Sales glossarySDR (sales development representative)

What is an SDR (sales development representative)?

Busy? Here's the short answer:

SDR stands for "Sales Development Representative." They are part of the sales team and focus on finding potential customers. SDRs reach out to prospects, set up meetings for account executives, and ensure a steady stream of leads for the sales team to work with.

What is a Sales Process?

The sales process is like a carefully choreographed dance that salespeople perform to win over potential customers and turn them into delighted buyers. It's a step-by-step journey that guides sales reps through the entire sales cycle, from identifying leads to sealing the deal. Just like following a recipe to bake a delicious cake, the sales process provides a clear roadmap to achieve sales success.

Key Takeaways

  • The sales process outlines specific steps that salespeople follow to convert prospects into customers.
  • It includes lead generation, qualification, presentations, objection handling, negotiation, and closing.
  • By following a structured sales process, salespeople can increase their chances of success and boost sales.

The Steps of a Sales Process

The sales process is not a one-size-fits-all approach; it can vary based on the nature of the product, target audience, and industry. However, some common steps are fundamental to most sales processes:

1. Lead Generation

The journey begins with lead generation, where salespeople identify potential customers who may be interested in their product or service. This can involve various methods, such as cold calling, email marketing, or attending industry events.

2. Qualification

Once leads are generated, the next step is qualification. Sales reps assess whether the leads are a good fit for the product or service based on factors like budget, needs, and decision-making power. This step ensures that sales efforts are focused on the most promising opportunities.

3. Making Presentations

Sales presentations are the heart of the sales process. Salespeople showcase their product or service, highlighting its benefits and value proposition. They tailor their presentations to address the specific needs and pain points of the prospect.

4. Handling Objections

Inevitably, prospects may raise objections or concerns. Salespeople are prepared to address these objections with confidence and provide solutions to overcome any hesitations.

5. Negotiation

Negotiation is the art of finding a win-win situation for both the buyer and the seller. Salespeople work to find common ground and reach mutually beneficial terms that lead to a successful deal.

6. Closing the Sale

The grand finale of the sales process is closing the sale. It's the moment when the prospect becomes a happy customer. Effective closing techniques and strong relationships built throughout the process play a vital role in sealing the deal.

Real-Life Example

Meet Alex, a sales representative at a software company. Alex diligently follows the sales process. He uses social media to generate leads, qualifies them based on their needs and budgets, and delivers compelling product demos. By handling objections with finesse and negotiating skillfully, Alex successfully closes deals and exceeds his sales targets.


Q1: Can the sales process be adapted for different industries?

Yes, the sales process is adaptable and can be tailored to suit various industries and sales scenarios. The key is to understand the unique needs of the target audience and adjust the process accordingly.

Q2: Is the sales process only for experienced salespeople?

No, the sales process is beneficial for both experienced and new salespeople. It provides a structured approach that helps new reps quickly get up to speed, while experienced reps can fine-tune their skills and achieve consistent results.

Q3: Is the sales process a rigid framework?

While the sales process provides a structured framework, it allows room for flexibility and creativity. Salespeople can adapt their approach based on individual customer interactions and unique sales situations.

In conclusion, the sales process is a powerful tool that guides salespeople through the journey of converting leads into satisfied customers. By following a structured and organized approach, sales reps can increase their effectiveness, build stronger relationships with prospects, and ultimately achieve greater success in the world of sales.

Related terms...

BDR (Business Development Representative)

BDR stands for "Business Development Representative." A BDR is a member of the sales team who focuses on generating new opportunities by initiateing contact and setting up meetings for the Account Executives.

Learn more

Inside Sales

Inside Sales is a sales model where sales people connect with customers remotely, using phone, email, or video calls instead of face-to-face meetings. It's used to reach more people and handle a larger number of leads efficiently.

Learn more

Lead qualification

"Lead qualification" is the process of figuring out if a potential customer is a good fit for the company. It involves checking if they're genuinely interested, have the budget and authority to buy, and match the company's offerings. The goal is to focus the sales team on leads with the best chances of becoming successful sales, saving time and resources.

Learn more

Outbound sales

Outbound Sales is when salespeople actively reach out to potential customers, like making cold calls or sending emails/messages, to introduce products or services and create opportunities for sales. The aim is to engage prospects and persuade them to consider making a purchase or taking the next step.

Learn more

Lead generation

Lead generation is the process of identifying and attracting potential customers for a business. The goal is to convert prospects into a qualified leads that can be nurtured and converted into customers.

Learn more

All terms

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