All About the BDR Role

It's no secret that sales jargon can be tricky. As sales organizations change and evolve, it’s hard to keep up with the different roles and responsibilities in sales roles. Most people aren’t familiar with the typical career path of a BDR. In this article, we’ll explain what a BDR does, how it differs from an SDR, and how the position fits into the broader sales organization.

What is a BDR?

A BDR (Business Development Representative) is a salesperson who generates quality leads through cold emailing, cold calling, and networking. The BDR is the first point of contact for a potential client. They reach out to prospects by phone or email after finding them on their own or with the help of a BDA (Business Development Associate). The next step is to schedule a meeting or conversation with a more experienced sales team member, usually an account manager.

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What does a BDR do?

BDRs are invaluable for businesses and organizations because they create new business opportunities. They do this by ensuring all channels are optimized and by generating a steady flow of qualified opportunities for the sales team. Their mission can be divided into three main categories:

1. Sourcing new leads
2. Qualifying new prospects
3. Passing leads to the sales team

On a daily basis, BDRs make cold calls, send emails, and conduct discovery calls with prospects. The ultimate goal is to book meetings that will turn into sales opportunities. Once a meeting is set, the BDR hands the deal off to an account manager.

The difference between a BDR and an SDR

In some companies, BDRs and SDRs perform the same function, and the titles are used interchangeably. In others, BDRs are part of the same team but have slightly different responsibilities.

An SDR is also responsible for generating new business opportunities, but only by qualifying inbound leads. The BDR, on the other hand, is responsible for generating opportunities through outbound activities like emails and cold calls.

In most cases, the SDR role is an entry-level position for those starting a sales career with little prior experience. By only handling warm leads, the SDR can get used to working with potential buyers and refine their qualification process. Once an SDR has shown they’re ready for more responsibility, they may be promoted to BDR and start tackling outbound sales strategies.

Key BDR Tasks

A BDR carries out several key tasks to generate leads and optimize business development. Here are some of them:

Research

BDRs are experts at finding untapped markets and new channels. They rely on your company’s indicators, such as customer personas and behavioral data. Thanks to their experience and insight, they use this data to generate new prospects.

Lead Generation

After compiling and analyzing client data, BDRs focus on lead generation—the process of sparking and capturing interest in products or services. They then create a list of potential clients to contact.

Cold Calling

This is a very effective way to connect with prospects. It allows BDRs to communicate in real time and tailor their conversation to the recipient’s needs. Cold calling can be challenging, so it’s important to find a community to practice and develop these skills.

Cold Emailing

BDRs also use cold emailing to test the waters and generate new leads. They have the expertise to develop email campaigns that grab the reader’s attention and spark interest.

Networking

Nothing beats networking for building trust and lasting business relationships. BDRs are skilled at working with people face-to-face, which can help them generate more opportunities.

Social Selling

Today, social networks are a valuable tool for engaging with target audiences. A successful BDR knows which platform to use and when. Social media also allows BDRs to become an authority by showcasing their expertise in their sector.

Qualification

Depending on the team structure, BDRs are likely responsible for the initial conversation with a prospect to ensure compatibility. These initial conversations are about gathering information rather than trying to "close the sale," as the deal will be handed off to an account manager who will see it through to the end.