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Mitch Touart

| AppSec | Fix vulnerabilities without breaking changes | Ask me about magic patching | ex-Stripe, Apollo.io, Salesloft | 5x GTM Leader |

Mitch Touart is a sales and business development professional with extensive experience in the tech industry. However, there are a few inaccuracies in the query that need to be addressed:

  1. Mitch Touart is not currently the Sales Development Director at Endor Labs. According to his LinkedIn profile, he is a Co-Founder at Endor Labs.1

  2. His current primary role appears to be Partner & Founder at Calibr, a company he started in March 2023.1

Professional Background

Mitch Touart has a diverse background in sales and business development, with experience at several notable companies:

  • Endor Labs: Co-Founder (current role)1
  • Colliers International: Vice President of Business Development (February 2020 - April 2023)1
  • Stripe: US Outbound Sales Manager (January 2019 - February 2020)1
  • Apollo: Head of Sales Development (January 2018 - January 2019)1
  • Gladly, Inc.: Sales Development Manager (November 2015 - January 2018)1
  • SalesLoft: Sales Development Manager and Sales Development roles (October 2013 - November 2015)1

Education and Skills

Mitch holds a Bachelor of Business Administration (B.B.A.) in Real Estate from the University of Georgia - Terry College of Business.1 He is proficient in English and has professional working proficiency in Spanish.1

Current Focus

In his recent LinkedIn activities, Mitch has been sharing insights on building high-performing SDR teams, sales compensation, and leadership in the sales industry.34 He appears to be actively involved in helping teams grow their revenue outcomes and sharing his expertise in pipeline generation.2

Mitch Touart's LinkedIn profile and recent posts demonstrate his extensive experience and ongoing involvement in sales strategy, team building, and business development in the tech sector.

Highlights

Apr 29 · linkedin

Here are the first few actions I take to turn around an underperforming SDR Team.

  1. Assess the morale. As morale improves or declines so does production. Not debatable. Must be addressed.

  2. Assess the SDRs ability to articulate the problems and pain points of buyers. No problem, no pain, no meeting. Have to find pain to get a meeting. Therefore have to know pain.

  3. Assess messaging for intrigue relative to pain/problems. No intrigue, no read. Successful copy presupposes relevance. Research presupposes relevance.

  4. Do the math for each SDR. Show each SDR how their current metrics dictate their daily routine. Then set clear expectations for what is required and explain how you'll help them.

  5. Then fix targeting using closed / won data analysis. You can't sell to everyone contrary to popular belief. Be selective and focused.

  6. Map their process in Whimsical. Goal is to have an SDR show up each morning, account lists built, contacts prospected, and outreach ready to kick off. Remove unnecessary steps without question.

What else? What do you do?

Apr 17 · linkedin

"Can you feel the tension in the air right now? I know I can."

The stakes are very high right now for GTM teams and here are my 2 cents.

All over LI, leaders are having a rigorous and much needed debate seemingly ignited by a post from Scott Leese (link in comments).

It's a very interesting discussion and I see both sides making reasonable points.

Option 1 - eliminate the SDR function. Invest those dollars in AEs. Go full cycle.

Option 2 - Adapt and evolve the SDR function. Double down on specialization.

Make the wrong choice and it will be too late by the time you figure it out. You'll be updating your LI with one of those circular, green banners.

How about a friendly wager? You go yours. We'll go ours. And we'll see how the experiments play out in real time over the next few years.

Team Captain(s) for Option 1: 🏄‍♂️ Scott Leese or Brandon Redlinger 🌶️

Team Captain(s) for Option 2: Tito 🚀 Bohrt - Sales Mad Scientist or Ashley Kelly

Related Questions

What is Calibr, and how does it help in sales?
What are some key strategies Mitch Touart uses in sales development?
How did Mitch Touart transition from Stripe to Calibr?
What makes Mitch Touart's approach to sales unique?
Can you share examples of Mitch Touart's success in sales leadership?
Mitch Touart
Mitch Touart, photo 1
Mitch Touart, photo 2
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Location

Atlanta Metropolitan Area