What is the role of SDR and BDR in customer prospecting?
Posted: Sun Jan 26, 2025 9:02 am
Nowadays, it is important to apply customer prospecting strategies that allow generating high-quality leads and guiding them through the purchasing process led by an SDR.
It’s no longer enough to cast your net into the sea and hope for the best. As the customer journey becomes more complex, the way brands capture and nurture leads must also change.
One option companies have to prospect efficiently is through sales development representatives (SDR) and business development representatives (BDR).
Let's see what SDR and BDR are, and what their importance is in a company.
What is SDR?
In short, a Sales Development Representative ( SDR ) is responsible for qualifying (and sometimes prospecting) inbound leads .
Inbound refers to marketing strategies that seek to attract rcs data morocco through relevant and attractive content that addresses their needs and inspires them to stay in touch with a brand. In this way, a sales development representative attracts leads passively, but does not make “cold contacts.”
That said, the SDR is not looking to close sales or deals like a salesperson would, but rather their goal is to communicate with potential customers, qualify them, and move them through the sales funnel.
What is BDR?
On the other hand, a Business Development Representative ( BDR ) is primarily responsible for prospecting outbound leads .
Unlike inbound, outbound adopts proactive customer prospecting strategies that involve more direct communication with the user and the explicit offering of products.
In this case, what is known as “cold prospecting” is applied. That is, we establish communication with clients who have never interacted with our product or service before, with the intention of getting them interested in it and deciding to purchase it.
SDR and BDR roles in customer prospecting
Now, although both positions imply different functions, it is very common for a single team or person to occupy both roles and work together. In fact, there is a lot of confusion surrounding both terms and they are often even taken for the same.
In any case, neither of them is responsible for closing a sale or deal. The primary role of both is to move qualified leads through the sales funnel to more experienced team members. In other words, a sales or business development representative is a facilitator.
It’s no longer enough to cast your net into the sea and hope for the best. As the customer journey becomes more complex, the way brands capture and nurture leads must also change.
One option companies have to prospect efficiently is through sales development representatives (SDR) and business development representatives (BDR).
Let's see what SDR and BDR are, and what their importance is in a company.
What is SDR?
In short, a Sales Development Representative ( SDR ) is responsible for qualifying (and sometimes prospecting) inbound leads .
Inbound refers to marketing strategies that seek to attract rcs data morocco through relevant and attractive content that addresses their needs and inspires them to stay in touch with a brand. In this way, a sales development representative attracts leads passively, but does not make “cold contacts.”
That said, the SDR is not looking to close sales or deals like a salesperson would, but rather their goal is to communicate with potential customers, qualify them, and move them through the sales funnel.
What is BDR?
On the other hand, a Business Development Representative ( BDR ) is primarily responsible for prospecting outbound leads .
Unlike inbound, outbound adopts proactive customer prospecting strategies that involve more direct communication with the user and the explicit offering of products.
In this case, what is known as “cold prospecting” is applied. That is, we establish communication with clients who have never interacted with our product or service before, with the intention of getting them interested in it and deciding to purchase it.
SDR and BDR roles in customer prospecting
Now, although both positions imply different functions, it is very common for a single team or person to occupy both roles and work together. In fact, there is a lot of confusion surrounding both terms and they are often even taken for the same.
In any case, neither of them is responsible for closing a sale or deal. The primary role of both is to move qualified leads through the sales funnel to more experienced team members. In other words, a sales or business development representative is a facilitator.