December 8, 2021

BDR Job And What A BDR Really Does: A Step-By-Step Guide

Are you a BDR? Do you want to know what a BDR really does and how to become one? This article is for you! Read on as we talk about the basics of what a BDR does, what they make, and how to get started.

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The BDR role has been in the business world for years and it's still a vital job that needs to be done. 

A BDR is responsible for prospecting, developing relationships with potential clients, and closing deals.

If you're new to sales then chances are you've said something like "what do BDRs do?" Well we'll answer that question and more in this article so read on!

First off BDRs are responsible for prospecting, which means they're in charge of finding new clients. They develop relationships with potential customers and close deals that generate revenue for the company. 

Since BDRs don't spend as much time selling to current customers then you might think it's a less important job than other sales roles but this isn't the case. BDRs are essential in finding new business and bringing in leads that can turn into paying customers.

Now that you know what BDRs do, it's important to understand what skills and qualifications you should look for when hiring one. 

A BDR should have strong communication skills since they'll be interacting with potential clients and closing deals. 

BDRs need to be great listeners too since they'll often spend time with clients before making any recommendations for services and products. 

BDRs should also have strong problem solving skills because this is useful when dealing with client complaints and issues, as well as negotiating new contracts or prices with existing customers.

The BDR job description template below will give you a good idea of the skills and qualifications to look for when hiring BDRs.

Business Development Representative Job Description Template:

Prospect for new business opportunities- Identify and develop relationships with new clients

Develop relationships with potential clients- Establish and maintain rapport with potential clients

Communicate BDR progress to management- Report BDR activities to manager and recommend changes to improve BDR productivity

Maintain an understanding of the company's product and service offerings- Remain up to date on company's products and services

Provide customer feedback to management- Gather customer feedback and provide suggestions for improvement to management

Negotiate service agreements with new clients- Keep track of business development activity, revenue production, client contacts etc.  Close deals by negotiating contracts/agreements/prices etc.

Close deals that generate revenue for the company- BDRs are responsible for closing deals that generate revenue.

Strong communication skills- BDRs interact with potential clients, BDR should have strong communication skills.

Strong problem solving skills- BDRs need to be great at resolving problems that arise during sales activities and for existing customers.

Listening skills- BDRs need to be good listeners since BDRs spend time with clients before making any recommendations.

Ability to work in a team- BDR job is often done by working as part of a sales team and BDR should be able to do this.

In conclusion the BDR job is one that's in high demand and is still a very important role in any sales team. BDRs are responsible for finding new business, developing relationships with potential clients, and closing deals. 

They need to have strong communication skills, problem solving skills, and an understanding of the company's products and services. 

The BDR job description template below will give you a good idea of the skills and qualifications BDRs should have.

BDR Job brief

We're seeking a Business Development Representative to serve as a link between our Marketing and Sales departments. 

Your job will be to contact and create relationships with potential clients in order to find new business prospects.

You should have prior experience creating leads from marketing campaigns and reaching sales objectives to be successful in this role. 

From the first contact to the last sale, you'll rely on your communication abilities to build solid relationships with customers. You'll also make sure that suitable after-sales service is provided. 

We'd want to meet you if you're motivated and results-oriented, and appreciate working in a team setting.

Finally, you'll increase revenue and contribute to our long-term success.

  • Responsibilities
  • Leads from marketing activities should be qualified as sales opportunities.
  • Make cold calls and send emails to potential clients.
  • Present our business to potential customers.
  • Determine client requirements and make relevant product/service recommendations.
  • Increase customer satisfaction by customising product solutions.
  • Develop long-term client relationships based on trust.
  • Proactively search for new market business prospects.
  • Arrange for (potential) clients and Account Executives to meet or speak over the phone.
  • Report sales data to the Business Development Manager on a weekly, monthly, or quarterly basis.
  • Keep current with new products/services, as well as new pricing/payment arrangements.
  • Requirements
  • Worked as a Business Development Representative, Sales Account Executive, or a comparable position in the past.
  • Extensive experience with a variety of sales tactics (including cold calls)
  • Achievement of sales quotas in the past
  • CRM software experience is required (e.g. Salesforce)
  • MS Excel is a must-have (analyzing spreadsheets and charts)
  • Metrics for measuring sales performance
  • Excellent bargaining and communication skills
  • The ability to make interesting presentations
  • A bachelor's degree in marketing, business administration, or a related discipline is required.

What are the responsibilities of a business development representative?

BDRs start exploratory calls with potential customers to determine if they'd be a good fit. 

They must have a thorough understanding of their product and service offerings in order to effectively communicate their purpose and value to potential customers.

If the prospect is a good fit, the BDR will set up a discovery call or meeting between the prospect and a member of their sales team. 

The salesperson's job is to deepen the relationship with the prospect and eventually clinch the deal.

So, how do you hire the best people for your business development team?

Hiring in sales can be difficult, but a well-written job description can help you attract a pool of highly skilled and varied individuals. 

On your careers page or on a job board site, a comprehensive and engaging job listing will help it stand out.

A business development job description often includes these elements.

1. Overview of the position- what the BDR will do

The BDR's job is to identify and qualify potential customers from marketing leads, then set up a meeting or discovery call between them and a salesperson. 

They must be able to understand the company's product and service offerings well enough to communicate their purpose and value effectively to prospects.

BDRs should have thorough understanding of their product and service offerings.

If the prospect is a good fit, BDRs will set up discovery calls or meetings between prospects and reps.

The salesperson's job is to deepen relationships with prospects in order to clinch deals. They rely on BDR candidates who are results-oriented, motivated, team players that have a passion for selling.

2. Desired level of experience and abilities.

What characteristics do you seek in a business development representative? 

This is where you determine the level of experience you require, as well as the abilities and attributes an applicant must possess in order to succeed in this position.

This component of the job description can be further broken down into needed qualifications and preferred qualifications. 

Required qualifications are those that are required for the job, while desired qualifications are those that would assist a candidate flourish in the BDR position but aren't required.

3. Knowledge of your company's culture.

Provide a quick overview of the organisation, its mission, and its values to prospective employees so they can get a sense of where they'll be working. 

You can also give them a rundown of the remuneration, incentives, and bonuses to give them a better idea of what you do and what you stand for.

Business Development Job Description Examples

Here are a few real-world examples of business development job descriptions.

1. HubSpot

HubSpot's Business Development Reps are an important part of the sales team. To discover more about the BDR role at HubSpot, watch this video from our Business Development team.

2. Zoom

A video conferencing business and HubSpot ecosystem partner, is looking for qualified Business Development Representative candidates from around the world to reach out to potential customers. According to their BDR job description,

"This job entails using innovative outbound outreach to discover the ideal Zoom prospects and aligning Zoom services to their video and online meeting requirements. 

Our Business Development Representatives are the face of our company when it comes to prospect outreach, with the purpose of producing qualified leads for our sales staff."

3. FreshBooks

A cloud-based accounting and invoicing software firm, has added Business Development Representatives to their Acquisition Sales team. In their job description, FreshBooks describes their ideal BDR applicant as follows:

"With a hunting mentality, you're an excellent relationship builder and problem solver. As we execute and explore new ways of obtaining business, you will be the voice of FreshBooks."

4. SurveyMonkey

SurveyMonkey, a global leader in survey software, considers the function of Inbound Business Development Representative to be crucial to the company's success. 

"The major emphasis of this position is to manage SurveyMonkey's inbound sales process by employing our array of internal tools," according to SurveyMonkey.

The following is how the firm describes their ideal candidate:

"Our ideal applicant is a self-driven team member with a high level of social intelligence and a natural desire to sell. 

They are extremely motivated and have demonstrated that they thrive in a competitive, meritocratic setting. They also value networking opportunities and the advantages of being a member of a dynamic, expanding company."

5. Slack

It is a firm that makes communication software. Slack is searching for BDR individuals who are looking for prospects for advancement in the sales industry. The job description for their BDR position reads,

"Our culture serves as a compass for how we collaborate with one another and with our consumers. Do you want to create something bigger than yourself? 

Do you want to work with some of the industry's most talented and exciting individuals? If that's the case, Slack might be the place for you.

We'll help you advance your sales career while working with a varied group of brilliant people. You're a self-starter who cares strongly about client satisfaction."

BDR Job Key Tasks

BDRs are experts in locating underserved markets and new distribution channels. 

They'll use business metrics like consumer personas and behavioural data to help them. They'll use this data to produce fresh leads based on their knowledge and experience.

BDRs focus on lead generation, which is the process of increasing and capturing interest in your products or services, after accumulating and analysing consumer data. They then create a list of possible customers to contact.

Calling prospects cold is a really efficient technique to engage with them. It allows BDRs to engage with individuals in real time and tailor their conversations to the requirements of the person they're speaking with. 

Cold calling can be difficult, so finding a community where you can practise and improve your abilities is crucial.

Cold emailing is another tactic used by BDRs to test the waters and generate fresh leads.

They know how to write campaign emails that grab the reader's attention and pique their interest.

Networking: When it comes to establishing trust and long-term commercial ties, nothing beats networking. BDRs excel at working with individuals in person, which might help them generate more leads.

Social selling: 

Social media is a useful technique for communicating with target audiences these days. A successful BDR will understand which platform to leverage and when to use it. 

BDRs can also use social media to establish themselves as an online authority by demonstrating their industry knowledge to leads.

BDRs will most likely be in charge of the initial chat with the prospect to ensure they are a good fit, depending on the team structure. 

These early talks are more about gathering information than trying to "close the sale," because the sale will be transferred off to an Account Executive who will see it through to completion.


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Heba Arshad

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