Tech Sales SDR: What It Is and How to Become One

If you want to get into tech sales, one of the best entry-level positions to consider is the sales development representative (SDR) role.

This position helps companies generate new business by identifying potential customers and reaching out to them directly. It's the perfect opportunity to gain hands-on experience and learn the ins and outs of the tech sales industry.

In this article, we’ll walk through everything you need to know about being an SDR, from what the role involves to how you can build a successful and fulfilling career in the field.

What Is a Sales Development Representative?

You’ve probably heard the term sales development representative if you’ve been looking into tech sales job titles. But what exactly does an SDR do?

A sales development rep plays an important role in bridging the gap between marketing and sales. This person is responsible for finding and qualifying leads or potential customers.

Sales development reps research people interested in the company’s tech products or services and determine if they’re a good fit.

They are basically the first step in the sales cycle, setting up opportunities for the account executives (AEs) to close deals.

For many job seekers, the SDR role serves as a launchpad into a rewarding tech sales career. It gives them foundational skills like cold calling, emailing, and relationship building.

Role of SDRs in Tech Sales

The SDR role is at the front lines of the sales cycle, responsible for moving qualified leads through the sales pipeline.

Their main focus is on lead generation. They find potential customers and pass them on to other tech sales professionals, typically account executives, who will close the deal.

The sales development rep role is usually an entry-level position in both startups and big companies.

In some larger organizations, sales reps will work closely with business development representatives (BDRs). The latter focuses on outbound prospecting.

What Does a Typical Day Look Like for an SDR?

While the job description may vary depending on the company, most days involve prospecting, outreach, follow-ups, and working closely with different sales team members.

Let's look into the daily responsibilities of SDRs in more detail:

Prospecting and Lead Research

An SDR's day often starts with lead research.

They must identify potential customers who fit the company's target client profile.

They typically use tools like LinkedIn Sales Navigator and customer relationship management software to find businesses or individuals who may be interested in their product.

SDRs will also review key data points, such as company size, industry, and decision-makers. This information will help them tailor their outreach later in the day.

Cold Calling and Email Outreach

After identifying leads, SDRs will spend the rest of their day reaching out to these potential customers.

They will make phone calls, send cold emails, and connect on social media platforms. Every outreach effort is designed to move prospects further down the sales funnel.

Sales development reps must develop a personalized pitch that speaks directly to the customer's pain points and needs. This increases the chances of getting a positive reply.

Following Up with Leads

Once SDRs send the initial outreach, they must follow up regularly to keep the conversation going. It's their responsibility to engage potential leads without being too pushy.

Not every prospect responds right away, and some need multiple touchpoints before they become involved.

A good sales rep must send follow-up emails or schedule another sales call with those who showed interest.

Qualifying Prospects

After capturing a prospect's attention, SDRs must qualify them.

This involves asking questions about their needs to determine if they are a good fit for the company's tech product or service.

SDRs must also need to review the lead's budget, timeline, and decision-making authority before passing them to other sales team members. Typically, they will set up a meeting or call with the account executive, who is responsible for closing deals.

Collaborating with the Tech Sales Team

Throughout the day, sales development representatives will work closely with other members of the tech sales department.

They might discuss a lead's qualifications with an AE or strategize with a sales manager.

Sales development reps may also participate in meetings to share insights or update their team on where certain leads stand.

Continuous Learning and Improvement

A sales development representative must stay up-to-date with the company's product offerings, latest tools, and industry trends.

SDRs should also review their performance and key metrics, such as response rates or the number of sales calls made, to see where they can improve.

This continuous learning and improvement can help them become more effective in their roles.

Wrapping Up the Day

At the end of the day, a sales development representative must wrap up loose ends. This usually involves updating the CRM software with notes from calls and sending last-minute follow-up emails.

SDRs can also prepare a lead list for tomorrow.

By making sure everything is set for the next day, they can hit the ground running in the morning.

Skills Every SDR Needs to Succeed

Want to be a successful SDR? Then you need to acquire the following hard and soft skills:

Hard or Technical Skills

• Lead research: Sales reps must be proficient in platforms like LinkedIn Sales Navigator to find and qualify leads.
• CRM software: Familiarity with CRM platforms like Salesforce or HubSpot is important for tracking leads and managing the sales pipeline.
• Email automation tools: SDRs must know how to use email outreach software to send cold emails and track responses.
• Product knowledge: A sales development representative must have in-depth knowledge of tech products and services to sell them effectively.
• Data analysis: Analyzing metrics like email open rates and call conversion rates helps SDRs adjust outreach strategies and improve performance over time.

Soft Skills

• Communication: SDRs must be able to clearly articulate the value of their product or service over email, phone calls, or video meetings.
• Active listening: A sales rep should listen carefully to prospects’ needs and concerns to tailor their outreach efforts.
• Time management: SDRs must balance multiple leads, follow-ups, and tasks. They must possess strong organizational and time management skills to ensure nothing is overlooked.
• Resilience: Rejection is common in tech sales roles. The ability to stay motivated and positive despite setbacks is important for long-term success.
• Problem-solving: SDRs need to think on their feet and find creative solutions to objections or challenges that arise during conversations with prospects.

How to Get Hired as a Sales Development Representative?

If you're still with us and the daily walk-through above sounds exciting, here's how you can best position yourself to land a lucrative role in the field:

1. Gain Relevant Experience

You don’t always need direct sales experience to become an SDR, but having some relevant experience can significantly help.

Roles in customer service, retail, or marketing can help you build the communication and problem-solving skills needed in tech sales.

If you’re still in school or a recent graduate, consider applying to internships. These are a great way to gain hands-on experience in the sales world.

If you're a career changer, volunteer work can show your ability to engage with people and solve problems.

2. Obtain Certifications

In addition to getting relevant experience, you should also obtain certifications. Doing so enhances your knowledge of the tech sales industry and proves your commitment to mastering the sales process.

Look for relevant sales certifications, such as the Salesforce Certified Sales Representative exam and the HubSpot Sales Hub Software course.

You can even join SDR-specific boot camps to learn best industry practices.

3. Build a Strong Online Presence

Once you have a solid background in technical sales, you can build your online presence.

Start by improving your LinkedIn profile. You must upload a professional photo, choose a relevant headline, and write a detailed description of your experience and skills.

You can also network on LinkedIn and reach out to recruiters. Doing so helps open doors to new opportunities and uncover the hidden job market.

Better yet, establish yourself as a thought leader in the industry by writing and sharing insightful articles. This helps you stand out in the competitive tech job market.

4. Create a Standout Resume

After creating a strong online presence, you can write a winning sales development representative resume.

Make sure it highlights your most relevant skills and experiences, such as solid communication, cold calling, and knowledge of the sales process.

You should also tailor it to the specific role and company you're applying for. Read the job description carefully to get an idea of the keywords you can add to your resume. Using relevant keywords increases your chances of passing through applicant tracking systems (ATS).

Don't forget to include measurable achievements like, "increased qualified leads by 20%." This shows your impact in your previous role and helps catch the attention of hiring managers.

5. Ace the Interview

When you land an interview, you must prepare to stand out and get your dream job.

Research the company and its products thoroughly. You can read their website or follow their social media pages.

You should also familiarize yourself with SDR-specific topics alongside common interview questions and answers. Schedule mock interviews with a peer or a mentor to boost confidence.

On the interview day, make sure to arrive early and dress appropriately.

Show your enthusiasm and interest in the SDR role by asking insightful questions.

Finally, follow up with a thank-you email to express your gratitude for the hiring manager's time.

All of this can be overwhelming if you have no similar experience. If you feel like you need help navigating this challenging job market, consider career coaching. An experienced tutor can help you land a new role at a fraction of the time it would take you to do it alone.

Career Progression and Advancement for SDRs

If you're one of those people who think 10 steps ahead and like to daydream about what a potential SDR career might look like, here’s what you can expect:

Account Executive

Most SDRs become account executives.

This role is a natural progression because you’ll build on the skills you’ve already developed as an SDR, like communication and time management.

As an AE, you’ll focus on closing deals rather than qualifying leads.

You’ll work closely with prospects who are further down the sales funnel. You must have strong negotiation skills to convince customers to make purchasing decisions.

Sales Manager

If you enjoy leading others and want to take on more responsibility, you can advance to a sales manager position.

In this role, you’ll oversee a team of SDRs or AEs and make sure they hit their sales quotas. You must also guide them through common challenges, so you should possess strong leadership abilities.

Marketing or Business Development

Some SDRs move into marketing or business development roles. Your experience in prospecting and understanding customer pain points can be valuable in these fields.

In marketing, you’ll focus more on generating leads through campaigns.

Meanwhile, business development roles often involve building partnerships and expanding market reach.

Both career paths allow you to use your SDR skills in new and exciting ways.

Customer Success

If you enjoy working with existing customers and helping them succeed, transitioning into customer success could be a great option.

In this role, you’ll make sure customers get the most value from the product. You must also handle onboarding and address any challenges they may face.

You must have deep knowledge of the sales process and customer needs to build long-lasting relationships.

Potential Challenges to Keep in Mind

While the SDR role can be a great starting point for your sales career, it comes with its own set of challenges. You must understand the difficulties below to help you prepare and stay motivated:

Handling Rejection in Cold Calling and Outreach

Rejection is a big part of being an SDR. Many prospects won’t respond to your emails or may hang up during a sales call. It can be frustrating, especially when you’re working hard to hit your goals.

The key is to not take it personally. Instead, take it as a sign to improve your approach. This increases the chances of getting a positive response in the future.

Managing High Sales Quotas

SDRs are often under pressure to meet high sales quotas. This can feel overwhelming, especially when leads aren’t converting as quickly as you’d like.

The best way to manage this is by breaking your goals into smaller, daily tasks. Focus on what you can control, such as how many calls you make, emails you send, and follow-ups you complete.

Stay consistent, and your efforts will pay off over time.

Navigating Difficult Conversations with Prospects

Not every prospect will be easy to talk to. You’ll likely encounter people who challenge your product’s value or who are simply tough to engage.

To handle these difficult conversations, you should ask questions and listen carefully. Always focus on how you can help them solve a problem.

Staying Up-to-Date with Industry Trends

The tech industry evolves quickly. As an SDR, you’ll need to stay on top of the latest trends. This means understanding your product, competitors, and the needs of your prospects.

You must read industry blogs, attend webinars, and network within your field to keep learning. Knowing what's happening in the tech sales world will make you a valuable asset to the sales team.

How to Stand Out and Thrive as an SDR

Below are some tips to help you thrive as a sales development representative.

1. Deepen Product Knowledge

The more you know about your product, the better you’ll be at selling it.

Take the time to understand how it works, the problems it solves, and what sets it apart from competitors.

Knowing your product inside and out gives you confidence during sales calls. This knowledge also helps you answer tough questions from prospects.

2. Develop Personalized Outreach Messages

Sending mass emails and generic scripts doesn't cut it anymore. In fact, this might turn off potential customers.

You must personalize your outreach to stand out.

To do this, you must research the prospect thoroughly. Learn about their company, their current pain points, and their key decision makers.

Use the information you’ve gathered to craft messages that speak directly to your prospect's needs.

3. Build Strong Relationships with Prospects

You shouldn't view prospects as numbers. You must focus on building a real connection with them to gain their trust.

Ask thoughtful questions, listen to their concerns, and follow up with helpful resources.

Even if they aren’t ready to buy your product now, keeping the relationship strong could lead to future opportunities.

4. Embrace Feedback

Being open to feedback is one of the fastest ways to grow in your SDR role. Whether it’s from your manager, peers, or even prospects, there’s always something you can improve.

You should also proactively ask for feedback on your calls, emails, and approach. Then, use it to improve your skills and strategies.

5. Connect with a Mentor

Connecting with a mentor in your organization or industry can give you a huge advantage. This expert can offer advice, share experiences, and help you navigate challenges in your SDR role.

Look for a mentor with a strong track record in tech sales and positive referrals.

Let Better Career Help You Land Your Dream SDR Job

Landing a new role as a sales development representative can be challenging. We’ve been there, and we know how to overcome that challenge. Here’s what we can help you with:

• Job Accelerator Program: Follow our step-by-step guide to land a tech job quickly and efficiently. Our mentorship program is designed to accelerate your tech career. Say goodbye to the frustration and guesswork of a typical job search.
• 1-on-1 Career Coaching: Work closely with former tech leaders turned career coaches to land your next sales role, or advance your career. We'll customize the program to meet your unique goals and needs.
• B2B Tech Job Board: Connect directly with key people at hiring companies through our curated job board for B2B tech positions. This includes direct LinkedIn profiles and posts for each listing.

Need further assistance? Fill out our contact form, and we'll get in touch with you soon!

FAQs About Sales SDR

Do SDRs close deals?

No, SDRs typically don’t close deals. Their primary role is to generate and qualify leads. Then, they pass those prospects to account executives who handle closing the sale.

How much does an SDR make?

The average salary for a sales development representative can vary depending on the location, company, and industry.

Typically, SDRs earn an annual salary of around $61,000 to $100,000, with variable pay included. Compensation grows as they exceed sales quotas and gain experience.

What skills would be required for an SDR?

SDRs need strong communication skills, resilience, and time management. They must also be comfortable with cold calling, sending emails, and managing a busy schedule. Additionally, knowledge of CRM software and email automation tools is important for tracking prospects.