From where I stand — as the manager of an inside sales team — one thing about sales development has become increasingly clear.

The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? It no longer works well.

Before we discuss how to develop critical skills for SDRs, let’s review how the SDR position differs from other sales roles.

What does a sales development representative do?

Many sales reps are focused on closing deals to meet or exceed their quota for a given time period, and their performance is measured by their ability to meet targets. In a sales development role, reps are focused on moving leads through the sales…