For the outbound motions it’s always a good idea to automate so that the process is in place while the team is busy or neck-deep with demos etc. Absolutely a good idea to set up BDRs for demand gen inbound and outbound while automation is in place to a decent extent to support them while letting them do what they do best ‘closing’. This teams will then feed quality leads to the CS team who in turn can take their existing relationships forward with customers for faster closures. Incentivising the BDRs on quality leads over quantity is always a good idea to keep them motivated.
