Most founders want to hire an SDR as soon as they’ve closed a few deals. Alexandra Kane (VP of Revenue at Chalk) says that’s a massive mistake.In this episode of The Drafting Table, we dive into the tactical truths no one tells you about early-stage sales: how founders should approach cold outbound, when to actually hire an SDR, and why your cold email probably sucks.Alexandra has led GTM at B2B startups across cybersecurity, infra, and dev tools—and she’s seen firsthand what separates real pipeline from vanity metrics.We cover:The actual milestones you need before hiring an SDRWhy most founders get messaging completely wrongA play-by-play on onboarding and coaching junior repsHow her team drives pipeline from LinkedIn (yes, even with technical buyers)Why cold calling isn’t deadAnd what every SDR should send on their fifth dayIf you’re a founder thinking about building your sales org—or wondering why your outbound isn’t working—this one is for you.Chapters:0:00 Intro2:00 What most founders get wrong about sales4:57 When not to hire an SDR6:00 Why founder-led sales is non-transferable7:10 The myth of scaling cold outbound9:40 Cold calling, LinkedIn, and real data on what works13:00 Why SDRs need to write better emails (with examples)16:00 How to onboard and coach SDRs the right way24:00 Personalization that actually works29:00 Measuring success beyond meetings booked34:30 Building an SDR team that scales46:00 TL;DR: Start simple, test everything, and stay patient

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