SDR Goals and Processes

Discover what a sales development representative does, best practices for finding and qualifying leads, and how to use Leadfeeder to improve productivity.

a short course by Mike Dry and Andy Culligan

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Course Overview

Uncover effective processes for sales development reps to hit goals and targets. Prepare for faster lead qualification with Leadfeeder.

Sales development representatives (SDRs) are integral to the sales process.


SDRs research prospects, qualify leads, and move them through the sales funnel.

Sure, SDRs may not be the people closing the deal, but there would be no deal to close without them.

Among the key challenges of SDRs is to find leads that are ready to convert into prospective customers.


Finding high-intent leads takes time — something there never seems to be enough of in the sales cycle.

But what if we told you there’s a method to the sales prospecting madness that will put more time back on your schedule and leads in your pipeline?

We know it sounds too good to be true. Hear us out.

Leadfeeder is a powerful sales prospecting tool that uncovers buyer intent data on your website and reveals leads who are interested in your business and looking for solutions right now.

Combine our tool with a few best practices, and you’re ready to smash your sales goals.

In this SDR Goals and Processes course on Leadfeeder Academy, customer success lead Mike Dry and chief marketing officer Andy Culligan walk you through:

  • What a sales development representative (SDR) does
  • Effective processes SDRs use to obtain and qualify leads
  • How to successfully hit SDR goals and targets
  • How to qualify leads faster and better using Leadfeeder

Course Modules

1. What do SDRs do?
Sales development representatives (SDRs) are an essential part of any sales organization. Discover how successful SDRs use Leadfeeder to stay organized.
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2 min 49 sec
2. The SDR process
Learn the common process and steps effective SDRs use.
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3 min 35 sec
3. SDR goals and targets
How SDRs are measured and what impacts their success.
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3 min 01 sec
4. How SDRs use Leadfeeder
Learn how SDRs qualify faster and better using visitor identification.
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3 min 47 sec
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What You'll Learn

Have you mastered this class and just can’t get enough? Explore the remaining Leadfeeder Academy courses to level up your sales prospecting game.

Lead generation basics

Your lead generation processes keep your sales pipeline full and healthy. Learn how to use Leadfeeder at the top of your sales funnel with our lead generation basics course.

You’ll learn how to use leads and feeds to identify new prospects and qualify potential leads. We also share the best lead generation practices you can use with Leadfeeder.

View Leads and Feeds.

Sales prospecting basics

Discover how Leadfeeder can help you stop dreading sales prospecting.

In the Leadfeeder for Sales course, we cover all the information Leadfeeder collects about potential leads.

You’ll also learn how to find the right contacts at your target organizations, research prospects, and easy tips to keep your pipeline organized in Leadfeeder.

View Leadfeeder for Sales.

Account-based marketing basics

Account-based marketing (ABM) can be a challenge to do successfully. Leadfeeder simplifies the process with website visitor tracking to provide account-level insights to your data.

Uncover how to scale your ABM, the best filters to use to determine campaign performance, and the most effective ways marketers use Leadfeeder.

View Leadfeeder for Marketers.

Marketing & sales alignment

The best sales results come from tight collaboration between marketing and sales teams. Unfortunately, it’s easier said than done.

Leadfeeder helps you align your marketing and sales efforts by sharing quality data. Discover how to set up Leadfeeder to encourage maximum collaboration to generate more quality leads for your business.

View Aligning Marketing & Sales.

Advanced lead qualification techniques

Before you learn how to qualify leads, you need to know what you’re looking for or your target audience. At Leadfeeder, we call this your Ideal Customer Profile (ICP) — a data-driven definition of your target prospects.

The Advanced Qualification walks you through the process of building your ICP and using it to identify your best opportunities in Leadfeeder.

View Advanced Qualification.

CRM integration and automation

At Leadfeeder, we know you work with a variety of sales tools. That’s why we offer direct integrations with several popular customer relationship management (CRM) systems.

Explore our Working with your CRM course to learn the basics of sharing your Leadfeeder data with your CRM.

View Working with your CRM.

Leadfeeder tool demos

Leadfeeder turns your anonymous website traffic into actionable insights for your sales and marketing team.

Discover how you can use Leadfeeder to empower your lead generation efforts today. We have demos in six different languages that show you all the tools at your disposal in our software.

View Leadfeeder Demo Sessions.

Put what you've learnt into action

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