Ryan Dennis

Yesterday I turned down the opportunity to interview for a $300k salary sales role. Yep, you read that right. Salary, not OTE. $300k salary, $600k OTE. Why? Because I am extremely bullish on Factory: -Enterprise traction is unimaginable. -Every AE's pipeline are massive. -Our team (from design to engineering) is sharp, dedicated, and hardworking. -Our leadership is obsessive. -We are all locked-in and rowing in the same direction. Years ago, my mentor told me "Don't leave a rare opportunity just to chase a paycheck." Back then I didn't listen. Now I'm taking that lesson to heart.

78

5 Comments

Hot take: Most SDRs don’t have an activity problem. They have a courage problem. The other day I told a prospect, “It kind of feels like I’m just pissing in the wind here.” He paused. Then laughed. Did it book a meeting? No. But it closed the loop. It created a real human moment. And it turned a cold call into an actual conversation. Here’s what I’m noticing: As AI gets better, a lot of SDRs are getting worse. We’re sounding scripted, over-personalized, hyper-automated, perfectly structured and completely forgettable I might add. AI is supposed to make us more efficient, not turn us into robots. The irony? We’ll spend 10 minutes yelling “REPRESENTATIVE!” at an automated phone system… Then go send a robotic AI-generated email. AI should handle: – Research – Notes – Admin – Follow-ups It shouldn’t replace: – Courage – Humor – Personality – Real-time thinking Activity matters. But courage + humanity is what actually cuts through. Curious — Are we using AI to sharpen our edge… Or to hide behind it? 👇 SDRs — has AI made you better… or safer?

19

3 Comments

If you want to understand why SDRs struggle to prioritize accounts... look at how many tabs they need open just to do their job. Sales Navigator Outreach ZoomInfo Salesforce Slack Google Sheets LinkedIn Email 10+ tabs open just to figure out who to reach out to next. It’s not because they're disorganized, but because in todays world GTM data lives in too many places. Marketing sees engagement. RevOps sees the data. Sales sees CRM activity. But SDR's are left to piece the story together. So most outbound becomes a guessing game. The evolution in sales isn’t more tools. It’s bringing signals together so reps know which accounts matter, who inside them matters, and why now.

71

22 Comments