Enabling Passionate SDRs and Utilizing AI in Sales Development with Hyunjin Lee

Enterprise Sales Development (CIENCE)

In this episode of the Enterprise Sales Development podcast, we speak with Hyunjin Lee, an SDR veteran who has led inbound teams at Qualtrics, Domo, HireVue, and Rakuten, and is now an inbound leader at BILL. Hyunjin talks about the hot topic of “strike zones” and how to outfit your SDRs for success. He discusses the concept of 'extreme ownership' and how discipline equals freedom when managing SDR teams. Hyunjinn also talks about using open AI as a form of assistance and how automation can be used to help with mundane tasks and free up SDRs to focus on more meaningful activities. WHAT YOU’LL LEARN Hyunjin’s coaching techniques and his wisdom from decades in the tech industry Exploring autonomy, mastery, and purpose in the sales process The Gas Metric SDR technology and automation QUOTES “The hot topic is strike zones and understanding the persona, obsessing over your buyers, listening to the same podcast that they listen to, and then helping them solve what they are most intrigued about. So by honing in on the why of my reps and enabling them to be curious and to be very proactive in understanding their buyers, that ultimately makes the impact where the prospects that they connect with some of them will become lifelong connections.” - Hyunjin Lee [07:11] “One of the metrics that I measure each candidate as I interview people, and I've interviewed thousands at this point, is the “gas metric”. And a lot of companies have different verbiage for it, but at the end of the day, it's considered the “give-a-shit” metric. The individuals I've hired are the ones that give a crap about literally everything. They put their whole heart and soul into it.” - Hyunjin Lee [16:03] “It's a very simple question. “How likely are you to recommend our company?” And I hope that the customers we have when asked, “How likely are you to recommend Bill or Divvy or any other company out there?”, always go back to what their first initial experience was with an SDR. And then how it translated from stage to stage.” - Hyunjin Lee [33:06] “Go find individuals who are insanely passionate. Go create the best process to fully enable those passionate individuals. Then create metrics and milestones to go and fully deliver on mutual indicators for the business, for the prospects, for the customers, and for themselves. That's how you create a winning formula for companies.” - Hyunjin Lee [37:29] TIMESTAMPS [00:05] Intro [04:57] The evolution of sales development technology [09:05] Driving successful SDR engines: process, people, and data [12:15] Extreme ownership and accountability for SDRs [16:35] The "Gas Metric": customer obsession in sales development leadership [23:15] Leveraging inbound SDRs to create a positive customer experience [31:41] NPS scores and the customer experience [37:53] Exploring the potential of AI-powered chatbots in B2B Sales [44:19] How to connect with Hyunjin CONNECT Hyunjin Lee on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices