Outbound SDRs are sales development representatives who proactively reach out to potential customers to generate leads. They are responsible for identifying and qualifying leads
, scheduling product demos
, and setting appointments for their account executives. What's the difference between an SDR and an AE?
Read on that blog post.
They play a critical role in the sales process
, as they are responsible for generating the pipeline that leads to closed deals.
An outbound SDR always knows as much as possible about the prospects and leads
they're reaching out to and organizes them through a customer profile. A customer profile describes the target customer the outbound SDR
A good example of a customer profile comes from one we have for a client.
The customer is an innovation management platform and works with companies that have at least 500 people. They also have sales conversations with innovation professionals. The higher up they are on 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 daily. A customer profile such as this one serves as a guide for what types of prospects the outbound SDR will reach out to.
Once the outbound SDR has a customer profile, they reach out to prospects through different sales channels
by sending them content, emailing them, and/or calling them. Outbound SDRs also use LinkedIn
to connect with prospects and send them direct voice messages
looking to book a meeting.
An outbound SDR's job doesn't start and stops 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 reach out to the prospect.
When a prospect becomes a lead by expressing interest and booking a meeting, sometimes the outbound SDR takes the meeting. It depends on the organization of the company making 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.