Kyle Coleman is one of the most prominent revenue leaders on LinkedIn and a long-time champion of sales development. So there was no one better to chat with about the future of the SDR function, which some claim is facing imminent demise... Spoiler alert: Kyle doesn't share that view. But he DOES think that it needs to change. We look at how sales development will evolve in 2024 and beyond, discuss his SDR to 2-time-CMO journey, and examine how AI will impact sellers and increase productivity. Perhaps most importantly, we also go deep into the mindsets, routines, and strategies Kyle has used to enable his professional growth and productivity. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Kyle Coleman is a sales and Marketing leader with a passion for people development, identifying and solving problems, creating and optimizing processes, and unifying departments across the revenue org. He's currently the CMO at Copy.ai and was previously CMO at Clari. https://www.linkedin.com/in/kyletcoleman/ Key Topics[00:00] - Introduction[01:39] - Role of SDRs in B2B GTM[04:47] - Strategic partnership between SDRs and AEs[07:43] - How does a junior SDR offer value to an executive? [11:20] - Qualities and skills of a good SDR[14:05] - Providing space for SDR autonomy[16:28] - Replacing SDRs with AI?[19:25] - Kyle’s mindset for professional success[24:21] - Importance of documentation[26:08] - Figuring out what to say “no” to[28:52] - Keeping calm in the face of big targets[31:43] - Daily routines and prioritization[35:32] - Benefits of being a LinkedIn creator[39:38] - Core job of a marketing leader[41:35] - Why Kyle joined Copy.ai[43:19] - Core capabilities of the platform[49:29] - Kyle’s predictions on the future of AI in GTM Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today’s episode.  We all know that outbound is really tough. Now imagine a world where you’re reaching people who know your product, love your product, and are actually happy to hear from you.  UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up.  If you’re not reaching out to customer job changers, you’re missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksThe only AI platform purpose-built for outcomes - Copy.ai official website Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter