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To do this, gather data from ICs or lower-level managers. Find out all you can about an organisation’s structure and who runs it. This will make your outreach more impactful when you engage with decision-makers.

The 72-hour SDR training wouldn’t be possible without a resource library that contains guides, webinars, podcasts, and more. And the best part is, we’ve made this library free to access - click 👇

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From the first day in the office, every new sales development rep is mentored by a senior SDR who knows the ropes and understands the pressure.

“Find someone who has either done the AE role for a considerable amount of time and is really good at it. Or, find someone who is two steps above.”

Your work will also involve gathering key sales data and conducting customer research. The best SDRs create sales opportunities, educate prospects about their solution, and make closing deals easier.

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So, if you’re an entry-level sales rep, your number one goal is to connect with potential prospects one-on-one. You can do this via sales efforts like cold calling or LinkedIn messaging.

The bottom line is, don’t just book meetings with average Joes just to fulfil your target. Source quality leads with decision-making power.

When that happens, you might be asked to enter an SDR stand-in. This is when you stand in for an AE, taking over their role for a call or even a whole day. This process helps to assess your selling capability. It creates opportunities for exposure but, more importantly, is a proving ground.

Many passionate sales development reps who enter the industry quickly progress in their careers, usually to account executives and managerial roles.

As you might expect, the lowest salaries are for graduates and undergraduate students who enter sales without prior work experience. Whereas senior sales development reps can negotiate higher base salaries.

There’s no doubt that an SDR’s role is tough. But when you get it right, the role can generate feelings of satisfaction and accomplishment.

“This is where I am now, and this is where I want to be tomorrow. Can we reach that conclusion together, or do I need to find it somewhere else?”

Working in sales development has evolved massively in the last decade or two. Sales reps used to start on a traditional sales floor, picking up phones and talking to prospective clients.

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“As an SDR, you need to remember you’re interrupting somebody’s day. You’ll come across as more assertive and your clients will appreciate it if you get straight to the point.”

A company that just increased its headcount is surely experiencing some growing pains. Perhaps there’s an opportunity for your product or service to ease the burden?

Sales development reps’ tasks revolve around expanding the company’s customer base. It’s usually an entry-level position in a sales department, so to start as a junior SDR, you don’t need a higher education degree. It’s good to have some experience in sales, though.

The hardest part of the SDR’s job is the amount of rejection they face day-to-day. According to Cognism’s State of Cold Calling Report, the average cold call success rate in 2024 is 4.82.

One essential skill to master as a sales development representative is qualifying cold leads and deciding whether to move them through the sales funnel.

“Remember that as a sales development representative, you’re not only selling a product. In fact, you’re selling a solution to your prospect’s pain point.”

According to Comparably, the average sales development representative salary in the US is $74,764 a year of which $57,264 is a base salary.

If the experience goes well, you’ll be promoted to AE. If it doesn’t, that doesn’t mean your progress has ended. Make sure you learn from it and do better the second and the third time.

Because it lets you have human conversations with prospects! With active listening skills, you can position yourself as a consultant, not just a sales rep. It also means you don’t have to stick to a cold calling script.

Research different buyers, market trends, and the competitive landscape. Personalise your pitch using sales triggers; this way, you’ll provide a seamless sales experience for your leads.

SDRs play a vital role in the lead generation process, identifying and qualifying potential customers. They also contribute to the marketing strategy by providing valuable insights from their interactions with prospects.

Cognism intent data helps you identify accounts actively searching for your product or service – and target key decision makers when they’re ready to buy.

That’s not to say that no help is out there! If you’re struggling in the SDR role, check out Cognism’s tips for handling stress in sales.

When Sam Gibbons started his job as an SDR at Cognism, it took him far too long to get to the point. Over time he learned that a sales development representative needs to be direct during an initial discovery call. You can always build a relationship with clients later.

In this blog post, you’ll find expert quotes from industry leaders, informative videos that provide a visual understanding of the SDR role, and top tips from our experienced team. These resources cover the topic in depth, offering valuable insights and practical advice for aspiring SDRs.

“Active listening saves you time in the long run. If you don’t pay attention to what your prospect tells you, you’ll reach the end of the call and realise that they were the wrong target for your product all along.”

Our advice for performing well in sales is - don’t take it personally! Work on building strong mental resilience to overcome sales objections and the frustration of not connecting with prospects.

Sales development representative earnings vary depending on the results a person in this position delivers. Some companies decide to pay a base salary and add a performance bonus on top of that.

Yes, it certainly can be. The SDR role is results-based; if you don’t perform consistently and meet your targets, you can face problems.

“Sales is always on. It’s not a role where you can just clock in and clock out. There’s no end in sight - it’s a constant journey. There’s a constant loop of obstacles. And then the more success you have, the more it stacks up.”

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Cognism gives you access to a global database and a wealth of data points with numbers that result in a live conversation.

The obvious next step in a junior sales development representative’s career is the role of an AE (Account Executive). What’s the first sign you’re ready for a promotion?

“The prospect shouldn’t be asked the same questions twice. Your AE should be able to summarise your information and have enough context to probe and dig into the prospect’s challenges on a deeper level.”

The modern sales development representative (SDR) has become a strategic role. It now demands a diverse range of skills, knowledge, and a strong sense of teamwork.

But at Cognism, sales development representative training takes three days. Here’s what our training schedule looks like:

“We found our win rate improved by 32% when we engaged more than 5 stakeholders in a deal - so we incentivise our SDRs to multi-thread, early and often.”

Top SDRs drive the next steps (quickly), keep timelines as tight as possible and give their AEs a thorough level of context.

The more creative your outreach, the more traction you’ll get. Sales is very competitive; you must look for ways to make your message stand out.

“Immerse yourself in things that can help you learn and develop your skills and creativity. You need to be able to bring creativity and personality to whatever you do. You need to stand out from the barrage of other messages your prospects’ are getting.”

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If you want to make a good impression on your prospective customers, do your homework! Check at least the prospect’s job title, industry, and location. Make sure the B2B data you have in hand is correct.

Inquisitive sales reps convey that their primary aim isn’t just to close a deal, but to truly understand and address the challenges their prospects face. When you show curiosity and empathy, you make a successful sale more likely.