Understand the role of the SDR in qualifying website leads for the sales team

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The success of any company depends on its ability to generate and convert leads into real customers. However, it is important to understand that not every lead that comes to you has the potential to become a consumer of your brand , and this is completely normal. Lead qualification depends on a number of factors.

This is precisely where the role of the Sales Development Representative (SDR) comes in , also known as the Sales Development Representative.

If you want to understand the role of the SDR in qualifying website leads for the sales team , we have prepared this exclusive content on the subject.

Next, learn who a company's SDR is, how they identify potential leads, the skills and competencies needed to take on this role, and other important questions.

What is an SDR and what does it do?
The SDR is a member of the company who works alongside what kind of benefit can you get from honduras phone numbers the sales team and is responsible for identifying and qualifying leads, that is, potential customers for the sales team.

The SDR is the professional in charge of finding the best business opportunities, generally through active prospecting via phone calls, email or social media.

The main function of the SDR is to filter the leads that arrive through the website and Landing Pages and pass on to the sales team only the contacts of people who may be genuinely interested in purchasing or hiring a product or service.

If the lead meets a series of qualification criteria stipulated by the company, the SDR forwards the contact to the sales department to begin negotiations.

If the SDR only passes on qualified leads to salespeople, does that mean that other contacts are discarded?

No, it’s the opposite. Another role of the SDR in qualifying leads is to nurture those who are not ready to advance in the buying journey at the moment. This is done by sending interesting and educational content that keeps leads engaged and on track to receive future contact from the company.

To summarize, we can define the SDR as a professional on the front line of the sales team. He is the one who will identify and qualify new business opportunities in the sales pipeline software , which will directly impact the company's revenue.

Understand the customer journey on your website
lead qualification

A customer's journey on your company's website can be divided into several stages. The path varies depending on the type of business and the sector in which the brand operates, but it usually consists of four fundamental steps to convert a visitor into a lead.

Below, we explain each of them:

1- Discovery
The traditional web discovery process involves an internet user searching for a specific topic, service or product and eventually discovering your company's website as a solution in the search results.

Discovery also happens in other ways, such as through a recommendation from a friend or family member, as well as other trusted sources (digital influencers, TV shows, etc.).

2- Exploration
Once found, the user browses your company's website and begins to explore the pages and content available. This includes the products and services, displayed in as much detail as possible, along with information about the company, prices, benefits, payment terms, testimonials from other users (social proof), among other topics.

3- Consideration
After exploring your company's website and learning more about its history, products and services, the user begins the brand consideration stage. This means that they are evaluating whether or not to make a purchase on your website, comparing it with the prices and conditions of competitors and thinking about the best decision to make.

4- Decision
The last stage is the decision stage. In this stage, the customer decides whether or not to buy from your brand . If they decide to go ahead with the transaction, this is usually done by filling out a form or subscribing to a newsletter, where the user provides their contact details and thus becomes a lead.

What is the role of the SDR in qualifying website leads?
The SDR's work is part of the pre-sales stage worked by many companies. Their role is to qualify leads from the website and gain time for salespeople to be more productive and assertive in each contact to negotiate a sale, in other words, the hard work of prospecting.

To be clear, the SDR and the salesperson do not perform the same function, nor are their activities similar.

You see, the SDR's focus is on prospecting, as we highlighted above. Meanwhile, the salesperson's role is to sell. Prospecting, unlike selling itself, is a job that seeks to facilitate the negotiation stage, bringing great profiles for the sales team to contact .

Among the benefits of having SDR professionals on the company's team are:

Separate qualified leads from unqualified leads;
Simplify the sales funnel and the consumer purchasing journey ;
Optimize salespeople’s time;
Nurture leads that, at first, are not willing to buy;
Contribute directly to reducing the churn rate;
Deliver great customer profiles to the sales department;
Work intelligently to define the ideal client;
Understand the main characteristics of the persona and target audience;
Deliver agility, precision and strategy in pre-sales.
This set of skills allows the SDR to filter and qualify leads from the website before passing the contacts on to the sales department.

How does the SDR qualify leads?
Now that you know what it is, what it does and what the benefits are of having SDR professionals on your team, you must be curious to understand how leads are qualified, what tools or strategies are used for this and whether it is something too complex to be replicated in your company.

The first answer is no, qualifying leads is not an impossible task if you have the right professional . On the contrary, it becomes something automatic and easy in the company's day-to-day and work routine. There are some common techniques that every SDR professional uses to qualify website leads.

Below, we explain what they are:

Contact the lead
The first thing the SDR does when receiving the lead's data is to get in touch. To do this, the best approach must be defined and how it should be done. It is common to call the person's cell phone, send an email or contact them through social media.

Customer questionnaire
Before contacting the lead, the SDR must prepare a questionnaire with the main questions to be asked, with the aim of identifying whether the person really meets the company's requirements to be considered as a potential customer.

CRM Registration
Customer Relationship Management (CRM) is a specific software for working on customer relationships . It stores lead data and other relevant notes for both the SDR and the sales department. The main focus of CRM is to help build a long-term relationship between the customer and the company.