What is SDR?
SDR is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
An SDR, or sales development representative, is a salesperson focused on qualifying inbound leads and setting meetings for account executives, rather than closing deals. SDRs work the top of the funnel, researching prospects, responding to inbound interest, and booking qualified opportunities. The role is a common entry point into a sales career and a key pipeline engine.
Key takeaways
- Qualifies inbound leads and books meetings for AEs.
- Works the top of the funnel, not the close.
- A common entry point into sales careers.
- A primary engine of qualified pipeline.
Why it matters
Separating qualification from closing lets AEs focus on advancing deals while SDRs feed them qualified opportunities. This specialization raises the productivity of the whole sales organization.
How Ardovo handles it
Ardovo gives SDRs instant lead routing, enrichment, and sequences so they qualify and book faster, and Rook can handle first-touch outreach and triage so SDRs focus on live conversations with the best-fit prospects.
Frequently asked questions
What is the difference between an SDR and a BDR?
The roles overlap. SDRs typically focus on qualifying inbound leads, while BDRs focus on outbound prospecting to generate new opportunities. Some companies use the titles interchangeably or split them by inbound versus outbound.
What does an SDR do all day?
Research prospects, respond to and qualify inbound leads, run outreach sequences, make calls, and book qualified meetings for account executives. The role is high-activity and focused on the top of the funnel.