Explore the role and responsibilities of business development representatives in a SaaS company. Differentiate between a BDR and a sales development representative (SDR) as we unpack how their impact helps software companies grow and scale.
A BDR sought and facilitate new strategies, frameworks, systems, and targets with the ultimate goal of finding the software company new clients and avenues of growth. It is an all-encompassing role that requires strategic planning and nurturing relationships to garner new business growth via sales and outreach.
The terms SDRs and BDRs are often used interchangeably when referring to getting into new business and closing deals. However, the distinction between the two is that SDRs focus more on qualifying inbound leads and generating repeat business. The aim of BDRs is more targeted toward handling outreach to cold lead generation. Neither roles involve closing those deals as that task is the responsibility of account executives (AE). Below we’ll dissect the responsibilities that fall under the role of a business development representative.
First and foremost, BDRs are responsible for actively seeking out and identifying potential leads to eventually turn into clients. Through extensive market research and various outreach tactics, (cold calling, cold emailing, and/or social media), they prospect for ideal clients. The key to qualifying leads, whether identified by the BDR themselves or by someone else, is to assess whether the prospect’s needs will be fulfilled by the company’s offerings and if they’ll be the ideal client.
After the initial outreach process of identifying whether a potential client fits the persona, the next is securing a meeting or call with the prospect to further discuss their pain points and better understand their goals. In the conversation, the BDR has to assess whether or not the prospect is the ideal consumer for what the company offers. This is important because it tells the BDR whether they’re likely to increase customer loyalty and retention for further business.
The BDR role has a likeness to a concierge in that they have to nurture their prospects throughout the whole sales process up until they become a client. Building the relationship starts with that initial touch point and from there, addressing any questions or concerns the prospect may have. Consultations that involve explaining the company’s services and educating the prospect on the value proposition of the company. Networking is also another important part of building relationships when seeking new business because those contacts could potentially refer prospects to you.
It's imperative that BDRs stay up to date with the industry landscape given the rapid nature of software development companies. Continuous and repetitive analysis of market trends and shifts allows them to identify potential opportunities and challenges and where improvements can be made. Assessing competitor offerings and strategies can help evaluate their strengths and weaknesses and position your company to better offer more valuable solutions for prospects. This information helps refine sales strategies and attract quality leads.
BDRs work closely with the overall sales team to better identify and facilitate the prospect journey. They provide regular updates, on qualified leads, update on relevant insights and collaborate on strategies to convert leads into opportunities. Reporting their findings to the sales team like the SDRs before eventually handing off their qualified leads to the account executives.
Responsible for accurately tracking and documenting their processes such as activities, interaction with leads, and the outcomes in the Customer Relationship Management (CRM) system. This allows them to maintain and regularly update the sales pipeline, ensuring the sales and lead progressions are up to date.
As previously mentioned, the first impression of a prospective customer has of the company and its solutions comes down to the BDR's initial interaction with them. Whether they’re evaluating the lead, learning about the prospects' needs and educating them on the company’s offerings, or passing them on to an account executive, their approach and touchpoints are crucial. Details like customising the content personally directed towards them and catering to their queries matter. Unimpeachable prospect care at SovTech is what sets them apart as discussed.
Overall, BDRs act as the first touch point of software companies. Unimpeachable prospect care at SovTech is what sets the BDRs apart from other companies. They play a vital role in sourcing, nurturing, and qualifying leads to lay the foundation for successful conversions and increased growth.
