Transitioning from founder-led sales to your very first Business Development Representative (more commonly known as BDR) run sales organization is not as simple as most founders first think.

We’ve previously written about how to conquer founder-led sales and then make your first BDR hire. The next step in the sales evolution is to onboard and train those BDRs on the company’s unique sales playbook. This Enterprise Playbook outlines how Seed-stage enterprise software startup founders can build their own BDR program step-by-step and start revving up their outbound go-to-market engine.