Do You Have Both of These Roles? Do you need both?
It helps to understand what they are first….
You have three sources of leads and new business in your funnel:
All three, when done correctly, can lead to the type of growth that scales startups and breaks plateaus of established organizations.
The term BDR and SDR are used in different ways, and sometimes with conflicting definitions. So let’s get that straight first…
Here's how the top search results in Google define the two roles:
|Inbound Follow Up||Outbound Prospecting|
|Sales Talent Agency||BDR||SDR|
SDR/Inbound, BDR Outbound: 6
BDR/Inbound, SDR Outbound: 2
While the opinions are all over the place, and there is no one official definition, we at Kalungi will stick with the roles that Salesforce originally defined:
Neither one is responsible for closing business. Instead, their aim is to move qualified leads through the pipeline to those who have more experience closing business.
While the name SDR, includes “Sales”, in most SaaS Companies they are not really selling. The name is used mostly for Inbound Lead Qualification roles.
For most B2B SaaS Companies that are not above $50M in ARR, these roles will be the same. SDR/BDR will be the same for them.
Here are examples of different titles being used across the sales funnel:
Given the arbitrary results of my research, I thought it helpful to include my sources below:
Sales Development Representative (SDR): A type of inside sales rep who focuses more on inbound lead qualification, moving leads into and through the sales funnel, qualifying prospects, and setting up sales qualified appointments.
Business Development Representative (BDR): A type of inside sales rep who focuses on generating qualified prospects using cold email, cold calling, social selling, and networking.