In the SmartUp methodology, an SDR’s role is primarily tactical, focused on processing and generating leads rather than closing deals. While many SDRs are expected to hunt for prospects, Stern emphasizes that the Inbound, Branding First approach reduces reliance on brute force outreach. SDRs handle lower-value leads, scoring and routing them appropriately to Deal Closers or other sales staff. Their work requires extensive, accurate data, including direct phone numbers and emails, to efficiently contact potential prospects. SDRs’ efforts drive the need for comprehensive lead lists (“the haystack”) and inform product development in platforms like ZoomInfo. Strategically, strong branding and lead generation can reduce the dependence on SDRs, allowing the company to hire competent “B-minus” salespeople who focus on converting leads rather than prospecting.
