“How does an SDR’s role differ from that of an account manager or sales executive?”
In a nutshell, a sales development representative (SDR) focuses on the early stages of the sales process. The SDR owns the responsibility of filling your sales lead pipeline, qualifying leads to produce opportunities, nurturing the opportunities until they are “sales ready,” and then passing the sales qualified opportunities to sales executives or account managers.
Sales execs and account managers build on the work the SDR has started. They meet with prospects to clearly define needs, develop and present solutions, overcome objections and close the sales.
I summarize the SDR’s role as:
Preferred contact methods in order of value are:
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