馃攳
What is a Sales & Business Development Representative (SDR & BDR Roles) - YouTube
Channel: Patrick Dang
[0]
- Hey everybody, it's Patrick Dang here.
[1]
Now in this video, we're gonna talk about
[3]
Sales Development Reps
also known as an SDR
[6]
and a Business Development
Rep also known as a BDR.
[10]
So we're gonna talk about
exactly what these roles are,
[13]
how they work and what
the work life is like
[15]
on a day-to-day basis.
[17]
And what the different career
advancement opportunities are
[20]
after you do these jobs.
[22]
And my goal for you at
the end of this video
[24]
is for you to get a
deep insight on exactly
[27]
what these roles are
[27]
and if it's something you
should actually be interested.
[31]
(upbeat music)
[34]
Now, before we get started
[34]
make sure to give this video a like,
[36]
subscribe and turn on notifications.
[38]
Now, for those of you
who may not be familiar
[40]
with my background,
[41]
I actually started my sales
career in Silicon Valley
[43]
working at Oracle.
[45]
So I got to see the world
of, what exactly an SDR is
[48]
and the Business Development
Rep and Account Executive
[51]
and all these different things, right.
[52]
So this is coming from a
place of personal experience
[54]
being at the hotspot of
sales in Silicon Valley.
[58]
Diving right into it
what I wanna do first is
[60]
kind of describe exactly
what a SDR is and the BDR is
[64]
and what role they play in
the overall sales team, right.
[67]
Because there's many different people,
[68]
there's many different many
different roles in sales
[70]
so this is a very specific role.
[72]
Now, SDR, BDR Sales Development Rep,
[75]
Business Development Rep
they have different names.
[77]
And if you Google it and you look online,
[79]
you ask different people
[80]
a lot of people have
different definitions,
[81]
but for the most part and what I found
[83]
they're pretty much the same thing.
[85]
And a lot of companies
[86]
actually use these terms interchangeably.
[89]
So some person might call this one SDR
[92]
another person might be
calling this one BDR,
[94]
but they might be doing
the exact same thing.
[97]
So no matter what you're calling it,
[99]
the basic job description is
[101]
it's basically a junior sales role
[103]
where your job is to generate leads
[105]
for other people to close, right.
[108]
So it's a lead generation role
[110]
and they're gonna be many
different ways to generate leads.
[112]
But let me talk about the strategies
[114]
when it comes to an SDR and a BDR.
[116]
So essentially when it comes
to a sales process, right,
[120]
the first step in any company
[121]
is you have to do some kind of prospecting
[124]
or lead generation.
[125]
Meaning you've got to find
people who are interested
[127]
in potentially buying
your product or service.
[130]
And step number two, is
once you find these people
[134]
you have to get a meeting with them
[135]
and then someone will
actually get on the phone
[137]
or meet this person
in-person to convince them
[140]
to understand their
problems and then see if
[142]
whether or not they're a good fit
[143]
and then they'll close the deal.
[145]
After that, once the person closes
[147]
then there's account management
[148]
and that's just really
taking care of the customer
[150]
making sure they're happy
[151]
continuing to renew them
[153]
and have them spend more
money with you over time.
[155]
So when it comes to with
the BDR or SDR, right,
[158]
your role is gonna be step one
[161]
which is the prospecting
and lead generation side.
[163]
So whether it's BDR, SDR
[165]
a lot of times you may
not be closing right away
[168]
and your only job might
be to set up appointments
[171]
for someone like an Account Executive
[174]
to actually close the deal.
[175]
An Account Executive is pretty
much just a sales person
[177]
who closes deals.
[179]
So the reason why this is
a junior entry level job
[182]
is because there's not much high risk,
[184]
all you're really doing
is reaching out to people
[187]
and trying to see whether or not
[190]
they wanna take a
meeting with your company
[191]
and you set up that
meeting for another person
[194]
who closes the deal.
[195]
And because you're
setting up these meetings
[198]
which will potentially result
in revenue for the company
[201]
a lot of times you may
get a commission based
[204]
on how many meetings you set,
[205]
or you might get a commission
based on how much revenue
[209]
is closed.
[210]
So now you've got an
understanding of what a BDR is
[211]
an SDR, let's go ahead and
talk about the day-to-day life
[213]
of these roles.
[215]
Essentially, there's gonna
be two different types
[217]
of prospecting, there's gonna
be outbound and inbound.
[220]
Let me talk about outbound first, right.
[222]
Outbound means you're
reaching out to people
[224]
who might be a good fit for
your product or service.
[227]
A lot of times they may
have no idea who you are,
[229]
so you're reaching out to them cold.
[231]
So you would do activities
like cold calling,
[233]
sending cold emails or
connecting with them
[237]
and sending cold messages on LinkedIn.
[240]
So a lot of times for these roles,
[242]
most of your time I will
say like 90% of your time
[244]
is just doing this.
[245]
Coming out with ideas and trying to see,
[247]
who will be a good fit for
your product or service.
[249]
So you might say, okay,
[250]
"Today I'm gonna find all the companies
[252]
"who are in the casino business
[254]
"and there are this size company
[256]
"and they have this specific situation.
[257]
"So let's find all these people,
[259]
"let's find all the people
that work at this company
[262]
"who might be relevant
[262]
"and we want it to get a meeting with them
[265]
"and we make this big old list."
[266]
So if you're SDR BDR,
you're just going down
[269]
making those huge lists of
maybe hundreds of thousands
[272]
of people over the span of time.
[274]
And once you make a large list,
[275]
you can then start
sending out your campaigns
[277]
and that might be again, cold
email, LinkedIn messages,
[280]
or you might even get their phone number
[282]
and just cold call them.
[283]
So depending on the
company you're working at,
[284]
what product services they're selling
[286]
and what industry you're in
[287]
they might have different activities.
[289]
Some companies are really strong
[291]
when it comes to cold calling,
[292]
so 90% of your time is on the phones.
[294]
Other companies hate cold calling
[296]
and they don't think it works for them
[297]
and they're just gonna send
cold emails all day, every day.
[299]
So depending on where you're working
[303]
all these different strategies can work
[305]
but it just has to work
[306]
for that specific product or service.
[307]
So when you're applying for different jobs
[309]
you're looking at this
opportunity to become a BDR
[312]
or an SDR.
[313]
You have to ask yourself
and ask the company,
[315]
how exactly are you generating leads?
[317]
And you have to make sure that
whatever method you're using,
[320]
you're okay with that.
[321]
If you wanna to be on the phones,
[323]
make sure they're doing cold calls.
[324]
But if you don't wanna be on the phones
[326]
and that's not your thing,
[327]
then make sure they're
not doing cold calls
[328]
and they're doing cold email or LinkedIn.
[330]
And as you would have guessed,
[332]
day-to-day is a little bit of a grind
[333]
because it's kind of repetitive
[334]
you're doing the same thing over and over,
[336]
but at the same time it's an
extremely valuable skillset
[339]
and it brings a lot of
value to the company
[341]
because, if you think about sales,
[343]
if you cannot generate any leads
[344]
then literally that company
will not make any money
[347]
because they're not getting new meetings
[349]
with potential customers.
[350]
So again, it is a grind, yes,
[352]
but at the same time extremely critical
[354]
and it pays really well
[355]
because if you are able
to get the meetings
[357]
with the perfect dream
customers every time, every day,
[360]
then people are gonna pay you
a lot of money to do that job
[362]
and in forms of commission.
[365]
So it's a grind, but you get
paid a lot if you do well.
[368]
Now that you understand the
role of the BDR and SDR,
[371]
let's go ahead and talk about
the career opportunities
[373]
once you step out of
this row and you level up
[375]
and you wanna do more
advanced sales roles.
[378]
So here's some natural transitions
[380]
that a lot of people have, so
after they're an SDR or a BDR,
[383]
they might become an Account Executive.
[385]
So I'm just gonna use SDR,
[387]
so I don't have to keep
saying SDR and BDR.
[388]
An SDR generates a meeting
for an Account Executive
[391]
and then Account Executive
will take the meeting
[393]
and try to close the customer.
[394]
So the natural next step for an SDR
[396]
is to become an Account Executive
[397]
where they're on the
phones, closing deals.
[399]
And this is kind of nice
because you have another person
[401]
generating all your meetings
[403]
all you gotta do is get on the
meeting and close the deal.
[404]
So that's one option
you could potentially go
[406]
other options might include
[408]
you might want to become
an Account Manager.
[410]
So instead of being the
one that closes a deal,
[412]
you might be the person
that works with customers
[415]
after they have already been closing
[416]
and you just renew them and get them
[418]
to continually spend with the company.
[420]
This role is lot more stress free
[423]
because the customer is
well already a customer
[425]
and just trying to get
more money out of them,
[426]
so that's another option.
[428]
You might also wanna be a
Sales Development Rep manager,
[431]
instead of being on the closing side,
[432]
you can handle or manage a team of SDRs
[436]
and help them become more successful
[439]
by reaching out to the right people
[440]
and generating more meetings.
[442]
So you don't have to
be an Account Executive
[444]
to be a manager for SDRs.
[446]
You can become SDR then you
can become a manager for SDRs.
[450]
You see so it's a whole
different career path
[452]
and it's more of a managerial role.
[454]
And lastly, you can do
things like sales operations,
[456]
like working in Salesforce
or a different CRM
[458]
and just managing all the data,
[460]
understanding like why
customers are buying
[462]
and how to optimize your sales
funnel and things like that.
[464]
So that is more of a technical role
[467]
you're not really selling anymore
[469]
you're just helping
sellers do a better job.
[471]
So those are a couple examples
of different opportunities
[473]
you can explore and go into,
after becoming an SDR or a BDR.
[478]
And from my personal
experience and what I've seen,
[480]
a lot of people are SDRs
or BDR for maybe a year
[485]
and then they'll advance to another role.
[487]
Sometimes it could be faster
depending if you're good
[488]
it really just depends on that company.
[491]
And lot of times, a company
may not even have a SDR role,
[495]
they might just have an account executive
[497]
that has to close deals
[498]
and they have to produce their own leads.
[501]
Really you've just have to ask the company
[504]
what roles exactly do they have
[506]
to get an understanding of
exactly what you can do there.
[508]
In a nutshell, that's
gonna be my perspective
[511]
on SDRs and BDRs.
[513]
Hopefully you got a great
understanding of how it works,
[515]
and if you enjoyed this video
[517]
make sure to give it a like.
[518]
Subscribe if you wanna
see more videos like this
[520]
and make sure you turn on notifications
[522]
because I'm gonna be
dropping new fire videos
[525]
every single week.
[526]
And if you wanna get more
advanced sales training
[528]
make sure you click the
link in the description
[530]
where I have an advanced sales training
[532]
on how to sell anything to anyone
[533]
especially if you're just
starting out your sales career,
[537]
it's gonna give you the full breakdown
[539]
of how everything works.
[540]
And if you wanna learn more about sales
[543]
and business development,
[544]
I actually created another video
[545]
about the difference between
sales and business development
[548]
because they are not the same thing.
[550]
So if you wanna check it out,
click the link on this screen
[551]
and it's going to take you there.
[554]
So with that said, my
name is Patrick Dang,
[556]
I hope you guys enjoyed this video
[558]
and I'm gonna see you
guys in the next one.
Most Recent Videos:
You can go back to the homepage right here: Homepage