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12 Expert Tips for a Sales Development Representative

April 18, 2019

You might be thinking that a sales development representative is just a typical sales job, right? Wrong.

A sales development representative (SDR) is an inside sales professional who focuses on creating and nurturing a sales pipeline of qualified prospects.

As an SDR for Directive, a B2B enterprise PPC agency, my day is spent outbound prospecting through phone calls, emails, and social media. Sometimes I’m given a list of prospects who have been pre-qualified by our marketing team.

My goal is to book meetings with prospects to understand their pain points and further qualify them. If the prospect checks off all of the necessary boxes, I then introduce them to one of our account executives who are tasked with closing the deal. 

The definition of a sales development representative will differ between organizations, but they always play a key role in generating new business. They also double as a first impression, an educator, a relationship builder, and the key to a well-qualified sales pipeline. 

Helpful advice for a sales development representative

Learning is key in any role, but especially for SDRs. Using internal and external resources will amp up your sales game and catapult you past the competition. 

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12 tips from sales experts 

Since I want to practice what I preach, I’ve asked for advice from today’s most influential sales gurus and have compiled them here. If you want to crush your goals as an SDR, start paying close attention to what these experts have to say. 

1. Max Altschuler 

Max Altschuler, CEO of Sales Hacker and VP of Marketing at, stresses the importance of investing in self-growth. 

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2. Richard Harris

Richard Harris, Founder of The Harris Consulting Group, speaks to the influence of strong leadership. 

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3. Lori Richardson

Lori Richardson, Founder and CEO of Score More Sales, expresses the value of constant learning. 

lori richardson quote

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4. Morgan Ingram

Morgan Ingram, Director of Sales Execution & Evolution at JBarrows Sales Training, challenges you to start thinking like a business owner. 

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5. David Dulany 

David Dulany, Founder and CEO of Tenbound, explains what it takes to be a value provider. 

david dulany quote
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6. Lauren Bailey 

Lauren Bailey, Founder of Factor 8 and #Girlsclub, wants you to keep it real. Don’t be afraid to bring "you" to the conversation. 

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7. Sam Nelson 

Sam Nelson, the blue-haired SDR Leader at, encourages you to connect excellence in your role to your long-term goals. 

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8. Brandon Bornancin 

Brandon Bornancin, Founder and CEO of, shares the benefits of absolutely crushing your activity quota. 

brandon bornancin quote

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9. Kevin Dorsey 

Kevin Dorsey, VP of Inside Sales at PatientPop, knows that practice makes perfect (and can even save you money). 

kevin dorsey quote

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10. Jake Dunlap 

Jake Dunlap, CEO of Skaled, always tells it like it is. Imitation, after all, is the sincerest form of flattery. 

jake dunlap quote

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11. Kyle Willis 

Kyle Willis, Sales Director at Directive, reveals that success as an SDR comes with backing into your goals. 

kyle willis quote

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12. Josh Braun 

Josh Braun, Founder of Sales DNA, reminds us that when all else fails...have a heart. 

josh braun quote

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Bottom line of being an SDR

Being a sales development representative is challenging and arguably one of the hardest positions out there. If you're an SDR, I hope this article gives new perspective on your role. If you’re not an SDR, I hope you can take the advice given here and apply it to your own career.

Moving forward, don’t be afraid to ask for advice from leaders and innovators in your industry. You can learn from that advice to succeed in your own career (and maybe even write an article about it!). 

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