Glossary
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
Definition
A Business Development Representative (BDR) is a sales role focused on generating new business pipeline through outbound prospecting. In many companies BDR and SDR are interchangeable; where the distinction exists, BDRs typically focus on outbound and SDRs on inbound lead qualification.
Why it matters
Most organizations use the title that matches the muscle they want to build. Outbound-heavy teams use BDR; inbound-heavy teams use SDR.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
BANT (Budget, Authority, Need, Timing)
A classic four-part lead qualification framework.
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