Sales Development Representative is the English term for Sales Development Representative.
Also known as SDR, this is the Pre-Sales professional , an area that works in collaboration with the sales department. Here, the objective is to join forces to ensure a greater number of sales!
This sector is responsible for identifying and qualifying potential customers . To do this, the professional, in this case the Sales Development Representative (SDR), makes initial contact with the lead to understand their needs and interests.
In other words, it aims to recognize which ones are ready to move forward in the purchasing process . And, in the B2B model, this process is even more essential, given the complexity and length of the sales cycle .
Therefore, the main goal of SDR and pre-sales is to increase the efficiency of sales teams . To do this, the focus of efforts is on leads with the greatest potential to become customers.
What are the activities of an SDR?
sdr-activities
This professional selects and prepares the lead, evaluating those who are truly capable of acquiring the industry's service or product .
Therefore, they establish the first contact and ask strategic kenya whatsapp data questions with the aim of understanding whether the person fits into the ICP.
It is worth mentioning that ICP ( Ideal Customer Profile ) is the industry's representation of the ideal customer.
In other words, it describes the characteristics of those who are most likely to be interested in the industry's products/services.
Only after this assessment does the Sales Development Representative forward and pass on the most qualified leads to the sales team . So, during this process, the SDR performs activities such as:
Receives and organizes Marketing leads, based on previously established qualification criteria;
Research and investigate the characteristics and needs of leads;
Establishes the first contact, helps with lead nurturing and follows up.
How important is a Sales Development Representative?
Given this context, it is already possible to imagine the importance of the Sales Development Representative in the industry, right?
To illustrate, we have listed 5 of the main advantages generated by this specialist, based on data cited by the Harvard Business Review .