Definition
A Business Development Representative (BDR) focuses on reaching new companies that haven't heard of you yet. Many teams use BDR and SDR to mean the same role. Where they differ, a BDR usually works outbound (going after new accounts), while an SDR may also follow up on inbound leads.
How It Works
A BDR builds or receives a list of target companies, researches the right person to contact, and reaches out by phone and email. When a prospect shows interest and fits, the BDR books a meeting for an account executive.
BDRs are usually measured on meetings booked and meetings held, not on closed deals. Because the role is mostly first conversations, new BDRs need a clear list, a short script and regular call reviews in their first weeks.
Without those, they tend to make fewer calls and avoid the hardest prospects, which slows the whole sales process down..
See BDR (Business Development Representative) in action
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