Every business lives and breathes competition. It's a fundamental part of the world we live in and dominates leadership priorities. “How can we provide a better product, a more engaging experience, or offer clearer value than our competitors?” These are the questions that keep many of us up at night.
Introducing 2 key roles into your sales strategy can make a significant difference: business development representatives (BDRs) and sales development representatives (SDRs). These roles are designed to focus on specific stages of the buyer's journey, ensuring that your sales reps are free to concentrate on what they do best. BDRs specialise in identifying new business opportunities, while SDRs are adept at nurturing these leads, setting the stage for successful appointments.
The client needed to boost their lead-to-appointment conversions. Despite having a strong online presence and over 20 marketing channels at their disposal, they needed to streamline their campaign management and weed through vast volumes of leads. Their global business development and subject-matter expert team needed a steady flow of high-quality meetings tailored to various regions.
BDRs, like any sales representative, are focused on acquiring new customers. However, this specific type of sales rep generally focuses exclusively on outbound lead generation. They'll likely make cold calls and send emails and direct messages to foster relationships with new prospects.
Because BDRs interact with prospects unfamiliar with the organisation, BDRs move slowly and strategically to keep their leads interested. BDRs collaborate with sales teams to create an effective outbound strategy that nurtures leads down the appointment-setting funnel.
As highlighted above, SDRs have a different role at Belkins than is often the case. Rather than just managing inbound prospects, SDRs manage lead generation and appointment-setting for all our clients. They're a critical part of our client delivery team.
SDRs for Belkins are in charge of email outreach and appointment-setting, but they also support account managers with project management and client communication. They're integral to client-focused projects, driving action and facilitating team communication.
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