#SDRs will die as we know them, and I foresee more SDRs moving into marketing roles like demand generation and growth. It is a prediction on the ever-changing role of marketing and sales, in particular SDRs. A few more predictions on sales and marketing: The SDR role is changing and will be different depending on the Go To Market motion for the specific company.  SDRs are becoming more strategic about aligning with the customer's buying journey and more focused on specific personas and different use cases. SDRs will evolve into outreach demand generation practitioners, having visibility into the intent and signals, so they're as specific as possible.  What SDRs should discontinue doing: 1) mindlessly dropping a prospect into a sequence based on a specific lead gen activity (webinar registrations, whitepaper downloads, etc.); 2) following up incessantly (4-5+ times) when the prospect doesn't respond or engage; 3) hiding behind what marketing mandates them to do from a branding perspective; 4) not engage with stakeholders before they've done at least SOME research into the account and historical communications; 5) "qualifying" the prospect- there are many ways to do this (and disqualify, for that matter) without relying on BANT or any other superficial frameworks. On the last point, besides qualification criteria, use non-standard measures for clarification.  What could non-standard criteria of evaluation look like: Paid acquisition budget Founder or VP from the US/living in the US/ US education Forbes Council member? How active are the decision-makers on social media (LI, Instagram, other) Introvert?  Is the founder willing to learn marketing? Does he/she get it? The decisive role of the sales department? Are sales strategic? Is the company #Product led, #sales-led or #marketing-led? Inspired by Elizabeth Ionita