In the “Breaking Into Sales” series, you’ll learn actionable tips and fundamental sales techniques to climb the SDR ladder and close more deals.
Qualified leads are essential to a sales operation. There’s no point in talking to people who aren’t a good fit for your product. However, qualified leads don’t just appear out of nowhere. The process begins with thorough research and careful nurturing, and that’s where sales development representatives, or SDRs, come in.
In this article, we explain what the SDR role involves, why it’s so important, what a typical day looks like for an SDR, and actionable sales advice from Ernest Owusu, sales leader and senior director of sales development at 6sense.
What is an SDR?
An SDR is an individual who specializes in finding and nurturing new prospects, and determining whether those leads are a good fit for the company.
SDRs research potential customers and reach out to them to see if they’re interested in the company’s products and services. However, they don’t actually close the deal—it’s only about getting qualified leads ready for the next stage of the sales funnel.
What does an SDR actually do?
An SDR’s job is focused on lead generation and qualification rather than making the sale. Their primary responsibilities are to connect with and qualify as many leads as possible.