Teaching SDRs to Run Discovery-Light Conversations That Actually Move Deals Forward

​Most SDR teams celebrate the meeting being booked. Then the awkward follow-up question comes out: “Cool… so what’s the deal?” And the answer is often vague, overconfident, or quietly unsure.

​This session is about fixing that gap.

​Led by Sameer Jama, the webinar is for SDR managers and leaders who want better qualification and cleaner handoffs, not just more meetings on the calendar. It focuses on the conversations that happen after a meeting is booked but before the first AE call, and why those moments often decide whether a deal actually moves forward.

​Rather than turning SDRs into mini AEs, the session shows how to coach reps to run discovery-light conversations that gather the right commercial context without overstepping. The goal is to help reps understand why a prospect agreed to meet, what needs to be true for the deal to progress, and how to pass that clarity downstream.

​The content is based on how Sameer trains his own BDR team today, with practical examples and discussion throughout. It is not slide-heavy and not theory-led. Expect a conversational session that helps leaders raise the standard of post-booking conversations, improve deal confidence, and reduce friction later in the sales process.