SummaryIn this conversation, Cedric interviews Catherine about sales development and leadership. They discuss the qualities of a good sales development leader, the importance of creating a welcoming environment for new hires, and the need for collaboration between sales, marketing, and revenue teams. They also touch on the importance of quality over quantity in sales, the role of research and trigger events in outreach, and the evolving models of mid-market and enterprise SDRs. They conclude by discussing the role of AI in the future of sales development.Takeaways A good sales development leader creates a welcoming environment for new hires and focuses on building a collaborative team. Quality is more important than quantity in sales, and it's crucial to go beyond metrics and understand the why behind the numbers. Research and trigger events play a significant role in effective outreach, and messaging should be adjusted based on the context and target audience. Collaboration between sales, marketing, and revenue teams is essential for success in sales development. The role of AI in sales development will enhance the work of SDRs and allow them to focus on value-driven interactions.Chapters