If You Don’t Speak the Language of Sales, You’re Already Behind: SDR Terms Every Rep Must Know

Brian A. Wilson
Sep 19, 2025
2 min read

When you start as an SDR (Sales Development Representative), the first two or three weeks often feel like drinking from a firehose. You’re dialing, emailing, updating CRM records, maybe shadowing senior reps, and just trying to keep up. By the time you hit your 15th day, you can say you’ve “done the job”—but have you actually learned the language of sales?

Because here’s the truth: if you don’t know the basic terms, frameworks, and concepts of this profession, you’re not building a career—you’re just clocking in.

The Fundamentals Every SDR Should Know

In your early days, there are a few frameworks and definitions you should be fluent in:

BANT (Budget, Authority, Need, Timing) – A classic qualification framework that’s still referenced, even if it’s been critiqued.
MEDDIC / MEDDPICC – More modern and detailed qualification methods used in enterprise sales.
ICP (Ideal Customer Profile) vs. Persona – The who behind the “why you’re calling.”
Top-of-Funnel, Middle-of-Funnel, Bottom-of-Funnel – Understanding where your leads fit in the sales pipeline.
MQL (Marketing Qualified Lead) vs. SQL (Sales Qualified Lead) – Know the handoff, or risk chasing ghosts.
KPIs (Key Performance Indicators) – Calls, emails, meetings booked are activity-based, but metrics like conversion rate tell the real story.

And now, with AI changing outbound sales forever, you’ll also hear about:

AI-assisted prospecting – Using tools to source, qualify, and personalize faster.
Conversation intelligence platforms – AI analyzing calls for coaching insights.
Predictive scoring – Data models that rank which leads are most likely to convert.

Past, Present, and Future

Past: Cold calling and rigid scripts ruled the floor. Reps survived on hustle alone.
Present: SDRs balance calls, emails, LinkedIn, and multichannel cadences. It’s no longer about brute force—it’s about smart engagement.
Future: AI, automation, and data-driven frameworks will be standard, not optional. The reps who thrive will be those who combine human creativity with AI efficiency.

Why This Matters

You can make 100 calls a day. You can send 50 emails. But if you can’t sit in a room and speak the language of sales frameworks, methodologies, and evolving industry standards, then what are you really proving about your skillset?

Sales is a profession. And just like any profession, it requires continuing education to prove expertise, earn credibility, and open the door to leadership or high-performance career paths.

The Wake-Up Call for Employers & Trainers

If companies aren’t training SDRs in these basic industry concepts within their first month, they’re not building reps—they’re burning them out. Employers should want reps who are certified in the fundamentals. Training programs should raise the bar beyond “how to write an email.” Otherwise, they’re setting people up for failure.

The Next Step: ATSC Certification

That’s why programs like the Adgility Tech Sales Certification (ATSC) exist. It goes beyond activity metrics to certify reps in the actual knowledge, frameworks, and language that the industry respects.

If you’re an SDR—or if you manage them—ask yourself: