The more video templates you create, the easier it will be to crank out personalized video content. In no time, you’ll be able to create high-quality, custom-tailored messages as easily as you would an email. An SDR only needs to be able to record themselves on their phone, and be interested in meeting with a prospect in follow-up conversations, in order to create an effective video. A SDR’s primary responsibility is to nurture and qualify leads to move them through the sales funnel.

business development sales representative

It takes grit, empathy, and a lot of creativity to help businesses achieve a digital transformation. Today, we’re trusted advisors to the world’s most admired companies — helping them connect to their customers, partners, and employees in a whole new way. We are building a high-performance culture and want teammates who can join our organization and not just fit in, but add to us.

Business Development Representative vs Sales Development Representative

At [Company X], we know that the key to growth is a high-performing sales team. That’s why we’re seeking a qualified sales development representative (SDR) to find and screen potential customers who could benefit from our products and services. The SDR should be a quick learner who has strong communication skills and an ability to showcase our offerings in a compelling way.

That way, the sales team can focus entirely on nurturing qualified prospects and closing sales. Sales development representatives are trained to provide information to prospects, share insights and give solutions to their problems. As you can see from the above description, experience is valued, but soft skills and personality are what really separate a quality business development rep. Zendesk is the world’s leading customer experience and support platform and we are growing quickly with a suite of products our customers love!

How do business development representatives provide value to the business?

Every potential customer is an opportunity for boosting top-line revenue growth, customer acquisition levels, and profitability. Outbound marketing and sales entail contacting people who match a company’s target market but have not yet expressed interest in the brand or its products. By contrast, inbound sales focuses on warm leads, or those who have already found and shown interest in the brand. The goal of a sales development rep is to generate qualified leads so that other sales team members can close sales and ultimately shorten the sales cycle.

  • Preparation gives confidence and shows prospects that the SDR has taken the time to understand them.
  • These experiments range from small A/B tests with the marketing department to mini product launches that evaluate popularity and inventory speed.
  • The traditional sales industry is all about building a relationship with a prospect and carrying them through the sales pipeline to the final transaction.
  • Developing this ability now will also be invaluable down the road when you have to recover from losing a big deal without skipping a beat.
  • Business development (BD) didn’t really become mainstream in the sales industry until the 2000s, and even now, unless you work in BD, most people don’t know what it is.
  • So While great BDRs are worth their weight in gold., but they’re hard to come across.

The most effective business development representatives are able to make initial contact and effectively engage with prospects, in order to acquire information in a series of key areas. Of course, these areas vary according to your specific business and the product or service you provide. The sales development representative is usually an entry-level role. SDRs can go on to fill such roles as senior sales development representatives, account managers, sales representatives, and sales managers.

BDR vs SDR: What Do Sales & Business Development Reps Do?

Instead of doing every demo in the same way, make sure to read the room and understand what your prospect wants. To become an expert in the offer, you must work closely with different company departments (production, marketing, development, finance). Their success is directly tied to their ability to move leads through the sales pipeline. It was crucial to separate these two roles as connecting with prospects requires time and resources. The secret to being a successful SDR is to manage your time effectively. This means prioritizing the tasks you need to do each day, such as emailing, making calls and attending meetings with your manager.

If you have projects on your to-do list that require input from multiple departments, it can be a coordination nightmare. BDRs, as representatives of every department and the company as a whole, are able to manage cross-departmental projects without egos getting in the way. A great BDR brings precise communication, documentation, and de-escalation skills to massive company endeavors. This sample job post will introduce your organization’s culture and values, while helping potential candidates understand how they’ll contribute from Day 1. In this stage, the potential buyer is not aware of your product at all nor are they aware of any problems that need software-based solutions.

Top SaaS Companies of 2022

Practicing active listening means being adaptable — pivoting away from a prepared checklist and recognizing when an opportunity to dig deeper presents itself. A successful SDR understands the value of being present and having a real conversation. For example, I had a weekly SDR “film club” with my team where we would review a seasoned SDR’s recorded call. In one of the call reviews, this SDR discovered that the prospect’s company offered a freemium version of its product. The prospect confirmed the annual value of an average new customer, and the SDR immediately moved on to the next topic. Before we discuss how to develop critical skills for SDRs, let’s review how the SDR position differs from other sales roles.

business development sales representative

Someone needs to be able to build and manage relationships with investors, distributors, vendors, and any other company not looking for a purchase. These relationships are handled by your business development team. BDRs work hard to create strategic partnerships while building trust and negotiating to achieve win-win scenarios. After receiving a qualified lead from an SDR, sales reps take the deals across the finish line. Sales reps might perform some additional qualification in certain circumstances, but their primary objective is to close deals. Sales reps are also responsible for demonstrating the product, handling prospect objections, and drafting contracts.

Measuring the success of your BDR team

They specialise in selling services and products to other businesses. Their responsibility is to develop new customers while also ensuring the existing customers continue to patronise the company’s products and services. A qualified lead or prospect is someone likely to make a purchase and resembles your existing customers and buyer personas.

business development sales representative

So BDRs have to capitalize on the popularity of email, in order to effectively connect with prospects. To be a successful relationship-builder, you must be able to communicate with a wide variety of people across multiple channels. When you’re organized, it’s easier to keep track of your leads, qualify your pipeline, and design a workflow that helps you nurture important relationships that lead to closed deals down the road. For example, an SDR who lacks organization skills might create a physical checklist they can keep handy for every call so they don’t miss any steps. An SDR who is really good at building rapport might need to set a timer for each call so they don’t spend too much time with a single prospect and get off track.

Leave a Comment