Definition
A Sales Development Representative (SDR) is a sales specialist focused on the initial stages of the sales process. Their primary role is to identify, research, and qualify new leads, and then engage them to schedule meetings or demos for the Account Executives (AEs), who are responsible for closing deals. SDRs are a critical link between marketing and sales, ensuring that the sales team spends its time on the most promising opportunities.
Examples
- SaaS B2B: An SDR researches companies that fit the ideal customer profile, identifies key decision-makers on LinkedIn, and initiates contact through cold emailing and calling campaigns to book a product demo.
- Consulting Firm: An SDR follows up on leads generated from a webinar, qualifies their needs and budget, and schedules a discovery call with a senior consultant.
- Tech Company: An SDR manages inbound leads from the company website, qualifying them through a series of questions (using a framework like BANT or MEDDIC) before passing them to the sales team.
- Go-To-Market Team as a Service: The SDR function is outsourced. A specialized agency provides a team of SDRs who execute the entire top-of-funnel strategy for the client.
Advantages/Benefits
- Increased Productivity: Allows Account Executives to focus exclusively on closing deals rather than on prospecting.
- Improved Lead Quality: Ensures that leads are properly vetted and qualified before entering the sales pipeline, increasing conversion rates.
- Predictable Pipeline: Creates a consistent and predictable flow of new sales opportunities for the business.
- Market Feedback: Gathers valuable insights from initial conversations with prospects, which can inform marketing and product strategy.
- Scalability: Provides a scalable model for business growth; as you need more meetings, you can scale your SDR team.
Related terms
- BDR (Business Development Representative)
- Account Executive (AE)
- Lead Generation
- MQL (Marketing Qualified Lead)
- SQL (Sales Qualified Lead)
- Sales Pipeline
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