In this blog post, we’ll clarify the distinction between SDRs and BDRs, discuss how each role can supercharge your pipeline, and show you how to decide which role your organization really needs.
Table of Contents
What Is an SDR?
What Is a BDR?
SDR vs. BDR: Key Differences
SDR vs. BDR: Responsibilities and Daily Tasks
Real-World Examples and Scenarios
Choosing the Right Role for Your Business
Conclusion
What Is an SDR?
A Sales Development Representative (SDR) typically focuses on inbound leads—people who have already shown interest in your product or service. These prospects might fill out a “Request a Demo” form on your website, sign up for a webinar, or download a whitepaper. It’s the SDR’s job to qualify these leads by ensuring they meet certain criteria (e.g., budget, authority, need, and timeline) before handing them off to an Account Executive (AE) or closing sales rep.
Key Traits of an SDR:
Inbound-Focused: Primarily engages with leads who bahrain cell phone number database have taken some action indicating interest.
Quick Response Times: Often the first point of contact; speed is crucial to capitalize on a prospect’s initial interest.
Lead Qualification: Uses frameworks like BANT (Budget, Authority, Need, Timeline) or MEDDIC to vet potential deals.
Metrics: Common performance indicators include speed-to-lead response, number of qualified leads, and conversion rates to sales opportunities.
What Is a BDR?
A Business Development Representative (BDR), on the other hand, is often outbound-focused—proactively seeking out new markets, industries, or segments where your company has little to no brand presence. They’re essentially “hunters,” tasked with researching, cold-calling, and cold-emailing prospects who haven’t yet raised their hand or shown explicit interest.
Key Traits of a BDR:
Outbound-Focused: Proactively targets potential customers in new or underexplored segments.
Strategic Research: Invests time in LinkedIn Sales Navigator, prospect databases, and industry reports to identify ideal targets.
Market Expansion: Plays a critical role in penetrating new regions or verticals.
Metrics: Common performance indicators include the number of prospecting calls/emails, new pipeline generated, and meetings booked with net new accounts.
Curious about the latest outbound tactics? Check out our outbound lead generation guide. While the roles can overlap in some organizations, here are the core distinctions:
Role
SDR
BDR
Primary Focus
Inbound leads
Outbound prospecting
Lead Source
Warm leads (website form fills, event sign-ups)
Cold leads (new markets, strategic accounts)
Research Intensity
Moderate (qualified contacts come in)
High (heavy list-building & personalization)
Speed to Revenue
Faster (leads already have some interest)
Longer (building brand awareness from scratch)
KPIs
Conversion rates, speed to lead, SQLs (Sales Qualified Leads)
Cold calls/emails, new pipeline, net-new meetings