6 Key Differences Between BDR and SDR Roles
Samuel Darwin
Posted in: Marketing

6 Key Differences Between BDR and SDR Roles

6 Key Differences Between BDR and SDR Roles

BDR means a group known as Business Development Reps. Alternatively, SDR stands for Sales Development Representatives. Companies in the market are heavily dependent on the BDR’s and SDRs functions that bring about progress and increase their revenue. Understanding the differences among these roles is very important for the development of sales operations. It is a conclusion, therefore you will be able to overcome and rise up to the top in these competitive times.

Responsibilities and Focus

BDR Role:

1. Prospecting and Lead Generation

In accordance with HubSpot defined, 61% of the marketers state lead nurturing as the most difficult task. Such a role stresses the fact that BDRs are the main ones to spot leads, and hence, it makes their nurturing process play a critical role as well.

2. Initial Outreach and Qualification

Buyers are active in searching for sales professionals who offer relevant content at each stage of purchase. The effectiveness of BDRs lies in generating the initial regular touchpoints and establishing the suitability of the aspirants based on their demands and needs.

3. Setting Up Sales Meetings

Salesforce concluded that the percentage of all customer interactions skyrockets to 92% when the means is the phone. This means that BDRs need to use these meetings to facilitate a move of prospects from the top-of-funnel all the way to the bottom.

SDR Role:

1. Qualifying Leads Further

InsideSales.com say that over half of sales time is spent on unproductive the work connected with finding potential buyers. SDRs are the key bridge between the marketing and sales teams that help the sales facilitators refine the lead pool by giving a sense of direction to the prospects on the basis of their chances of converting into customers.

2. Nurturing Prospects

As Marketo claims, the companies thriving in lead nurturing compose 50% more sales-ready leads at 33% for every dollar less cost. SDRs deal with prospects by creating close and custom relationships through conversations and informative counseling. This steers them to make a purchase decision.

3. The Sales Pipeline Progressive Leads

Leading the sales process, SDRs promote and create leads through the sales pipeline. They do that by discussing topics that spark discussions and are responsive to community needs.

Target Audience Engagement

BDR Focus:

1. Casting a Wide Net

According to a recent research work by Demand Metric, content marketing costs 62% fewer than conventional marketing, but fivefold leads are generated. BDRs rely on a wide range of media sources to retain the audience and draw in new customers.

2. Identifying Potential Clients

According to LinkedIn, it says that those salespeople who apply social selling can attain success 51% more than the others. BDRs utilize social media and online platforms to pinpoint and engage possible customers.

3. Starting With Talks to Cold Leads

If businesses respond to leads within one hour, they are more likely to connect with the decision-makers having the authority to make a purchase. Dealing with cold leads is the core competence of a BDR which includes delivering fast answers, friendly communication to initiate conversations with cold leads.

SDR Focus:

1. Building Relationships with Qualified Leads

Nurtured leads make 47% larger purchases than non-nurtured leads. SDRs focus on building strong relationships with qualified leads to instill trust and loyalty. They ultimately drive higher conversion rates.

2. Providing Value and Insights

SiriusDecisions found that 67% of the buyer’s journey is now done digitally. SDRs provide valuable insights and resources to prospects. This guides them through the buying process and addresses frustrations along the way.

3. Guiding Leads Towards a Purchase Decision

Gartner reveals that 77% of B2B buyers say their latest purchase was very complex or difficult. SDRs play a critical role in simplifying the purchasing process for leads. They provide guidance and support to facilitate informed decisions.

Skill Sets Required

BDR Skills:

1. Strong Communication and Persuasion

Research by Forbes indicates that 93% of communication is non-verbal. BDRs must possess excellent communication skills to effectively engage with prospects. They must convey the value proposition of their offerings.

2. Ability to Handle Rejection

According to Brevet, it takes an average of 8 cold call attempts to reach a prospect. BDRs need resilience and perseverance to handle rejection gracefully and persistently pursue opportunities.

3. Quick Learner with Adaptability

Deloitte reports that 86% of HR and business leaders believe they do not have an adequate leadership pipeline. BDRs must be quick learners with the ability to adapt to evolving market dynamics and customer needs.

SDR Skills:

1. In-depth Product Knowledge

A study by Corporate Visions found that 74% of buyers choose the sales rep that was first to add value and insight. SDRs must deeply understand their products or services. This way, they can effectively articulate their value proposition to prospects.

2. Relationship Building and Empathy

Harvard Business Review reports that customers who had the best past experiences spend 140% more compared to those who had poor experiences. SDRs must possess empathy and interpersonal skills to build meaningful relationships with prospects and address their concerns.

3. Understanding of Sales Processes and Techniques

The Sales Management Association offers statistics that 55% of the sales individuals who have adopted mobile CRM make their sales quotas whereas there are only 22% of salespeople who doesn’t have a mobile CRM which are able to reach their quotas. Sales reps (SDRs) are expected to be well-versed in sales steps and approaches in order to successfully take leads through the sales funnel and make deals.

Metrics and Performance Evaluation

BDR Metrics:

  • Number of Leads Generated
  • Meetings Scheduled
  • CRs from Prospect to Pipeline Opportunity

SDR Metrics:

  • Sales Conversion Rates from Opportunity to Closed Deal.
  • Pipeline Velocity
  • Customer Satisfaction and Retention

Collaboration with Sales Teams

BDR Collaboration:

  • Sending Leads to Sales Reps the Right Way
  • Glimpsing in People’s Thoughts through Preliminary Interactions
  • Current Practices Incorporation of Continuous Feedback Loop for Efficiency.

SDR Collaboration:

  • Deep Partnership with Salespeople for Lead Nurturing
  • Integrating Voice and Procedures of Sales Strategy with Communication and Method of Applications.
  • Obliging In An Effort To Accomplish The Journey Of The Customer Easily

Integration with Marketing Efforts

BDR and Marketing Alignment:

  • The use of Marketing collateral in Outreach.
  • Assessing Leads’ Effectiveness
  • Campaigns and Targeting our mighty forces collectively.

SDR and Marketing Alignment:

  • Use Marketing Content as A ’Resource’ for Marketing Lead Generation
  • Furnishing Feedback for Audience Responses
  • Participating in the Process of Content Creation Derived from Customer Interactions


Overall, role distinctions between BDR and SDR are pivotal for the efficiency and the future revenue of sales. Through learning the special functions, concentrating points, competency and metrics of each post, companies are able to use the strong skills of BDR and SDR to nurture contacts, push individuals to pipeline and at last maintain the sales success.

Frequently Asked Questions (FAQs)

What is the difference between the functions of the BDR and SDR from the salespeople with the traditional roles?

BDRs focus on the discoveries of the prospects and generation of the leads, while SDRs are professionalizes in the qualification of leads and nurturing of prospects by gradually passing them through the sales pipeline.

Unless otherwise indicated how do enterprises usually structure their BDR and SDR teams so as to earn the most from them?

Companies usually have different team of BDR as well as SDR if they want to specialize in different stages of the sales cycle. Of course, communication and collaboration between the BDR and SDR should be well-defined.

What career development channels are available for persons in the BDR and SDR roles from the sales side?

BDRs and SDRs can further develop their careers and gain senior positions such as account executives, sales managers, and sales organizations by building on previous roles and continuing to improve their abilities and education.



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