Here we explain it to you.
Many companies have a hard time knowing the difference between BDR and SDR. Although they seem to be equal professionals, we guarantee that the difference between them is stark.
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Both professionals are responsible for pre-selling your company's product, that is, they are the ones who will find and qualify potential buyers for your product.
But the way each of these professionals works is different.
What is SDR?
SDR stands for “Sales Development Representative”. So what is a Sales Development Representative?
This is the professional responsible for pre-sales through a list of leads already created.
That is, the SDR receives a list of leads that have already been captured by some means (such as a newsletter) and does the research work on top of that already established list.
He is responsible for identifying and making the company's first contact with these potential stakeholders to see if they really have an interest in the product the company provides.
In other words, it filters the list of leads, and delivers to your salespeople only the most qualified prospects that list has been able to deliver.
With this list “filtered” by the SDR, the seller can do a much more assertive service to make the sale, optimizing the company's time as a whole and also optimizing the professionals' workforce.
Now that you know what Sales Development Representative is, let's move on to the next topic.
The digital marketing is one of the best sources of leads for SDR. Learn more about it:
What is BDR?
The BDR (Business Development Representative) has a similar function to the SDR, but which differs a lot when analyzed more closely.
The function of BDR is also to deliver a list of leads with customers really interested in the product offered by the company. But the difference is that BDR needs to produce this list from “nothing”.
In other words, the BDR seeks a list of leads to “cut” in places where prospecting for this list does not usually reach.
For example, it is this professional who will contact potential customers who do not even know your company, who have never entered your blog, website or social networks. That is: that were not found by your digital marketing strategy.
These professionals have a much more complex job, as they need to look for people and companies that are interested in your product, but who do not yet know about your business.
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From the list that the BDR creates initially, it develops the same work as the SDR later. That is, it contacts this lead to identify the real potential buyers and directs the “filtered” list to the company's sellers.
BDR and SDR
If you have any doubts about what is SDR and what is BDR, let's do a slightly different analysis.
Imagine that your customers are the “gold” of your company (which they are, in fact).
The SDR is responsible for mining the mine (list of Leads) and finding all the gold it can offer, that is, the customers who really want to buy your product.
On the other hand, the BDR is the person who needs to look for and identify potential gold mines. After doing all this research and prospective search, he is going to mine the gold mine.
That is, the SDR already receives the company's gold mine to mine, while the BDR needs to look for this mine in places that the company does not usually look for (and where almost no one knows the company), locate them and only then start the mining process.
What do they have in common?
Some points that BDR and SDR have in common are:
- Turning a list of leads into potential customers;
- Deep knowledge of the company's products;
- Knowing how to solve the doubts and challenges posed by these leads;
- Streamline the company's sales process (only the customer actually willing to buy the product arrives at the seller);
- Pre-sell the product.
Another way to describe the two professionals is as follows:
SDRs usually work with inbound leads, making the approach more “soft” and dynamic as it starts from the point that the potential customer has already shown interest in the product.
The BDRs, on the other hand, only work with cold calls and emails, the so-called outbound marketing, making it necessary to have greater persistence for the potential customer to show some kind of interest.
Source: https://propertynews.pk/
