Free guide · 15 pages · PDF

The Ultimate Guide to Building an SDR Team for Sales Enablement

This guide covers who belongs on a sales development team, what each role owns, and how to stand the team up and keep improving it. It is for B2B leaders hiring their first SDRs or deciding whether to build a team in house or outsource it.

What's inside

• The SDR role explained: inbound qualification, outbound prospecting, lead scoring and setting appointments
• How BDR and SDR roles differ and when to combine them
• The supporting roles: data and operations analysts, sales training specialists and sales managers
• Soft and hard skills to screen for when hiring
• A six-step plan to build, run, review and repeat your program
• A four-step outbound process: lead cleansing, introduction, nurturing and setting appointments
• Sales enablement best practices and reasons B2B companies outsource the function