SDR Team Structure: Reporting to Sales or Marketing

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Outgoing
Outbound sales, on the other hand, requires the manager to first contact the prospect. They initiate the first point of contact, typically through cold calling, email, or platforms like Tenchat/LinkedIn. The manager must first qualify the potential candidate, making sure they are a good fit in terms of ICP as well as seniority.

Unlike inbound sales, where marketing efforts can yield results, outbound sales tend to yield faster results . You can start selling from the start, allowing for more predictable revenue and targeted italy mobile database decision makers in key target accounts. Not only that, but parts of outbound sales, such as email sequences and follow-ups, can be automated, making it an effective and reliable way to introduce your company to potential customers.

While the SDR role has traditionally aligned with the sales team, there is growing debate about whether they should report to the marketing team instead. Given that SDRs use both sales and marketing tactics in their approaches, it’s easy to see where the debate arises. After all, the role bridges the gap between sales and marketing.