How BDRs Can Drive High Value Conversations and Conversions

Business development representatives are the right role for a changing B2B world. The business development representative (BDR) role has existed in most organizations for decades. Whether your organization calls the role BDR, sales development representative (SDR), or lead development representative, their function remains the same; to enable your organization to support meaningful and personable connections with more prospects and buyers.

Regardless of the title and job scope, BDRs play a more strategic role in high-growth companies today. They engage prospects in conversation through various channels: listening to prospects, reacting to their concerns, and interacting with them on a level that is impossible to achieve using scripts, battlecards, or other “canned content” tactics.

Traditionally, the job of a BDR involved cold-calling, appointment-setting, or lead qualification tasks that emphasized simplicity, consistency, and processing a high volume at a low cost. Though it was a low-cost source of leads, it was not always high-quality and was less likely to convert to sales.

Today, the BDR role is more strategic—the biggest difference being that they understand how to use what they know to engage prospects and conduct target account outreach. They are typically flexible, self-motivated workers who learn fast.

Download this eBook today to learn the top four challenges BDRs can solve for your organization:

  • ABM support and enablement – BDRs are the perfect fit to perform the activities associated with an account-based approach.
  • Mid-funnel engagement – A BDR plays a critical role in closing the mid-funnel “attention gap” many organizations deal with.
  • Data quality and governance – A properly trained BDR can prioritize data quality, becoming familiar with working inside your CRM and other data-driven sales and marketing tools.
  • Stronger prospect/buyer relationships – BDRs coordinate their efforts to lend a more coherent approach to long-term nurturing and relationship building activities.

Boost Business Growth in a Changing B2B World

As the B2B environment continues to evolve, BDRs play a vital role in coping with the realities of longer and more complex B2B sales cycles, facing the challenges and opportunities of account-based strategies, and staying on top of rapid-fire technology innovation. And most importantly, keeping B2B organizations profitable and productive.

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