BDR vs. SDR – What’s the Difference, and Why Should You Care?
If you’ve been eyeing a career in tech sales, you’ve probably heard the acronyms BDR and SDR thrown around. If not, no dramas, we’ve got you covered.
SDR = Sales Development Reps
SDRs focus on inbound leads, people and businesses who’ve already shown interest in a product or service. They qualify these leads, figure out if the company can actually help them, and book meetings with Account Executives to close the deal.
BDR = Business Development Reps
BDRs, on the other hand, are outbound hunters. They spend their time prospecting, cold-calling, and breaking into new markets. Their mission? Find new business and get potential customers into the sales pipeline.
On the surface, these roles might seem the same, but the key difference is where the leads come from. SDRs work with inbound interest, BDRs go out and make things happen.
So, What Makes a Great SDR?
🔍They qualify inbound leads – Sorting the tyre-kickers from real opportunities.
🤝 They work with marketing & sales – Turning curiosity into conversations that matter.
📅 They book meetings – Aiming to get potential customers in front of an Account Executive.
Key Skills of an SDR:
Empathy – Understanding the challenges prospects face and guiding them toward solutions.
Communication – Clear, consistent, and genuine conversations that build trust.
Resilience – Rejection is part of the game. The best SDRs use every ‘no’ as fuel to improve.
And What About BDRs?
BDRs are the ones knocking on doors (figuratively), reaching out to brand-new prospects and bringing them into the sales funnel.
They hunt for new business – Always on the lookout for fresh opportunities.
They prospect & cold call – The art of turning strangers into sales conversations.
They work closely with marketing – Supporting campaigns and strategic outreach.
Key Skills of a BDR:
Adaptability – Every call is different, and rolling with the punches is a must.
Self-motivation – Setting and smashing personal targets (with commission as a bonus).
Curiosity – Asking the right questions, both to prospects and for self-improvement.
What’s the Pay Like?
💰 £40k - £60k base salary (hitting targets = even more commission). Both SDR and BDR roles are heavily incentivised, meaning your hustle directly impacts your bank account.
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