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SDR vs BDR: Definitions, Marketing Roles, and How to ... - T2D3
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Setting SDRs and BDRs up for Success “Do you have a funnel size problem, hinting at activity levels being too low, or do you have a funnel quality challenge, leading to conversions that are too low?” High activityLow activityHigh conversion Consider adding (junior) resources to shadow- and be trained by your best salespeople. Reduce meetings and reporting to a minimum and free up capacity for your team to just sell. Find opportunities to reduce CAC (reduce paid lead sources, shift work-load to lower-cost sales team members) as you have the luxury of a large enough funnel. | Increase team capacity no drive sales through training and better tools. Increase efficiency with a high-quality playbook that includes call scripts, checklists, and templates. Improve automation with email sequences, dialers, and potentially outsourced transactional activities. Grow your target lists allowing an increased frequency of calls and emails. | | Low conversion | Improve the effectiveness of discovery and sales process. Talk to customers. Understand the pain. Consider reviewing call recordings. Improve the discovery questions. Challenge your level of Product market fit by finding reference customers, proven ROI from existing customers, and a well-defined ICP. Train your sales team in Solution- and/or Value selling. Improve MQL and List quality. Use ABM and A/B tests to do extensive Value Prop and Message testing | Hold Daily standups or, at least, weekly sales meetings to get to the root cause of your challenges. Re-consider if you are in the right market with PMF, ready to scale? Increase the talent level of your SDR/BDR team and sales executives. Reboot the team? Find a new sales leader? Review the quality and status of the core sales tools (content, CRM, automation). | Managing SDR Sales Meetings Once you've identified your area of focus, a typical next step is to use your sales meetings or daily standups to act on these. Everything you give attention to tends to grow, and based on the above table you now have your list of probing points.
Titles: The Difference Between SDR vs. BDR “The term Business Development Representative (BDR), and Sales Development Representative (SDR), are used in different ways, and sometimes with conflicting definitions.” So let’s get the definitions straight first… Here's how the top search results in Google define the two roles:
The final score? “Sales Development Rep/Inbound, Business Development Rep/Outbound: 6 Business Development Rep/Inbound, Sales Development Rep/Outbound: 2” SDR Meaning
The BDR focuses on inbound leads. They are filtering and qualifying those leads for the Account Executives. “Their job is to gather information, ask qualifying questions and deliver the lead to their prospective Account Executive.” What's next?