The field of sales is very broad. The strategies applied can be very varied, depending on the tools available to the company. This is how two terms appear that can be key to understanding the development of sales of a product or service, both for technology companies that sell SaaS (Software as a Service) products or companies more focused on industrial products in the B2B field.
By knowing how to apply a strategic process at a commercial level, where tactics are structured that encompass the figures of the SDR (Sales Rep) and figures of the BDR (Business Rep) , it will be possible to accommodate both. In this way, it will be possible to increase sales, create new communication channels and develop more effective, more sustainable B2B marketing and sales strategies that are more focused on the appropriate ICP (Ideal Customer Profile).
What or who is the SDR (Sales Rep)?
SDR -also known as Sales Rep- comes from the English Sales vp safety email lists Development Representative (or Sales Representative alone), which in Spanish translates as Sales Development Representative.
Although it is a figure that may seem relegated to the function of offering the product or service, creating communication channels between the client and the company, and closing deals, a sales representative is a key piece of the company . Under this concept, the SDR team or the SDR agent is developed, who in addition to using the sales agent as a team resource to close a sale , creates an entire work team that conducts a study of potential clients before offering the product. In other words, it goes beyond directing towards a sale, it investigates and delves into those previous actions to achieve materialization.
It is linked to Inbound Marketing or the most advanced Demand Generation strategies. In this way, work is done to ensure that the necessary material is available, with which an SDR team can work. In fact, both concepts are intrinsically related and are applied together. A Sales Rep who does not have an attraction process that helps him on the “path to conversion” will have a hard time making a sale.
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Advantages of SDR
Establish a communication channel. By studying the potential client as a potential candidate, you are able to establish satisfactory lines of communication both to make the sale and to build customer loyalty to the product.
Know your area of development. You are able to know the range of your reach, which makes the SDR team specialized agents, as they go after the candidates with the greatest potential to acquire the product.
It allows for greater product awareness. Through all of its strategies, it allows the product to be made known more widely to a range of potential customers, which leads to greater visibility for the company, even if the sale is not made.
It allows you to optimize resources. With an SDR, it is possible to focus sales efforts only on potential clients, leaving aside unnecessary strategies that would waste time and resources on sales that will not be completed.
What or who is the BDR (Business Rep)?
BDR -also known as Business Rep- comes from the English word Business Development Representative (or simply Business Representative). The Business Development Representative is the Representative of Business Development in the broadest sense of the word, that is, the entire business of the organization or the business developer of an industry or vertical.
The BDR or Business Rep, in its own name, is clearly different from the definition of SDR or Sales Rep, since this actor is focused on generating the business conditions so that a path to sale can be built -the well-known path to conversion-. Hence the word business in its name. On the contrary, the SDR is focused on the sale, on the final conversion, on the process of closing the sale and reaching an agreement with the client "deal won" or " deal closed" .
A BDR or BDR team is responsible for designing and finding business development paths from the earliest stages of the sales process - practically from scratch. They study the market in search of needs that must be addressed and solved through the company's value proposition .
Their campaigns are usually -a priori- cold, where a lot of cold calling work is done, but even before, they work on correctly identifying the ideal client, the type of message to convey and the needs and motivations of that ideal client. A BDR is a very necessary figure in any project in which the Account Based Marketing methodology is applied . That is, they move through cold calls or emails, social networks or personal contact networks. The purpose of their methodology is to establish where the potential clients are, or identify what the problems of those clients are, in order to offer their products.
