in Sales Development: Troy draws a powerful comparison between door-to-door sales and tech sales, emphasizing the “grit advantage” that field experience brings to SDRs. “When you’ve faced a hard ‘no’ in person, a cold call feels like nothing in comparison,” he says.

• Changing SDR-AE Dynamics: Troy sheds light on how SDRs today are siloed from AEs, creating inefficiencies and reducing the perceived value of the SDR role. He argues, “SDRs should be incentivized on closed revenue, not just meetings scheduled. If SDRs aren’t setting up closeable pipeline, the model is broken.”

• Leveraging Tech Without Replacing the Human Element: Troy warns SDRs not to rely too heavily on automation, as it threatens their job security. “If you use tools to replace what makes you unique as a salesperson, human SDRs will no longer exist.”

• Career Pathing and SDR Motivation: Troy believes in promoting from within but stresses performance as the primary driver. For SDRs looking to move up, he advises a proactive approach: “Crush it at your current role, then ask to close smaller deals once you hit target—this shows you’re ready for AE responsibilities.”

Insightful Quotes from Troy Barter:

• “Door-to-door sales taught me grit in a way tech never could. When you’ve walked a block in August Florida heat, SDR calls are nothing.”
• “You don’t bring Tom Brady in to block—you bring him in to win. AEs should close, not prospect; SDRs should build closeable pipeline, not just book meetings.”
• “SDRs, don’t let automation do your whole job. Those tools are here to help, but if they replace your role, you’ll be out of a job before you know it.”
• “If your SDR pipeline isn’t closing, your model is broken. Either the product doesn’t work, or the process is flawed—fix it.”
• “The tech hasn’t changed; it’s the mindset. The SDRs with the willingness to put in real work are standing out more than ever.”

Episode Takeaways:

• Resilience is key in sales development: SDRs with door-to-door or other tough sales backgrounds have a built-in advantage.
• Real alignment between SDRs and AEs drives pipeline success. The current model, which separates SDR and AE goals, is hurting the industry.
• Career growth in sales development depends on demonstrating consistent success in pipeline generation, not just meeting quotas.
• Tools are just that—tools: The real value of SDRs lies in their ability to connect and problem-solve in ways automation cannot replace.