Sales Development
A specialized sales function focused on prospecting and qualifying leads for account executives.
Definition
Sales Development Representatives (SDRs) or Business Development Representatives (BDRs) focus on the top of the sales funnel—identifying prospects, initiating contact, and qualifying opportunities before passing to Account Executives. Sales development separates prospecting from closing to improve efficiency.
Why It Matters
Sales development allows specialization: SDRs master prospecting while AEs focus on closing. This division of labor increases overall productivity. SDRs also provide a talent pipeline for future AE roles and offer a lower-cost prospecting model than using senior sellers.
Examples
- SDR reaches out to identified website visitor within 5 minutes
- BDR qualifies inbound leads before passing to AE
- Sales development quota based on meetings set
How Bullseye Helps
Bullseye is built for sales development teams. SDRs get real-time alerts when prospects visit the website, complete with contact information and pages viewed. This transforms cold outreach into warm follow-up with interested buyers.
Related Terms
Buyer Intent Data
Behavioral signals that indicate a prospect's likelihood to purchase a product or service.
Lead Generation
The process of attracting and converting strangers into prospects who have indicated interest in your product or service.
Sales Intelligence
Data and insights that help sales teams identify, understand, and engage with potential customers more effectively.
Sales Qualified Lead (SQL)
A prospect that has been vetted by the sales team and deemed ready for direct sales engagement.
Learn More
Related Use Cases
Lead Generation
Generate leads from your website without forms by identifying anonymous visitors.
Sales Intelligence
Real-time intelligence on website visitors for proactive sales outreach.
Account-Based Marketing (ABM)
Identify individuals from target accounts visiting your site for ABM programs.
Related Guides
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