Do you know the acronyms SDR, BDR and LDR ? Selling more in less time — and wasting fewer resources — is something every company wants, but few actually achieve!
Part of the barrier that prevents a continuous and predictable flow of sales is the exaggerated focus on closing new business without a pre-sales structure that provides the support the sales team needs to convince the right customers to swipe their card!
After all, there’s no point in having the best italy telegram data attackers on the field if the ball never reaches their feet to score a goal, right?
Especially in the B2B model (business to business), you need the center forward, the second striker and the winger, to guarantee the ball passes that overcome consumer objections and score points!
In companies, each of these a look at robots in everyday life functions is performed by the SDR, BDR and LDR — the pre-sales team that:
- Qualifies potential customers (called leads );
- Prepare the sales field by understanding the needs of these leads;
- And personalize approaches to make a profound impact on leads, converting them from curious to buyers !
To learn how to sell more with Digital Marketing by applying pre-sales concepts , follow me until the end of this text!
My name is Guilherme de Bortoli, I am the CEO of Orgânica, and I will be your captain in this profitability training.
Keep an eye on the game!
An Overview of SDR, BDR and LDR
When I compared the role of SDR, BDR and LDR to the positioning of players on the football field, I was not just making an analogy.
I was making a direct comparison consumer data about how the role of each person responsible for the pre-sales process is unique , indispensable and interdependent, since:
- SDR is the acronym in English for Sales Development Representative , who performs an offensive role on the front line of sales to open new opportunities by identifying potential customers, qualifying them according to their purchasing awareness and directing them to the next stage of the sales funnel ;
- The abbreviation BDR stands for Business Development Representative , responsible for complementing the SDR’s work by mapping the needs of qualified leads (those most likely to buy), presenting the best strategies for the sales team to explore such needs and close new sales;
- While the LDR is a Lead Development Representative , the strategist who takes on the role of nurturing a strong relationship with highly qualified leads to personalize the approaches that transform curious people into customers!
I’ll explain the work of each person responsible for pre-sales below, but the logic is simple — as the famous narrator Silvio Luiz would say: “Get yours right there, and I’ll round mine off here”!
Tip: What is Sales Development or Pre-Sales?
Sales Development Representative (SDR)
The Sales Development Representative — the “Sales Development Representative” when translated into Portuguese — acts as the second attacker, moving around the field to identify new passing possibilities!
As the SDR heads up the sales front , he is the one who:
- Analyze potential customers (what is called “prospecting” or “prospecting” a lead in Digital Marketing pre-sales );
- Assign a qualification to them (whether they are “colder” or “hotter” to receive a purchase proposal);
- And based on this qualification , the SDR forwards the leads to the next stage of the sales funnel (to the one most relevant to their moment of purchase)!
Since the sales funnel aims to guide a lead through the purchasing journey until the moment of sale, the SDR is responsible for opening doors and generating ongoing opportunities for the business — then passing the ball to the BDR!