What is a BDR?
A business development representative (BDR) is an individual responsible for finding, nurturing, and qualifying leads to drive business for their company. They typically build and foster relationships with potential customers to identify their needs. BDRs may also be responsible for creating and executing marketing plans to attract new customers.
What does a BDR do?
Business development reps play a critical role in generating pipeline growth and managing customer relationships. The following are a handful of a BDR’s daily responsibilities:
- Act as the primary point of contact for potential customers
- Develop a thorough knowledge of the organization’s products and services
- Prospect and identify potential new customers through research, cold calling, and networking
- Engage prospects with compelling messaging and content
- Collaborate with the sales team to develop strategies for closing deals
- Track and report on all activities in the CRM, such as calls, emails, and in-person meetings
BDR vs. SDR
A BDR and an SDR (sales development representative) have many similarities in terms of experience levels and responsibilities, and are often used interchangeably. However, there are a few differences:
- SDR focuses on qualifying inbound leads, BDR focuses on prospecting outbound leads
- SDR: generating leads vs. BDR: nurturing relationships
- SDRs typically have more leads, BDRs typically have fewer — but higher value — leads
| BDRs | SDRs |
| Prospects outbound leads | Qualifies inbound leads |
| Nurtures leads | Generates leads |
| Focuses on quality of leads | Focuses on quantity of leads |
How to Become a Successful Business Development Rep
Successful business development reps must refine several skills, including:
- Written and verbal communication to develop and nurture customer relationships
- Problem solving and strategic thinking to position product value for different prospects
- Industry knowledge to identify new business opportunities
- Collaboration with teammates and other departments to build positive customer experiences
Revenue operations leaders can facilitate better BDR performance with supportive tools and technology like AI and automation. These tools can help BDRs quickly identify leads, prioritize leads, and create an effective outreach strategy.
AI and automation can even help BDRs create personalized experiences for prospects, allowing them to quickly build relationships and drive conversions. Additionally, AI and automation can be used to monitor the performance of BDRs, providing visibility into which tactics are working and which aren’t.
