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In this episode, we dive into the world of Sales Development Representatives (SDRs) with our special guest, Jarno Lehikoinen from Heeros. Join us as we explore the journey of building an in-house SDR team, the challenges faced, and the strategies employed to ensure success.

Episode Highlights:

• Introduction to Jarno Lehikoinen and Heeros: Learn about Jarno's extensive background in sales and the role of Heeros in providing business-critical financial and payroll software.
• Transition from External Partners to In-House SDRs: Discover the reasons behind Heeros' decision to bring the SDR function in-house after experiencing declining quality with external partners.
• Hiring Strategy: Insights into the process of hiring SDRs in pairs, defining the right candidate profile, and navigating the challenges of finding experienced SDRs who are not looking to immediately transition to account executive roles.
• Effective Recruitment Process: Explore the streamlined recruitment process, the importance of feedback, and how to balance validation and selling the opportunity to candidates.
• Compensation and Incentive Models: Understand the chosen salary model and the criteria set to ensure the quality of booked meetings.
• Onboarding and Training: Learn about the practical onboarding process at Heeros, focusing on one product at a time and getting SDRs operational quickly.
• Early Success Indicators: Review the initial results and effectiveness of the in-house SDR team compared to previous external partners.

Join us for an insightful conversation with Jarno Lehikoinen as we uncover the secrets to building a successful SDR function and the impact it can have on a company's growth and efficiency.

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