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Glossary

Sales Development

Top-of-funnel prospecting and qualification — traditionally the SDR function.

Home/Glossary

Glossary

Sales Development

Top-of-funnel prospecting and qualification — traditionally the SDR function.

Sales development covers outbound prospecting, inbound lead response, and qualification before AE handoff. Modern teams blend SDRs, AI assistance, and embedded squads.

Why it matters

Pipeline starts here — execution quality at SDR layer determines AE efficiency.

Related

  • B2B Sales Outsourcing →
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