A sales development representative is a salesperson who qualifies leads and generates opportunities.
This salesperson will have a monthly lead quota
to reach, usually every month or quarter. It's met by contacting potential customers through phone calls, emails, and LinkedIn outreach.
An SDR should have knowledge of the company's products and services they are selling. They should also be able to communicate the value propositions
of the company they're selling for.
The best SDRs are those who know what makes the product special and who the product is special for.Why does a specific customer need the product you are selling them? How will the product you are selling them help them?
These are questions that top-notch SDRs ask themselves when reaching out to prospects.
Once you understand the answers to those questions, SDRs must target the right people for outreach. These are called prospects and leads, and both terms are slightly different from each other.
We made a whole blog dedicated to this topic: What's the difference between a prospect and a lead?
But if TL;DR:
A prospect is a potential customer who you think has an interest in your product or service. A lead is a prospect that has shown interest and needs more training before they are ready to buy the product or service. It's like when someone visits a website for the first time but hasn't purchased yet.
The best ways to target prospects and leads are by using sales tools such as LinkedIn SalesNav.
The most effective way for SDRs to make their meeting quota is through a process called lead nurturing. SDRs do various sales touches between touchpoints with leads, like sending them an email or a LinkedIn message to keep in touch with them.
While gathering prospects - aka "prospecting
" - is an important part of the role, the best SDRs are those who also nurture their prospects. Many SDRs attribute most of their meetings to prospects who responded to their follow-ups, on the fifth touch, for example, not their first.