SDRs and BDRs: How to Build the Right Inside Sales Team

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Sales development representatives are the right choice if:

It has a mature marketing engine that is generating good brand awareness and interest
You have a large number of incoming leads and need someone to qualify them to the end of the funnel
Has a clear and concrete definition of the ideal client (ICP)
Your product ticket size is relatively small, and decisions can be made quickly
Business development representatives are the right choice if:

This is an early-stage company, still building the marketing engine.
You need sales teams that build deep relationships that can be leveraged for long-term revenue opportunities.
Is exploring ICPs and could use more research and development
Your product ticket size is large and involves multiple stakeholders
Additionally, a healthy mix of BDRs and SDRs is best in several scenarios.

For example, if you are a SaaS product sold to individuals, small businesses, and corporations, you vp administration email list can offer self-service to individuals, assign SDRs to SMBs, and BDRs to corporate accounts.

If you fall somewhere in the middle of the spectrum of brand awareness, marketing maturity, ICP understanding, etc., you may want to have a team that includes both SDRs and BDRs. In either case, they need to work well together.

Collaboration between SDRs and BDRs
Today, most inside sales teams prefer to hire both SDRs and BDRs to align their revenue-generating efforts. However, given the nature of their work and their shared goals, there may be some overlap in their efforts.

For example, let’s say you sell a payment automation tool. An SDR might meet a potential customer with the marketing director of an organization. In this case, even though the ICP doesn’t match, the organization they work for might be a good fit for your product.

In these cases, the SDR can pass the opportunity to a BDR for further exploration. These effortless handoffs require effective collaboration. Here’s how you can fine-tune it with an all-in-one sales pipeline management tool like ClickUp.