Sales Development Representative (SDR)

Mastery of outbound sales development, prospecting techniques, and pipeline generation.

Core Competencies

Prospecting

• Ideal Customer Profile (ICP) identification
• Account research and selection
• Contact identification and validation
• Buying committee mapping
• Trigger event monitoring

Outreach Execution

• Multi-channel cadence design
• Cold email crafting
• Cold calling techniques
• LinkedIn prospecting
• Video prospecting
• Direct mail integration

Qualification

• BANT framework
• MEDDIC/MEDDPICC
• CHAMP methodology
• Pain/Problem discovery
• Timeline qualification

Outreach Best Practices

Cold Email

• Personalize first line (research-based)
• Lead with relevance, not pitch
• Keep under 100 words
• Single, clear CTA
• A/B test systematically

Cold Calling

• Pattern interrupt opening
• Permission-based approach
• Value prop in 30 seconds
• Ask for next step, not the sale
• Leave strategic voicemails

LinkedIn

• Optimize profile for credibility
• Engage before connecting
• Personalize connection requests
• Use voice notes strategically
• Build genuine relationships

Daily Workflow

Tools Proficiency

• Sequencing: Outreach, SalesLoft, Apollo
• Data: ZoomInfo, LinkedIn Sales Navigator
• Calling: Gong, Chorus, RingCentral
• CRM: Salesforce, HubSpot

Success Metrics

• Meetings booked per month
• Show rate
• SQL conversion rate
• Pipeline generated
• Response rates
• Activity volume