This professional works in what we call pre-sales , working directly in prospecting customers , he is that type of high-performance sales professional .
In this article, you will understand how an SDR works and the importance of having one of these professionals working in your company.
Keep reading and find out more!
What is SDR?
Sales Development Representative or in Portuguese board members email lists also called sales development representative is a pre-sales professional, that is, he works in prospecting new business, seeking to contact the client to qualify him.
They are responsible for evaluating a client and defining whether they are a potential client or not, all based on an analysis of the ideal client profile, target audience and market behavior.
It acts directly at the beginning of the sales funnel and after qualifying the lead, it is forwarded to the sales area, which is responsible for closing the sale.
Oh! And very important: don't fall for the idea that any sales professional can perform this function. The SDR is an important and very strategic position , as it is the first point of contact between your company and a potential client.
First impressions are lasting impressions, remember?
What are the main duties of an SDR?
When a sales team has an SDR, it is a guarantee that there is a qualified professional to build business opportunities for your company.
Initially, an SDR's job is to facilitate the sales closing process , after all, it is through the contacts they make with potential customers that they analyze each profile and classify those who have a better feeling with your product.
There are those who still believe that prospecting is also a salesperson's job. But these two things are completely different and therefore must be performed by different professionals, which proves the importance of an SDR in the sales team.
Now, find out what the main responsibilities of an SDR are:
1. Optimize the time of the purchasing journey
The SDR must ensure that negotiations are more agile, as he/she is involved in some stages of the sale and only forwards customers with purchasing potential to the seller.
This takes the burden off salespeople's shoulders of having to contact leads during the entire sales rush, and even if they did, they wouldn't be able to do it in a timely manner.
Research shows that it is much more likely to qualify a lead in the first 5 minutes of contact , which proves that optimizing the process time ends up bringing even more profits to your company.
