Business Development vs Sales Development Representatives
By Josh Slone
If you’re not deliberate and intentional, your sales team will never reach the level of growth most organizations want.
New tactics, better scripts, and even great leads will only delay the inevitable decline of businesses that don’t have a cutting edge process to sell their goods.
Seriously, do you think that we should be using the same medical procedures of time past?
And you shouldn’t be trying to sell using tactics from earlier eras either.
Today, we’re going to explore one of the many nuances that your B2B team may want to notice, include, and define—the difference between BDRs and SDRs.
To be clear, that’s Business Development Representatives (BDRs) and Sales Development Representatives (SDRs). Believe it or not, there is enough of a difference to warrant both this post and a separate role in many organizations.
We hope to not only explain why each is unique, but also explain the value of the two roles when working together to create more appointments for your closers.
Let’s get started with the definitions.
Sales Development Representative (SDR): A type of inside sales rep who focuses more on inbound lead qualification, moving leads into and through the sales funnel, qualifying prospects, and setting up sales qualified appointments.
Business Development Representative (BDR): A type of inside sales rep who focuses on generating qualified prospects using cold email, cold calling, social selling, and networking.
As you can see, there are both similar and different aspects to these roles. Let’s take a deeper look at them.
We’ll use the three major categories that define the responsibilities of both roles in order to explain.
- Research: The things that BDRs and SDRs need to find out in order to qualify leads.
- Engage: The things they do to reach out, nurture, and speak with leads.
- Qualify: The things done to separate suspects from prospects before sending them to close.
This role will likely have some form of knowledge of the lead going into their research.
SDRs are primarily for inbound leads. Most of the data has come in from an outside source and not hunted down by your reps. Typical examples of this include:
- Marketing and Advertising (i.e. LinkedIn, Youtube ads, Webinars, etc.)
- Inbound and SEO (i.e. Content marketing and Organic Search Traffic)
- Leads Generated by BDRs (Some leads may not be ready to close, but aren’t suspect either. In this case, they may go to your SDRs for additional nurturing)
Just because there is little information available from the onset doesn’t mean that there isn’t research involved.You have to do a little digging to find the other pieces and (possibly) strike it rich.
You have to do a little digging to find the other pieces and (possibly) strike it rich.
Example: A company has begun the search for a new solution for the pain your product solves. The decision maker sanctions a person or two to help do research. One of those researchers comes across your site and signs up to your email list to request your lead magnet.
While it is a potential lead, reps really don’t have much.
Maybe the company name, the Go to the full article.