The Business Development Profession
Pipeline Generation
Modern SDRs are much more than activity numbers
Modern SDRs are much more than activity numbers
As companies expand, their priorities transition from simply generating leads to optimizing the sales process and managing the pipeline. AI is boosting sellers' abilities rather than replacing them, resulting in higher productivity without significantly lowering costs. This is partly due to the supervision required to ensure AI-generated lists meet the stringent standards necessary for successful sales outreach, which helps maintain current cost levels.
A key aspect of this optimization is strengthening the link between sales development and marketing. As pipeline generation becomes a broader responsibility across the revenue team, SDRs increasingly focus on building brand awareness, serving as the first point of contact for prospects. While 59% of respondents indicate that their SDRs report to sales, 34% report to marketing, highlighting the growing overlap between marketers and frontline sellers.
Modern SDRs are much more than activity numbers
Modern SDRs are much more than activity numbers
Modern SDRs are much more than activity numbers
6 Key Skills for SDR Excellence
Organization: Your calendar should be your go-to tool. Time-block your tasks as if your earnings depend on it—because they do. Avoid bouncing between LinkedIn, emails, and calls without a game plan. Stay disciplined with systems like Ryan Reisert's bucket method to keep your leads and follow-ups streamlined.
Proactivity: Take control—don’t just coast. If your subject line isn’t working, rewrite it. If calls aren't yielding results, switch up your strategy. Being adaptable isn't optional; it’s your edge.
Growth Mindset: In sales, setbacks are just steps toward improvement. Listen to sales podcasts, read books, join relevant communities, and absorb lessons from industry leaders. Continuous self-improvement is what separates the good from the exceptional.
Resilience: Rejection isn't just part of the role; it defines it. Treat each "No" as a "Not Now." Learn, adapt, and come back stronger. The sooner you embrace rejection, the sooner you'll start collecting "Yeses."
Creativity: Don't stick to the script. In a crowded market, blending in won’t cut it. Stand out by using LinkedIn voice notes, memes that resonate with your prospect’s pain points, and personalized video messages. Do what it takes to make an impression.