As an SDR, you spend a lot of time cold calling
. Depending on the quality of contact information available, your calls may connect, not connect, or sometimes lead you to what in sales we affectionately dub a 'gatekeeper'.
Typically a receptionist or administrative assistant, they will ask a question most SDRs are familiar with and dread: "is [the prospect] expecting your call?"As it's a cold call, the reality is they are not expecting it, and getting over this hurdle is one SDRs will always have to contend with when it's time to hit those phones.