In this episode of Modern Prospecting, host Andre talks with Casey Drake, VP of Sales at Endear. Casey shares how he moved from being the first Account Executive at Endear to leading the sales team. Instead of following the usual SDR/AE model, Casey built a team of full-cycle AEs who manage the entire sales process.They discuss how the team uses signal-based prospecting and tools like Tiga to improve timing, reduce manual tasks, and focus on real conversations with prospects. Casey explains why the traditional SDR model doesn’t work for their team and how they’ve made changes to improve results.Topics covered include:How Endear approaches outbound salesWhat metrics they track to measure prospectingHow sales and customer experience work togetherWhat tools help their team work betterIf you’re looking for ways to improve prospecting, update your sales process, or explore new tools, this episode will give you clear steps and ideas to try.Chapters:00:00 – Introduction00:13 – From First AE to Sales Leader: Casey’s Startup Journey05:23 – Redefining Prospecting: Moving Past Traditional Playbooks07:03 – Learning Sales Without Formal Training10:15 – Why the SDR/AE Split No Longer Works15:57 – The Challenge of Scaling in a Niche ICP19:00 – What’s Blocking Better Sales Engagement21:09 – How They Target Brands Opening New Stores25:57 – Using Signals to Spot Revenue Decision-Makers27:41 – What Signals Matter Most in Prospecting32:59 – Building Smarter, Not Noisier, Outreach34:16 – How to Set Up AEs for Better Results37:47 – Integrating Tiga: Clear Use Cases First40:10 – OutroQuotes:"We hand the toughest task in sales—convincing strangers they need something they've never heard of—to the least experienced people on the team. That’s the SDR trap."- Casey Drake"Nearly everyone says they’re using AI—but most admit they haven’t seen it actually do anything. It’s all hype until it drives real results."- Casey DrakeFeatured Guest:Casey DrakeGuest LinkedIn: https://www.linkedin.com/in/caseybdrake/Guest Website: http://www.endearhq.com/

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