BDR: discover the role of this professional in the commercial process and his main skills

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This specialist plays a key role in sales strategies and seeks to align the work of different departments — especially with Marketing — with the aim of achieving business cooperation that allows the proposed objectives to be met.

Indeed, the functions and characteristics of this position cause a boost in sales levels, being able to increase the number of purchase agreements up to 10 times , which leads to a greater amount of income.

Due to its great influence on the results of organizations, it is important to know the viber database valuable information that you will read below in this content, which includes:

What is a BDR?
4 roles a BDR plays in the sales team
BDR Vs. SDR: They are two different charges!
5 essential skills of a BDR
What is the impact of a BDR on business results?
Enjoy reading!

What is a BDR?
A Business Development Representative ( BDR) is a specialist who is responsible for selling products or services to other companies. They are responsible for developing new leads and ensuring that current customers continue to purchase from their company.

The BDR team is responsible for identifying and securing new potential clients, as well as maintaining and developing relationships with existing clients, and is therefore the first point of contact.

After identifying prospects, they contact them via phone or email to move toward a sales conversation.

Your role in the sales force focuses on generating qualified prospects using:

Cold emails;
Cold Callings;
Qualified call;
Networking.
The BDR is the key to fostering leadership and establishing more qualified appointments and sales plans that ultimately convert into deals.


4 roles a BDR plays in the sales team
A Business Development Representative must fulfill a series of functions to improve the effectiveness of the sales team, among the 4 most relevant we find:

1. Research new businesses
BDRs are business strategists and must thoroughly analyze the company's competitors. This means they must:

investigate new markets;
identify business opportunities ;
study different buyer personas and target audiences;
connect with potential suppliers and partners.
2. Cold communication
Cold communication is also known as “cold outreach”; it consists of sending emails and cold calls, both of which have the same purposes:

identify the decision maker;
have a qualified contact.
However, the difference is that emails are less time-consuming, and can be automated , tracked, and forwarded to those who have not contacted us or shown interest within an estimated 10-21 day period to try to schedule an appointment.

3. Qualified call
A qualified call is one made to business owners, directors, managers or potential clients.

It is necessary because it helps determine whether it fits the needs of the consumer and the company's products in terms of services offered.

In other words, it is used to find out if the prospect qualifies as valuable and is feasible to take the next step, which is to convert it into a sales opportunity.

The goal is to determine whether this brand or user is worth sending a sales qualified appointment (SQA), which should take between 15 and 45 minutes.

Most qualifying questions should focus on identifying the buyer persona's problems and whether our product or service presents a solution to offer and prepare them for the next phase if they are interested.

4. Networking
The process of identifying and pursuing sales opportunities requires networking and effective communication skills for BDRs.

To seal lasting deals, they need to be excellent communicators, especially when in meeting phases, whether face-to-face or virtual.

Sending a message with confidence, firmness, professionalism and determination are aspects that are constantly evaluated by people who wish to hire the services of a company and, thus, be able to integrate them into their network.


BDR Vs. SDR: They are two different charges!
The terms Business Development Representative (BDR) and Sales Development Representative (SDR) are used in different ways and sometimes with conflicting definitions.

A BDR focuses on outbound lead prospecting , while an SDR focuses on inbound marketing qualification .

Neither of them is responsible for closing deals. Instead, their purpose is to move qualified users through the funnel to those who have more experience in closing deals.

5 essential skills of a BDR
A BDR has characteristics and skills that are essential for good performance of his/her job and increasing the profitability of the company, including:

1. Know your audience inside and out
To be successful in winning new business, BDRs must have a deep understanding of the market, the audience and the product to be marketed.

The challenge is that the needs of individuals are constantly changing, so this professional must be flexible and quick in the adaptation process.

To stay up to date, you can never stop researching and always looking for more data about your target market, to then analyze it correctly with tools such as, for example, Google Analytics .

It's important to take the time to truly understand your target audience so that you can take appropriate actions that perfectly match your potential customers' expectations.

2. Prioritize communication skills
Effective communication is a key point when it comes to selling because the BDR spends most of his time communicating with potential leads, so he must be able to send an accurate message that conveys the value of the service or product in a timely manner.

However, it is not limited to just product or service knowledge, you also need to know how and when to ask questions, actively listen and respond to concerns by any means.

3. Organization to improve decision making
Along with communication, organization is a fundamental skill that Business Development Representatives master .

You must be able to organize all the information obtained from Big Data , calls with clients and be able to take key notes that will be a future hook to reach a successful agreement.

4. Open to new techniques and technologies
As a BDR, your job is to find and generate qualified leads. Right?

You probably already have a strategy for this that is the core of your work, however, this doesn’t mean there isn’t room to think outside the box, push creativity and try new tactics and technologies. As we’ve mentioned, user tastes and preferences vary over time.

5. Smart work
Smart working is characterized by finding the most efficient ways to save time and help you be more effective. A successful BDR is not measured by the volume of contacts you can make, but rather by the quality.

What is the impact of a BDR on business results?
For any organization interested in creating inbound opportunities, Business Development Representatives are invaluable. They ensure that all marketing channels are optimized and then leverage them to provide a steady stream of leads.

In short, it should be noted that BDRs are generators of qualified leads, but they do not convert them into clients. This is the responsibility of the sales team.

Likewise, business development representatives look for new and untouched opportunities that can help them expand their markets .

BDRs are responsible for:

find new potential customers;
rate them;
send them to business colleagues—such as an account executive .
When an organization needs more leads than they can generate, they need to align their Digital Marketing strategy with the sales sector to create more opportunities by interacting with interested users.

For this reason, this specialist can establish common objectives by aligning the marketing and sales departments, leading to very good commercial results.

Known as “ Ventarketing ”, it is an effective and profitable technique for organizations; according to the LinkedIn report , 87% of leaders from both departments indicate that interdepartmental collaboration allows business growth.

In this sense, in organizations where sales and marketing teams are well aligned we find that:

30% savings on customer acquisition costs and 20% higher lifetime value.
36% increase in retention rate levels.
38% more profits and are 67% more effecti