Sales Development Representative (SDR) (US)

How do you qualify a lead beyond just checking whether they fit the target company profile?

I look for evidence of an actual problem the product solves and some signal of timing or budget, not just firmographic fit, since a company can match the ideal customer profile on paper without having any real intent to buy soon. Asking directly about their current process and pain points surfaces this faster than assuming based on company size alone.

What's your approach to handling a prospect who gives a vague objection like 'we're not interested right now'?

I ask a follow-up question to understand what's behind the vague response, since it often masks a more specific concern, like budget timing or already having a solution in place, rather than genuine disinterest. Treating a vague objection as final closes off a conversation that might actually still be salvageable.

How do you prioritize which leads to follow up with first when you have more leads than time to reach them all?

I prioritize based on both fit and signals of active intent, like recent engagement with content or a specific trigger event, rather than working through the list in the order it was generated. A well-fitting lead with no urgency signal is often less valuable right now than a decent-fit lead showing active interest.

What's your process for researching a prospect before an outreach call to make the conversation feel relevant rather than generic?

I look for something specific to that company, like a recent announcement or a role change, that connects to the problem the product solves, rather than using the same generic opener for every call. A single relevant, specific detail does more for engagement than a longer but generic pitch.