What is Sales Development?
Sales Development is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
Sales development is the function that generates and qualifies pipeline before deals reach closing reps. Staffed by SDRs and BDRs, it handles inbound lead qualification and outbound prospecting, then hands qualified opportunities to account executives. It specializes the top of the funnel so closers spend their time closing.
Key takeaways
- Generates and qualifies pipeline for closing reps.
- Staffed by SDRs (inbound) and BDRs (outbound).
- Hands qualified opportunities to account executives.
- Specializes the top of the funnel for efficiency.
Why it matters
Separating pipeline creation from closing lets each role specialize: development reps master prospecting and qualification while AEs focus on advancing and closing deals. It also creates a training ground and clear career path into closing roles.
How Ardovo handles it
Ardovo gives sales development live lead scoring, sequences, and routing so reps work the hottest prospects first. Rook drafts outbound outreach, logs every touch, and flags when a lead is qualified enough to pass to an AE.
Frequently asked questions
What is the difference between an SDR and a BDR?
Both are sales development reps. SDRs typically qualify inbound leads generated by marketing, while BDRs focus on outbound prospecting to net-new accounts. The split varies by company.
Why separate sales development from closing?
So each role specializes. Development reps become expert at prospecting and qualification, while account executives focus on advancing and closing deals, which raises overall efficiency.