SDR

SDR Cadences

SDR Outreach Cadence is a structured, multi-step sequence of touchpoints—including emails, calls, social messages, and other communications—designed to engage, qualify, and nurture potential leads. These cadences are carefully tailored to align with specific buyer journeys and personas, using data-driven insights to enhance engagement and improve conversion rates. The process involves planning, scheduling, executing, and continuously optimizing outreach sequences to ensure prospects receive timely, relevant, and personalized communications, ultimately moving them efficiently through the sales funnel.

Related KPIs

Metric	Description
Time to First Meeting	Time to First Meeting measures the average time between when a lead or user signs up (or enters your funnel) and when they attend their first scheduled meeting—such as a sales call, onboarding session, or demo. It helps track pipeline speed and engagement momentum.

SDR Enablement

SDR Capability Development is a structured process designed to equip Sales Development Representatives (SDRs) with the skills, knowledge, tools, and best practices necessary for success across various go-to-market strategies. This activity includes comprehensive onboarding, continuous training, playbook development, technology enablement, and targeted performance coaching. Each component is tailored to address unique buyer journeys and evolving product offerings. By aligning SDR capabilities with customer engagement strategies and revenue objectives, this process ensures that SDR teams are able to effectively generate, qualify, and nurture pipeline, driving scalable and predictable growth.

Related KPIs

Metric	Description
Traffic Growth from Sales-Aligned Channels	Traffic Growth from Sales-Aligned Channels measures the increase in website or product traffic from channels that are strategically aligned with sales efforts—such as outbound campaigns, ABM programs, partner co-marketing, or SDR-driven events. It helps track top-of-funnel momentum that supports revenue teams.

SDR Workflows

The 'Pipeline Engagement & Qualification' activity involves a structured set of processes and best practices that Sales Development Representatives (SDRs) use to engage, nurture, and qualify prospects in alignment with a company’s Go-To-Market (GTM) strategy. SDRs leverage multi-channel outreach—including email, calls, social platforms, and in-app messaging—to connect with potential customers. By utilizing data-driven insights, they identify high-potential leads and collaborate closely with marketing, sales, and product teams to ensure alignment. Key responsibilities include assessing lead fit and intent, delivering personalized messaging, and facilitating a seamless handoff to Account Executives or Product Specialists. The primary objective is to accelerate pipeline velocity while maintaining a high-quality customer experience throughout the engagement process.

Related KPIs

Metric	Description
Opportunity Creation Velocity (from MQL)	Opportunity Creation Velocity (from MQL) measures the average time it takes for a marketing-qualified lead (MQL) to convert into a sales opportunity. It helps track lead progression speed and sales-readiness alignment.