Deep Dive Into How to 10X BDR/SDR Productivity Starring Pendo's First GTM Engineer, Evan Inscoe! скачать в хорошем качестве

Deep Dive Into How to 10X BDR/SDR Productivity Starring Pendo's First GTM Engineer, Evan Inscoe!

What does a go-to-market engineer actually do, and why is this role suddenly showing up everywhere? In this episode, we unpack one of the fastest-evolving roles in modern startups. Evan shares how he went from using ChatGPT as a college student and new BDR to helping build AI-powered systems inside one of the Triangle’s best-known software companies. The conversation covers how AI is changing outbound sales, why intent signals matter more than generic research, how tools like Clay, Cursor, Cloud Code, Lovable, n8n, and Supabase fit into a modern GTM stack, and why great go-to-market engineering is about making humans better, not replacing them. Highlights Covered What a go-to-market engineer is and why the role is growing fast How Evan turned experimentation as a BDR into a new AI-focused role at Pendo Why intent signals + research create stronger outbound outreach than either one alone How Pendo uses AI to make BDRs faster, more focused, and more effective The difference between SDR inbound signals and BDR outbound signals How tools like Clay help enrich leads, personalize messages, and trigger outreach quickly Why the CRM still matters as the source of truth in an AI-heavy workflow How Evan builds internal dashboards using Salesforce, Supabase, Lovable, n8n, and Cloud Code Why GTM engineering is likely to split into multiple specialties over time How AI can increase sales productivity without replacing the people doing the work If you’re a founder, operator, or revenue leader trying to understand where AI fits into your go-to-market motion, this episode is a practical look at what that future already looks like inside a fast-moving North Carolina company. Timestamps: 05:05 — Meet Evan Inscoe from Pendo 08:05 — Evan’s background and discovering AI early 10:28 — What a BDR actually does 13:04 — How Evan created his own path into GTM engineering 16:29 — What the go-to-market engineer role looked like at the start 19:05 — Breaking down the BDR workflow 21:40 — Where Pendo is today after nine months of GTM engineering 23:00 — How Pendo uses Clay 24:45 — What counts as an intent signal 26:00 — Inbound vs outbound signals 31:00 — Why CRM still matters 35:20 — Measuring impact and efficiency gains 36:00 — Building dashboards with Lovable, Supabase, and n8n 42:35 — Tools Evan recommends most 43:40 — Driving adoption across the team 45:20 — Where GTM engineering is headed next 48:00 — Why AI won’t replace BDRs 48:45 — Evan’s next big project Where to Find Scot Wingo: LinkedIn:   / thescotwingo   Tweener Times: https://www.tweenertimes.com/ X: https://x.com/scotwingo Where to Find Evan Inscoe: LinkedIn:   / evaninscoe   #TriangleTweenerTalks #NorthCarolinaStartups #GoToMarket #GTMEngineering #AI #SalesTech #StartupGrowth #B2BSaaS #Pendo #Clay #SalesAutomation #RevOps #Founders #StartupPodcast #TriangleNC --- This episode of Tweener Talks is hosted by Scot Wingo, presented and produced by NC Tweener Fund, with creative assets and design support from Walk West. We couldn’t share posts like this without our amazing sponsors: Platinum: NC IDEA: https://ncidea.org Gold Sponsors: Balentine: https://www.balentine.com/triangle-en... EisnerAmpner: https://www.eisneramper.com Robinson Bradshaw: https://www.robinsonbradshaw.com Silver Sponsors: Automated Consulting Group: https://automated.co Bank of America: https://business.bofa.com/en-us/conte...