Each has a very specific role to play:
- The SDR focuses on prospecting. These sellers find people who are a good fit for your product and book meetings using phone and email.
- The AE focuses on closing deals. These sellers qualify leads, manage pipeline, and maneuver deals through the sales process.
To have a successful sales team you need to understand both. (Side note: hunters vs. farmers is a different beast – if you need help there, take our Sales Personality Quiz.)
Here’s a detailed explanation of the difference between sales development reps and account executives:
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