Now that we know what outbound sales is, an outbound SDR is someone who starts the conversations either by calling or emailing a prospect and tries to move them along the buyer journey
An outbound SDR always knows as much as possible about the prospects they're reaching out to and organizes prospects through something called a customer profile. A customer profile is a description of the target customer that the outbound SDR is reaching out to.
A good example of what a customer profile looks like comes from one that we have for a customer. The customer is an innovation management platform and works with companies that have at least 500 people in their workforce. They also have sales conversations with innovation professionals. The higher up they are in the totem pole, the better.
So this company's customer profile looks something like below.
- Job Title(s): Chief Innovation Officer; Head of Innovation
- Company Size: 500+ employees
- Location: United States
The outbound SDR makes customer profiles like this on a daily basis. A customer profile such as this one serves as a guide for what types of prospects
the outbound SDR is going to reach out to.
Once the outbound SDR has a customer profile, they reach out to prospects using it by sending them content, emailing them, and/or calling them. Outbound SDRs also use LinkedIn
to connect with prospects and send them direct and voice messages
asking for a meeting.
The best outbound SDRs don't stop at single outreach. They reach out to the same prospects multiple times throughout their outreach of them, sometimes ten times or more. If a prospect doesn't respond to the outbound SDR's first two emails to them, and two weeks have elapsed, a great outbound SDR will reach out to them again
with different messaging to hook them in.
An outbound SDR's job doesn't start and stop at reaching out to prospects one time. An outbound SDR's job stops when the prospect becomes a lead and books a meeting, no matter how many times they reached out to the prospect.
When a prospect becomes a lead by expressing interest and booking a meeting, sometimes it is the outbound SDR that takes the meeting. It depends on the organization of the company that is doing the outbound sales. Most companies that work with SalesPipe
like to take meetings with leads themselves, the outbound SDRs main job is to make those meetings happen.