GLOSSARY
What is a sales development representative (SDR)?
A sales development representative (SDR) is a salesperson whose job is the early part of the funnel: qualifying leads and booking meetings for the closers, rather than closing deals themselves. They are the bridge between marketing generating interest and account executives running the sales conversation.
SDRs focus on outreach and qualification. They follow up on inbound enquiries and reach out to prospects, work out who is a genuine fit, and hand qualified opportunities to an account executive to close.
Splitting the role this way lets closers spend their time in real sales conversations instead of chasing and screening. It works when the handoff is clean and both sides agree on what qualified means.
The same early funnel work, qualifying quickly and booking meetings, can be supported or handled by an AI agent that answers every enquiry instantly, which is useful for small teams without a full SDR function.
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Crafted by Aditya Pandey, Agentic AI Labs
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