Inside sales reps typically work alongside a team of other inside sales colleagues in a shared office environment – making their job different from the face-to-face sales model pursued by outside sales reps at their clients’ business locations.
There are typically two divisions within the inside sales department: Sales Development Reps (SDRs) and Business Development Reps (BDRs). SDRs focus on inbound sales like warm leads from potential clients who have performed an action on the website — downloaded content, requested a demo, utilised live chat, or attended a webinar.
These warm leads are typically from small businesses and commercial industries. SDRs make contact with these leads, and log information into a CRM platform
where a more senior sales person, called an Account Executive (AE), will begin nurturing these opportunities in the sales pipeline.
Business Development Reps are the cold callers. These outbound sales reps focus on higher-end commercial and enterprise opportunities. Once a lead is qualified, it is sent to an Account Executive.
These sales process stages allow SDRs and BDRs to provide a constant influx of leads from two different market segments: small business/small commercial and large commercial/enterprise. Account Executives follow these opportunities through the sales pipeline.