• Home
  • /
  • Blog
  • /
  • Howard Dover | TSE 1712: Why The Current SDR/BDR Play is Dead

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Howard Dover on The Sales Evangelist Podcast

Is it hard to keep up with the current methods of the sales industry? In this episode of “The Sales Evangelist Podcast,” you will discover the sales industry’s current SDR/BDR challenges and innovative strategies to combat them.

Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed. 

Join us as we uncover the importance of innovation and adaptability in achieving success.

The Changing Landscape of Sales

  • Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs).
  • LinkedIn’s 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years.
  • Howard highlights the need for innovative approaches in sales outreach as the buyer’s behavior evolves with each new tactic.

The Power of Unique Prospecting

  • The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized.
  • Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations.
  • Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out.

The Future of Sales and Strategies

  • Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines.
  • The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed.
  • He acknowledges the challenges of breaking away from conventional training and thinking but emphasizes the potential rewards of embracing a more agile and business-minded mindset.

The Dust Bowl Analogy

  • Drawing inspiration from the Dust Bowl disaster, Howard highlights the parallel between the flawed plowing technique and the challenges faced in the sales industry.
  • The importance of adjusting and evolving approaches in response to changing customer behaviors is emphasized, drawing from interviews with successful students during the pandemic.
  • Scott Leasey’s belief in avoiding overprocessing and adopting creative, business-minded approaches is mentioned as a valuable perspective.

Embracing Change and Human Behavior

  • Howard encourages sales professionals to embrace change and understand human behavior, suggesting that success lies in creativity and adapting to the current market.
  • The concept of standing out by grasping human behavior and exploring creativity is discussed.
  • The risks of sticking to old methods are highlighted, with the speaker emphasizing the need to become adaptable and open to new approaches.

The sales industry can be unforgiving, but there are strategies and approaches that can lead to success. By embracing change, staying agile, and thinking outside the box, sales reps in can navigate the ever-changing landscape and achieve their goals. 


Howard Dover LinkedIn

The Sales Innovation Paradox by Howard Dover

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.