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What’s the Deal with SDRs and Why You NEED One
Ever wonder how you landed on a company's radar?
Sure, some might’ve plucked your number from a dusty phone directory, but the smart ones? They did their homework and knew you’d be a perfect fit for their product.
Enter the Sales Development Representatives (SDRs).
These rockstars are the masterminds behind outbound prospecting. They research, reach out, and introduce potential new clients—aka leads—to the company.
Their mission? EXPAND the customer base. Generate leads. Connect prospects with the right salesperson.
This email? It’s your ultimate guide to understanding the magic of SDRs and why your business NEEDS one.
Who Are These SDRs Anyway?
Picture this: SDRs are the gatekeepers at the start of the sales process.
They qualify leads before passing them to the sales closers. They’re not about closing deals; they’re all about generating leads.
Their performance? Judged by how well they move leads through the sales pipeline.
Their job? Twofold: inbound and outbound prospecting.
Inbound: Nurturing leads already interested in the product via marketing channels.
Outbound: Cold prospecting potential buyers who’ve never interacted with the brand.
Before reaching out, SDRs do their homework. They pass on sales-qualified leads (SQLs) to an account executive to seal the deal.
In essence, SDRs focus on outreach and lead qualification, while account executives focus on closing deals.
Why Are SDRs SO Important?
Sales cycles are longer. Decision-makers are multiplying. New communication channels are popping up.
Getting through to prospects? Tougher than ever.
There’s a sea of potential clients at the start, but only a few make it to the buying stage. Sales managers? They don’t have the time to chase every lead.
Enter sales specialization. The SDR role was born to process leads, weed out the bad ones, and book appointments with the good ones.
What Does an SDR Do?
Lead Generation and Qualification: The bread and butter. SDRs generate a sales pipeline using their network, social selling, and other strategies. They ensure the pipeline is packed with qualified prospects.
Initial Outreach: Once a promising prospect is found, the SDR figures out the best way to contact them. Social media, emails, cold calls—you name it. The key? Don’t overwhelm the prospect. Personalize every interaction.
Lead Nurturing: Keeping prospects engaged is crucial. SDRs nurture and educate them about the product, addressing their pain points without sounding like a sales pitch. Building trust is the goal.
Moving Leads Through the Pipeline: Qualify leads and hand them off to account executives. SDRs are often paid based on the number of meetings scheduled with SQLs.
The Bottom Line
Every sales team needs a stellar SDR. These pros are the lifeblood of new business. While sales executives close deals, SDRs find fresh leads, start conversations, qualify them, and drive them down the sales funnel.
Ready to transform your sales game? Get yourself an SDR.
