Simply put, this organization is tasked with setting up qualified meetings between a salesperson and a potential buyer with a high probability of purchasing a product or service.
Throughout the 1980s and 1990s, it has been one of the key organizational strategies for most famous B2B technology companies, including Sun Microsystems, and Cisco.
Most SDRs teams combine phone, email, and social media outreach in a multi-channel touch pattern to improve the probability that they will connect with their buyers.
The typical output of SDR's work is a qualified meeting or appointment setting, scheduled for an inside sales team member, usually an account executive.
Once an SDR gathers enough information to meet the criteria in the SQL definition, and the lead agrees to take the next step in the sales process, an SDR will schedule the next meeting between the lead and a salesperson and hand ownership off to that salesperson, who then conducts the rest of the sales process.