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Turn BDRs into sales reps

Name: Turn BDRs into sales reps
Uploaded: 2026-10-19T16:00:00Z
Duration: 33 s
Description: Does your handoff create friction before the first real conversation?

Nico Lafakis · Monday, October 19, 2026

Does your handoff create friction before the first real conversation? It used to be that sales reps focused on the information in the system, and somebody else went and got that information and brought it to the rep. But a rep sells to the person. If a BDR gets a person to talk and hands them to a rep who's never talked to them, "you've immediately created friction." "I'm not trying to say that we should fire all BDRs. I'm saying we should turn BDRs into sales reps." Then teach sales reps how to use the tools at hand so they don't need the handoff. You get a different question to ask about your sales process: who should be talking to this person? Where is a handoff in your process costing you the relationship? Replay clip from Hubsessed Office Hours: AI-Native. Trisha and I hosted. Clip page: https://www.hubsessed.io/clips/ain-2026-10-19-turn-bdrs-into-sales-reps

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