On this episode of Prospecting Pros, John and Chris talk with Eddie Cortez, a veteran SDR leader who has coached and managed hundreds of reps. Eddie shares his unusual path into sales, bouncing from real estate and contracting to car sales before finally breaking into tech. Since then, he has made it his mission to give back by helping the next generation of SDRs succeed.
He explains why resilience, soft skills, and coachability are more important than a degree or polished resume. Eddie breaks down what separates top performers from the rest and how he trains reps using frameworks instead of rigid scripts, and the role effort and curiosity play in long-term success. The group also digs into how the SDR role is evolving, why AI enhances but does not replace salespeople, and some mistakes companies make when hiring their first SDR.
