Business Development Representative (BDR): Definition and What They Do
By Josh Slone
Do you have a salespeople that consider themselves a Business Development Representative, a Sales Development Representative, or an Account Executive?
Or do you just have “sales reps”?
If the latter, they are probably frustrated and not performing nearly as well as they could.
The sales profession (especially in technology and software) has become a lot more difficult to achieve flying solo—as many sales reps are forced to do in many organizations.
Buyers have all of the information they could ever want on their phone, and are increasingly frigid towards anyone who contacts them “out of the blue”.
It becomes difficult to make quota when reps are charged with finding leads, qualifying prospects, and pitching them. It’s this reason that many businesses are rethinking the sales department. Sales managers are breaking the sales process down into a few roles to help improve the health of the pipeline.
One of those roles is the business development representative (BDR).
Some use BDR interchangeably with sales development representative (SDR), and while they are similar, SDRs are almost strictly inbound lead based.
BDRs are the tip of the spear and find new business and tap new markets in order to find qualified leads and set appointments for sales. This difficult task often means BDRs are compensated more than inbound or SDRs, due to the nature of the work.
In this post, we hope to give you a few things:
- A detailed definition of a BDR
- A comprehensive view of the role
- A good idea of characteristics quality BDRs share
What is a Business Development Representative (BDR)?
Business Development Representative (BDR): This sales role focuses on generating qualified prospects using cold email, cold calling, social selling, and networking.
A skilled laborer begins a project with nothing but tools and a plan. Over time, things begin to take shape until the job is done.
Likewise, a Business Development Representative drums up business for organizations with nothing but their skills, tools, and by having a plan of attack.
In addition to being skilled in the art of finding business from (virtually) nothing, the BDRs you hire have to be tough as nails.
Inbound leads aren’t always easy, but they at least came to the funnel through some means of their own initiation.
Outbound, cold-outreach leads are called “cold” for a good reason. The average connection rate isn’t great, even when it’s better than average.
Not only that, but a Business Development Representative is not a closer.
Like an SDR, a BDR is compensated based on SQAs (sales qualified appointments), but generally need a smaller number of SQAs since these are much more difficult to generate compared to inbound.
This is a big step that starts with a fresh cold prospect and ends when your rep qualifies them for sales, but it’s a closer that will end up getting the yes.
A Business Development Representative is a vital figure for the new age of sales, but it can be thankless if you’re not careful to remember them.
Always remember that your BDRs (and SDRs, really) get put off, told no, and then have to send the good prospects to someone else for Go to the full article.