The acronym SDR stands for Sales Development Representative and defines the professional focused on qualifying potential customers for the sales team. Unlike a traditional salesperson, the SDR does not negotiate or close deals. Instead, he or she works at the beginning of the sales process, qualifying leads so that, when they reach the sales department, they are ready to move forward with more in-depth negotiations.
This strategy not only optimizes the sales team’s time and effort, but also increases the chances of conversion. Companies that strategically use SDRs see greater productivity, as the sales team can focus exclusively on high-quality leads that are closer to a purchase decision.
What are the roles and responsibilities of an SDR?
To better understand the role of an SDR, let's detail their functions and responsibilities in the sales process:
Identifying Qualified Leads : One of the main roles of the SDR is to filter the volume of leads, identifying those that have the ideal customer profile, known as ICP (Ideal Customer Profile). This involves data analysis and a series of filters to ensure that the lead is aligned with the company's offerings.
First Contact with the Lead : After malta email list identifying potential leads, the SDR makes the first contact to begin qualification. This process involves a careful analysis of the client's needs, verifying whether they are truly interested in the services or products offered.
Lead Qualification and Classification : Qualification involves understanding the lead’s level of interest and purchasing potential. During this stage, the SDR asks specific questions that help map the customer’s needs and current situation, classifying them into different levels of purchase readiness.
When the SDR considers that a lead is sufficiently qualified, he or she transfers the contact to a salesperson who will continue the sales process. This handover process is essential so that the salesperson has all the necessary information about the lead and can personalize the closing approach.
The difference between SDR and BDR
It is common to get confused between SDR and BDR ( Business Development Representative ), as both roles perform similar functions in customer development. However, the fundamental difference between the two is the type of lead each one addresses:
SDR : Works on qualifying inbound leads, that is, those who have already shown some interest in the product or service, whether by filling out a form on the website, registering for a webinar, or taking another action that indicates engagement.
BDR : Focuses on outbound leads, which are actively prospected by the company. This professional is responsible for prospecting new accounts and trying to generate interest in potential customers who have not yet expressed interest, through calls, emails and other outbound marketing actions.
This difference between SDR and BDR enables effective segmentation of the sales process, ensuring that leads at different stages of interest are approached appropriately.