In the world of sales, two roles are often confused but play distinct parts in the customer acquisition journey—Sales Development Representatives (SDRs) and Business Development Representatives (BDRs). While they share similar goals, their focus and approach differ, and understanding these differences is key to building an effective sales team.

SDRs typically concentrate on inbound leads. They qualify prospects who have shown interest in your product or service through website visits, form submissions, or content engagement. Their job is to assess interest, gather information, and pass qualified leads to account executives for closing. SDRs are crucial for nurturing warm leads and ensuring a smooth sales funnel.

On the other hand, BDRs focus on outbound sales. They proactively reach out to potential clients who haven’t yet expressed interest. Through cold calls, emails, and social networking, BDRs generate new opportunities and open doors for the sales team. They’re skilled at identifying prospects, crafting outreach strategies, and setting up initial meetings.

In PAVAGO’s latest blog, we break down the responsibilities, goals, and metrics of SDRs and BDRs to help businesses structure their sales teams more effectively. Knowing who does what enables better hiring decisions and more strategic resource allocation.