How SDRs and BDRs Collaborate

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SDR vs. BDR: Responsibilities and Daily Tasks
While both roles contribute significantly to pipeline growth, their daily activities and key responsibilities differ. Here’s a break down of the specific tasks each role undertakes.



Inbound Lead Triage
Monitor website demo requests, webinar sign-ups, or campaign responders.
Quickly follow up with phone calls or personalized emails.
Lead Qualification
Use lead scoring tools to separate high-intent from lower-intent leads.
Conduct discovery calls to assess needs and pain points.
Scheduling Appointments
Coordinate calendars with AEs.
Ensure each qualified prospect’s details are documented in the CRM.
Relationship Nurturing
Send follow-up content (case studies, success stories).
Keep potential leads warm until they’re ready to move forward.
% Tasks Breakdown
~40% qualification calls, ~30% follow-up emails, ~20% CRM updates and scheduling, ~10% internal meetings.
BDR Responsibilities & Daily Tasks

Outbound Prospecting
Identify target accounts using platforms like LinkedIn Sales Navigator or ZoomInfo.
Craft personalized cold emails and voicemails.
Market and Persona Research
Investigate industry pain points, competitor landscape, and relevant trends.
Refine outreach strategy to resonate with specific titles or verticals.
Strategic Networking
Attend virtual or in-person industry events to discover new contacts.
Build relationships through social selling tactics (e.g., LinkedIn messages, event follow-ups).
Pipeline Generation
Book meetings with new prospects for the sales team.
Work closely with marketing to identify new campaign opportunities.
% Tasks Breakdown
~40% cold calling, ~30% research, ~20% email campaigns, ~10% internal reporting.
Real-World Examples and Scenarios
Example 1: Inbound-Heavy SaaS Company
Situation: A growing SaaS startup receives around 200 inbound demo requests per month from marketing campaigns.

SDR Action: The SDR quickly qualifies these leads, checking budget and timeline. Once deemed suitable, they pass them to an AE within 24 hours.
BDR Relevance: If the company is only operating in one region and bahrain cell phone number database has enough inbound pipeline, they might deprioritize BDR activities. Over time, they might hire BDRs to expand into new industries or geographies.
Example 2: New Product Launch into International Markets
Situation: A mid-market company wants to introduce a brand-new product in a different country where they have zero brand awareness.

BDR Action: Conducts extensive market research, identifies top verticals, and contacts potential decision-makers through cold outreach.
SDR Relevance: SDRs may not have immediate leads to qualify because inbound interest might be low. However, if any inbound leads trickle in from marketing efforts, the SDR can handle them effectively.
Choosing the Right Role for Your Business
Determining whether you need an SDR, a BDR, or both boils down to your current pipeline strategy and market presence:

If You Have High Inbound Demand
Likely Need: SDR
Reason: You have warm leads who need quick qualification. Speed and a personable approach to inbound requests can increase lead-to-opportunity conversion rates.
If You Need Market Expansion
Likely Need: BDR
Reason: You’re tapping into brand-new territories or verticals where awareness is low. You need an outbound specialist.