Key differences between SDRs and BDRs

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Did you know? Over 50% of customers engage with brands across 3-5 channels during their sales process. A typical buying group involves 6-10 stakeholders. And 75% of B2B buyers prefer a rep-free experience .

There are some things in common between SDRs and BDRs. Both are in early career roles with immense opportunities to become sales leaders. Typically, both are part of the sales team. Both regularly collaborate with marketing and customer-facing departments.

And most importantly, as an SDR or BDR, your goal is to generate revenue for the organization. The similarities end here. Here are the differences.

Areas of interest
SDRs focus on inbound leads and BDRs focus on outbound campaigns. As a result, SDRs vp administration email list look to create and nurture leads to convert them into sales, while BDRs build relationships that help increase the company’s share of wallet.

For example, when the marketing team generates a lead in the form of an asset download, the sales development rep reaches out to them offering assistance and starting a conversation.

On the other hand, a business development representative researches existing customers and new markets to identify growth opportunities.

Involvement in the sales cycle
SDRs have a tactical mandate to capture attention, identify needs, and pass them on to account executives (AEs). They don’t close deals. This means they focus on the top of the sales funnel.

BDRs have a strategic mandate to monitor trends, conduct market research and identify potential opportunities. They engage the potential customer from start to finish – they deal with the entire cycle.

Metrics and goals
The goals of an SDR would be to move more prospects into the pipeline. This includes

Reach in the form of emails sent or calls made
Conversion rates of inbound leads to qualified leads
Accurate qualification rate
Percentage of scheduled meetings
A BDR's goals are spread throughout the sales cycle. This includes

Contacts generated
Lead conversion rate
Average order size
Income generated
Let's conclude.

Function SDR BDR
Approach Inbound Marketing Lead Qualification Outbound Lead Prospecting
Scope Top of the funnel Full funnel
Purpose Establish the foundations of the business relationship and transmit them to the EA Building the relationship and driving revenue
Role Tactical Aimed at moving potential customers through the funnel
Number of leads Go through fewer leads but spend more time on engagement Go through fewer leads but spend more time on engagement
Best in organizations that offer low-priced products with few stakeholders in decision making Best in organizations that offer high-priced products with many stakeholders in decision making
Differences between SDR and BDR

Depending on your organization's product, needs, and goals, you may need SDR, BDR, or both. Let's take a look.