BDR

Definition

A BDR (Business Development Representative) is a sales team member focused on identifying and engaging new business opportunities. They prospect, research, and qualify leads, handing over warm prospects to account executives for closing. BDRs work mainly on outbound activities, acting as the first contact between a company and potential clients.

Why Use

• Increase the flow of qualified leads to sales teams.
• Accelerate market reach in target industries or regions.
• Reduce time account executives spend on prospecting.
• Improve focus on nurturing early-stage leads.

Core Concepts

• Outbound prospecting and cold outreach techniques.
• Lead qualification and scoring criteria.
• Collaboration with sales and marketing teams.
• Use of CRM systems for tracking activities.

Examples

Scenario 1: A BDR researches technology firms, initiates calls, and books meetings with three qualified IT decision-makers this week.

Scenario 2: After attending a trade fair, a BDR follows up on 20 new contacts, qualifying eight as potential customers.

Common Pitfalls

• Confusing BDR with SDR roles and responsibilities.
• Relying solely on scripts without personalisation.
• Neglecting follow-up after initial contact.

See Also

Related terms include sales pipeline, SDR, lead generation, and MQL for further insight.