The SDR/AE model is a specialized strategy in the sales industry where responsibility is bifurcated into two pivotal roles aimed at streamlining the sales process. SDRs
focus primarily on the initial stages of the sales pipeline
. Their duties encompass prospecting
, which involves identifying and reaching out to potential clients, and qualifying leads through research and initial contact.
This groundwork lays the foundation for a more effective and efficient sales process, as SDRs sieve out the most promising prospects for further engagement.
Upon the successful qualification of leads, these potential clients are handed over to the AEs
. As Account Executives, their role kicks in after the initial legwork is completed by SDRs.
AEs are tasked with guiding qualified leads through the more complex stages of the sales process, which include presenting tailored solutions, handling objections, negotiating terms, and ultimately, closing the deal
This division of labor allows AEs to focus on nurturing relationships and securing revenue, utilizing their expertise in deal-making and leveraging the groundwork established by their SDR counterparts.