Have you ever tried Googling or searching on LinkedIn for “business development”?
If that’s the case, you’ve definitely seen how many distinct job titles are linked with it, from Business Developer to Chief Business Development Officer, and many others.
Since business development is such an important position and such a large field, each company has its own interpretation of what it is and what it entails.
Stick around to learn all about the business development representative job description and etc. I’ll describe in detail what this position entails and what skills you need to be a BDR.
What is the role of a BDR?
First of all, what does BDR stand for?
A Business Development Representative (BDR) is a member of the sales team who is responsible for generating new business leads through cold email, cold calls, networking, and social selling.
A potential customer’s first point of contact is the BDR.
After discovering prospects, either on their own or with the assistance of a Business Development Associate, they contact them by phone or email to continue the sales conversation.
This normally entails scheduling a meeting or phone call with a more senior member of the sales team, typically an Account Executive.
If your BDRs aren’t successful, neither will your organization be.
Note: Do not confuse BDR meaning stock with BDR meaning sales. They are two different things, and we’re interested in the latter.
SDR vs. BDR
Although these two terms are sometimes used interchangeably, there is a slight difference between the two job descriptions.
Sales development representatives (SDRs) are primarily responsible for qualifying inbound marketing leads, whilst business development representatives (BDRs) are responsible for prospecting outbound leads.
In some circumstances, a sales development rep will work with the BDR team to prospect outbound leads.
Where Do BDRs Provide Value?
Business development representatives are essential for any corporation looking to establish inbound possibilities. They ensure that each channel is optimized before using it to generate a steady stream of leads.
Keep in mind that business development people create leads but do not convert them. That is the sales team’s responsibility. By building a solid inbound strategy, BDRs assist your sales staff.
Furthermore, business development personnel do not place a high priority on organic leads. Instead, they go out in search of fresh, untapped opportunities that might help you extend your markets and generate more leads.
Consider them the company’s front line, responsible for generating interest in your solutions from individuals who don’t even realize they need them.
What Skills Does a BDR Need to Succeed?
Business development representatives must be aware of the difficulties that their market faces, the solutions that consumers are seeking, and the industry’s trends.
However, just knowing the market isn’t enough to assure success.
BDRs hear a lot of no’s on the job. On a daily basis, they face rejection. And, unlike their Sales colleagues, they never experience the dopamine rush that comes with closing a deal. As a result, they must be able to stay focused and motivated even on the most difficult days.
Keeping that in mind, here are four soft talents that any business development representative should possess.
1. Creativity
One of the most important talents for a company development representative is creativity. Why? Their capacity to come up with innovative concepts to connect with their audience is critical to their success.
They must also be able to reply creatively to concerns once they have made contact with a lead.
Additionally, clever business development reps may set their company apart from the competition by coming up with new techniques that pique interest.
2. Adaptability
BDRs spend the majority of their time talking to a variety of people, interacting with leads from various backgrounds, each with their own set of expectations.
Reps that are adaptive and fast to cope with change are better equipped to engage with customers and produce outcomes, regardless of the unexpected turns a discussion may take.
3. Active Listening
This is an absolute must-have for any successful business developer. BDRs can address concerns early by hearing the unsaid message and capturing what someone is attempting to express.
BDRs don’t merely nod in agreement with everything spoken to them. They’re focused on the underlying meaning of what’s being said.
4. Persistence
Last but not least, BDRs must be tenacious. Many cold calls are required before someone is actually interested in your ideas.
Remember that a 20% success rate translates to an 80% rejection rate.
Good business developers can persevere in the face of adversity. They’re patient people. They recognize that business growth is a long-term game, and that getting the outcomes they want will take time, regardless of what they’re working on.
Business development representative responsibilities
Job descriptions for business development representatives include responsibilities to the organization and the role itself, such as:
1. Researching new business
Business development reps are business strategists who must research the company’s rivals thoroughly. As a result, a business development representative must be able to:
- Investigate new markets.
- Discover new business opportunities.
- Investigate the company’s target market.
- Make contact with possible partners and suppliers.
The role of business development agents should not be underestimated.
What they perform might not appear as glamorous to some as other marketing or sales jobs, but when done effectively, it is an incredibly critical role in any organization’s growth plan.
BDRs are out attempting to drum up new business through lead research, in addition to leveraging data from what is presently working.
2. Cold communication
Inbound leads aren’t always simple to get by, but they do arrive at the sales funnel on their own initiative.
Outbound leads, on the other hand, necessitate cold communication via communication methods, platforms, and tactics.
You’re probably wondering what precisely cold communication is. It’s also known as cold outreach, and it entails cold emailing and cold phoning.
Both cold emails and cold calls have the same goal: to generate leads.
Cold calls are often personable and lively because they allow BDRs to discern the prospect’s emotions on the other end of the phone by listening to his or her voice, tone, and speaking style.
Cold calling, however, can sometimes backfire and drive prospects away since phone calls are perceived as irritating and are rejected by some potential customers.
Calling prospects and sending them a series of pre-programmed emails to gently entice them into booking an appointment is NOT cold communication. Instead, it is a 10-to-21-day process of applying outreach strategies that will either result in an appointment or not.
3. Qualifying call
A qualifying call is one made to a company’s owners, directors, or management, as well as potential consumers.
A sales qualifying call with a prospect is vital and crucial since it helps assess if your company’s products and services are a good fit for the prospect’s needs.
The goal of the conversation is to determine whether this brand or lead is a good candidate for a Sales Qualified Appointment (SQA).
The majority of the qualifying questions should be aimed at discovering the lead’s problems, determining whether your product or service is a viable solution, and preparing him for the next step if he is interested.
4. Networking
BDRs must be able to find and pursue business prospects or sales possibilities, which requires networking and social communication abilities.
To close transactions, they must be excellent at communicating with others, particularly in face-to-face or telephone encounters.
5. Social selling
Many people mix up social selling with social media marketing. That isn’t the case.
The use of social media platforms and channels to communicate with prospects is known as social selling. Engaging in commercial dialogues with prospects on social media is a common business technique.
Sharing links to content related to your company interests from an industry journal might be as easy as social selling.
It isn’t, however, blind-targeting or just adding fresh leads to your list at random. It’s mostly a method of creating trust and achieving significant goals for prospects by presenting your company’s product or service as a solution to an existing problem.
Final word
At this point, you might wonder – Is BDR a good job?
As with any other job, the answer depends on your skills and qualifications. If you believe you possess the necessary knowledge to be a great BDR, then the answer is definitely yes.
One thing’s certain, though – BDRs are an essential part of any serious company, which means, if you decide to become a BDR, you can expect it to be an integral and respectable job position.