Do You Understand Your Buyers As Well As They Understand Themselves?

​Ben brings a unique theater background to sales development, viewing deep buyer research through the lens of "character development."

​This session is designed to move teams away from the standard, low-leverage execution of "pull a list from a tool, dump it into a cadence, and spray-and-pray." Instead, Ben will walk through how leadership can train SDRs on deep-dive buyer identification—understanding exactly who the buyer is, what their day-to-day looks like, where they are physically when they receive a call or email, and how to execute outreach that establishes immediate trust.