Key takeaways
- A BDR creates new pipeline through outbound prospecting.
- Most teams split BDRs (outbound) from SDRs (inbound), though titles vary.
- Account research is the core skill: the reason to reach out has to be specific.
- Working every account on the target list matters as much as the meetings booked.
What does a BDR do each day
A BDR spends the day choosing accounts, finding the right people and starting conversations with them. Research, writing, calling and follow-up fill most of the time, with a short handover to an account executive when a meeting is booked.
- Pick target accounts that fit the ideal customer profile
- Find the decision-makers and the people who feel the problem
- Write and send first messages, then follow up with something new
- Qualify interest on a short call
- Book the meeting and brief the account executive
What is the difference between a BDR and an SDR
The usual split is that a BDR works outbound and an SDR works inbound. The BDR picks accounts that fit the ideal customer profile and contacts them cold; the SDR follows up demo requests, sign-ups and other leads that came in.
Many companies use the titles the other way round, or use one title for both. Read the job description rather than the title.
How do BDRs choose which accounts to target
BDRs start from the ideal customer profile and then look for a reason to reach out now. Fit narrows the list to companies that could buy; a recent trigger, such as a new leader, an expansion or a hiring push, decides who to contact this week.
For an illustrative payroll software company, a BDR might filter for firms of 100 to 500 staff in two countries, then start with the ones that just opened an office abroad, since a new country brings new payroll rules.
How is a BDR measured
A BDR is measured on the outbound pipeline they source: opportunities created from accounts that had not asked to talk. Managers also watch account coverage, meaning how much of the target list has been researched and contacted, because an outbound plan only works if the whole list is worked.
Because outbound conversations start cold, BDR targets usually allow more touches per meeting than inbound follow-up does. A BDR who reaches the right person at every target account with a specific reason to talk is doing the job, even before the meetings arrive.
What makes a good BDR
A good BDR is curious, writes clearly and takes rejection without slowing down. They research for a few minutes before each important message, keep messages short and specific, and bring something new to every follow-up rather than checking in.
Where Pebbles Ai fits
- CapabilityProspecting & customer recordsAsk your assistant for companies that match your ideal customer, up to 50 per search, then find the right people at up to ten named companies per run. Results land as contacts in the CRM (in Beta), in a segment.
- CapabilityOutreach contentWrite single-touch or multi-touch email and LinkedIn campaigns, up to seven touches, each with a personality. LinkedIn messages are drafted for the BDR to send.
Common questions
What does BDR stand for in sales?
BDR stands for business development representative. Business development rep and business development associate are common variants.
Is a BDR more senior than an SDR?
Not as a rule. They are usually peers doing different halves of early-stage selling, and both commonly move up to account executive.
Do BDRs need sales experience?
Not always. Many BDR roles are entry level and hire for curiosity, writing skill and persistence, then teach the sales process on the job.
About this page. Written by the Pebbles Ai team for people who run sales, marketing and growth. Last updated .
