Sales Development Agent
Job Overview
The Sales Development Agent is responsible for building relationships with potential clients through voice and written outreach, connecting directly to qualify leads, answer questions, and set appointments for colleagues on the Sales Team. This role collaborates with Sales and Marketing executives (e.g., CMO, CRO, Director of Sales, Director of Marketing) to execute targeted campaigns and pitch new products or services to clients. Strong communication, negotiation, and people skills are essential. Sales Development Agents play a crucial role in the Lead Generation Team by delivering qualified leads to the sales organization and driving business growth.
Organizational Impact
A Sales Development Agent is often the first real person from the Company that a prospect encounters on their journey to becoming a customer. As such, the Sales Development Agent is a critical player in establishing credibility and building a positive relationship with a potential client. By securing sales appointments, they help expand the organization's market reach, increase its customer base, and contribute to overall success and profitability. Their efforts also enhance the organization's reputation and competitiveness in the market.
Key Systems
- Customer Relationship Management (CRM) System
- Marketing Automation System
- Market Research tools
- Voice, Chat, Text, and Collaboration tools
- Social media platforms and relevant accountsGenerative AI
- Content Authoring Tools
- Shared Calendar
Inputs
The primary inputs for a Sales Development Agent are lead lists (pre- and post-engagement) and inquiries or responses from prospects. Phone, Email, and Social Media Scripts and standard responses (such as Objection Handling and Qualification Questions) are important inputs. Ad-hoc requests and automated reminders are frequent. Finally, information about the Company’s products/services, as well as its Messaging Matrix and Campaign Plans provide important information for this role.
Outputs
The primary output is the execution of outreach campaigns through outbound phone calls, social media (e.g., LinkedIn) connections/messages, chats and email responses. This results in prospect connections and scheduled Sales Agent meetings entered into the Shared Calendar or through other means (such as email hand-off). The Sales Development Agent regularly updates the CRM and Marketing Automation System with activity and data updates. Throughout the campaign execution, Sales Development Agents also provide feedback, results, insights, and tactical suggestions for the Lead Generation Team.
Activities
- Cold call and email potential leads
- Follow-up with prospects via various channels
- Send LinkedIn connection requests, messages, and InMail messages
- Participate in online communities and forums
- Respond to social media comments
- Set appointments for Sales Team
- Develop and test alternative message content and tactics
- Review outreach details with Sales and Marketing executives
Recommended Items
- Email and Social Outreach Content
- Email Messaging Content and Cadence scheduling
- Phone Scripts
- Case Studies and White Papers
Content Example
- Calls, emails, chats, and social media engagement
- Customer messaging copy, email templates, and infographics
- Activity reports and analysis
- Meeting notes and action items
Sample Event-Driven Tasks
- Execute on outbound follow-up as indicated by campaigns
- Respond to incoming prospect email, chat, call, or social interaction
- Direct prospect questions and information requests to Sales Agents
- Schedule meetings for Sales Agents with interested targets
Sample Scheduled Tasks
- Scheduled outreach per campaign cadence to targets through cold calling, emailing, and social media
- Meet with Sales and Marketing to review the next period of outreach campaigns
- Formulate campaigns around scheduled industry conferences and trade shows
Sample Infill Tasks
- Research potential clients and identify key decision-makers within those organizations
- Research industry trends and competitor activities to identify new business opportunities
- Collaborate with Marketing and Sales teams to develop strategies for reaching new markets and increasing revenue