A sales development representative is an individual who is tasked with qualifying and routing leads to the appropriate sales team. This role is not for everybody, and a good SDR needs to be at the top of their game. SDRs have to master specific SDR skills that play an essential job within a healthy sales procedure.

In this article, we outline 10 SDR skills that are essential to filling the pipeline and generating more revenue.

SDR Skills 

Here are those hard and soft skills that sales development representatives will need in the sales world.

Customized Email Writing and Different Prospect Research Tactics

Nobody likes to prospect, but development representatives especially have a tough job. They need to find a balance between quantity and quality.

On the one hand, your goal is to create a strong sales pipeline that will ultimately make your sales reps’ jobs much easier. However, this takes more time than simply making as many phone calls as possible.

Some experts predict that there will be a shift away from sales reps and SDRs rushing through the initial phases of a sales cycle, and instead spending more time on connecting and qualifying.

One way to balance quantity and quality is by customizing your outreach to each lead, with customized email addresses and addressing the problem they had previously voiced.

It’s important to have a strategy in place that allows you to write personalized emails to different segments of your contact list. This will also help you feel more confident in communicating with your prospects.

Video Prospecting – The Latest Trends in the Industry

Have you heard of this industry trend? So far, it’s looking very promising.

Video prospecting allows you to reach out to your potential prospects without having to schedule a phone call. This also allows you to reach out to them at their leisure, allowing you to follow up at a better time.

It’s personal, unlike emails or phone calls.

Before you go searching for the latest and greatest tools to create videos, remember that your SDR doesn’t need to be a Hollywood actor to ace the roll..

The SDR’s main goal is to establish a connection with the prospect so that they’ll want to meet up with you for a follow-up. The best way to do this by being as authentic and relatable as possible.

Record 30-second videos of yourself introducing yourself and the company, and then ask if the prospect would like to schedule a phone call.

If you want to succeed in getting high-quality sales leads to your business, then you’ll need to put in some work. The more custom, personalized, and targeted your videos are, the more likely you are to get good responses.

Follow-up with the clients

In an ideal scenario, the SDR would speak with their prospective customer, but oftentimes, they are left with no choice but to leave a voice mail.

Even though many people believe leaving messages is pointless, if you leave a message 25 times and only one person returns your call, you would still be better off than if you hadn’t.

They Actively Listen 

What are the advantages of using humans over bots? What advantages do humans have over robots?

Nothing beats human conversation. While chatbots may be able to quickly determine a lead’s qualification, they can never replace human interaction. By actively listening to a prospect, a sales rep can engage in a genuine conversation with them, creating trust and rapport.

Therefore, the conversation between an SDR and a prospect can be more sincere and beneficial rather than stiff and impersonal.

Active listening skills are something that every salesperson should master. They help you identify which of your prospect’s needs you can fulfill.

As salespeople, it’s our job to be flexible and understanding of our prospect’s needs. By gathering information, we can better understand how our product or service can help our potential customers.

Listen to your prospect’s needs and adapt your pitch accordingly. Don’t just stick to your prepared speech, but be willing to go off-script and delve deeper into topics that your lead is interested in.


As an SDR, it is important to be confident in order to be successful. However, sometimes having a big ego can get in the way of hearing and using constructive feedback. It is important to be coachable in order to improve skills and grow as an SDR.

As an SDR, it’s essential that you seek out ways to continually improve your performance. This means seeking out feedback from your managers, as well as from your peers, and actively practicing your sales pitch. By improving, you’ll become an even better SDR, and will be able to better help your prospect.

As an SDR, you should be looking for ways to improve yourself, your sales prospecting skills, and your knowledge about your prospects.

Are Resilient 

Being an SDR is one of the toughest, most demanding, and stressful jobs in sales.

SDRs don’t enjoy the fame and fortune of closing deals. Most of their day is spent on the phone and emailing.

And that can be exhausting.

Resilience and positivity are skills that can be learned, but they require practice and focus.

Resilience is key to being successful. It’s the ability to overcome obstacles and keep moving forward even when things get difficult. Developing this mindset early on in your career will help you go far.

Are Organized

Everyone’s process is different, but the key is to stay organized.

Time management is an important skill that everyone should learn.

Staying on top of things can be tough, but there are several ways to stay organized and on top of your game. You can utilize a planner, a management system, or even a simple list.

If you want to succeed in your career, it is vital that you maintain a disciplined routine. This will enable you to stay on top of all the different aspects and tasks of your occupation and excel at them.

Build Relationships

As an SDR, it’s important to build strong relationships. To do so, you should know how to effectively communicate with many people across multiple different mediums.

To be an effective salesperson, you must be able to communicate clearly and effectively with your prospects. Building trust with your customers is essential, and this can only be achieved through effective communication.

When communicating, it’s important to be as clear as possible. This applies when emailing, cold calling, or presenting to a potential client. By being as clear and concise as possible, you can ensure that everyone understands your points.

Tackling Objections

Rejection and objections are tough, but handling them effectively is even harder.

As you gain more experience as an SDR, you’ll get better at dealing with common sales objections.

As you gain more experience as an SDR, you’ll start to pick up on cues that indicate whether a prospect is interested or not. This, along with having a better understanding of the products and services you’re selling, will help you build rapport with them and answer their questions.

When you know how to use these techniques, you can build trust with your potential customers more easily. You’ll be able to find common ground and connect with them on a deeper level, which will make selling your product or service much easier.


If you want to be a successful SDR, it is essential that you master the SDR skills mentioned above. With hard work and dedication, you can set yourself apart from the competition and achieve success in this role.

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀[/sc

Editors Note:

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Justin McGill
About Author: Justin McGill
This post was generated for LeadFuze and attributed to Justin McGill, the Founder of LeadFuze.