The SaaS Sales Method for Sales Development Representatives

This book is a tactical guide for Sales Development Representatives (SDRs) operating in SaaS and recurring revenue environments. Rather than generic “cold calling tips,” it provides a methodology built on the science of prospecting—from defining ideal buyer fit and uncovering real pain to engaging prospects with consultative value and structured qualification. Drawing on Winning by Design’s experience scaling revenue teams, authors Jacco van der Kooij and Dan Smith present step-by-step instructions that help SDRs move beyond volume-based outreach to outcome-based pipeline creation that drives growth across the Bowtie’s acquisition stage.

Best For

• Sales Development Representatives (SDRs) seeking a modern, consultative prospecting approach

• Sales Managers & SDR Leaders building structured SDR motions

• RevOps & GTM Operations standardizing early-funnel execution metrics

• CROs & Revenue Leaders integrating SDR outcomes with broader GTM goals

• Enablement teams designing onboarding and coaching for SDRs

Key Takeaways

• Prospecting is a science, not just repetition—systems outpace hustle.

• SDRs must move from lists to fit-based qualification to drive valuable pipeline.

• Great SDRs focus on understanding customer pain before pitching solutions.

• Structured frameworks help SDRs consistently uncover and document validated needs.

• The book emphasizes repeatable behaviors over individual talent for scalable success.