The new SDR edge: When everyone's outbound sounds the same, your coaching is what's left

There was a time when sending real, personalized outbound at volume took a skilled team and real effort. AI closed that gap. Now most SDR organizations can do it, which means it stopped being an edge.

So where did the advantage go? It’s in the rep who reads a prospect's hesitation, adapts mid-call, and builds trust a script never could. That skill was always valuable, but now it comes down to deliberate coaching. How well you coach is no longer a nice-to-have. It's the whole strategy, and the teams moving ahead are figuring out how AI can optimize coaching at scale.

Here’s the catch: most SDR/BDR leaders know this but still can't find the time. There are too many calls to review, too many dashboards to dig through, and rarely a clear signal for which moment actually deserves a coaching conversation.

In this session, we'll cover how AI can take over tireless listening and pattern-spotting, freeing you to develop the human edge. You'll hear directly from 30 Minutes to President’s Club and Gong's own SDR leadership on how they use AI to surface coaching opportunities at scale.

Featured speakers:

• Armand Farrokh, Founder, 30 Minutes to President's Club
• Julian Alvarez, VP of Pipeline & Sales Development, Gong

What you'll walk away with:

• A clear way to spot the coaching moments that build a genuinely differentiated team.
• A workflow for turning an AI-flagged pattern into a real coaching conversation — not another tab to check
• How to keep coaching sharp and consistent as your team grows, without your own hours growing with it