Sales teams rely on two key roles to keep the pipeline full: Sales Development Representatives (SDRs) and Business Development Representatives (BDRs).
But what exactly do they do, and which one does your business need?
- SDRs handle inbound leads—people who have already shown interest in your business.
- BDRs do outbound prospecting—they reach out to new potential customers.
Choosing the right role is important if you want to bring in more leads and close more deals.
This guide will help you understand:
✅ What SDRs and BDRs do and how they help your sales team.
✅ The biggest differences in their tasks, skills, and goals.
✅ Which role is right for your company and how AI tools are making them even better?
By the end, you’ll know exactly how to build a stronger sales team that helps your business grow.
Let’s get started.
What Is an SDR (Sales Development Representative)?
An SDR (Sales Development Representative) focuses on inbound leads.
Their job is to qualify these leads and pass the best ones to Account Executives (AEs) for closing deals.
They are the first point of contact for potential customers.
Key Responsibilities of SDRs
- Respond to inbound leads from forms, emails, or website visits.
- Reach out to potential customers via email, calls, and LinkedIn.
- Schedule demos and meetings for sales reps.
- Keep the CRM updated with lead interactions and follow-ups.
How SDRs Are Measured: The KPI’s
- Sales-qualified leads (SQLs) generated.
- Number of meetings or demos booked.
- Speed of response to new leads.
SDRs handle leads that already show interest. But what about companies that don’t know they need your product yet?
That’s where BDRs come in.
AI SDR vs SDR: Which one you should pick in 2025?
What Is a BDR (Business Development Representative)?
A BDR (Business Development Representative) focuses on outbound prospecting.
Their goal is to create new sales opportunities by reaching out to potential customers who haven’t engaged yet.
Key Responsibilities of BDRs
- Cold outreach through calls, emails, LinkedIn, and networking.
- Start conversations and book meetings with decision-makers.
- Research and identify high-value prospects.
- Work with marketing to refine outreach strategies.
How BDRs Are Measured?
- Number of outbound leads generated.
- Number of appointments booked.
- Email open and reply rates.
While SDRs nurture inbound leads, BDRs create new demand from scratch. The question is—which role is better for your business?
Let’s compare them side by side.
SDR vs BDR: Key Differences
SDRs and BDRs both help bring in sales, but they do it in different ways.
If you’re trying to figure out which one your business needs, here’s the breakdown.
1. Focus: Inbound vs. Outbound
- SDRs handle inbound leads—people who already know about your product and show interest.
- BDRs focus on outbound prospecting—reaching out to people who may have never heard of you.
2. Where Do Their Leads Come From?
- SDRs get leads from marketing—ads, website forms, webinars, and events.
- BDRs create their own leads by cold calling, emailing, and networking.
3. What’s Their Main Job?
- SDRs qualify leads and hand them off to Account Executives (AEs) to close deals.
- BDRs go after new business opportunities and book meetings with decision-makers.
4. How Do You Measure Their Success?
- SDRs: The number of sales-qualified leads (SQLs) and meetings booked.
- BDRs: The number of outbound leads generated and appointments set.
5. What Skills Do They Need?
- SDRs need to be great at communication, CRM management, and quick lead follow-ups.
- BDRs need to be persistent, strong in cold outreach, and good at researching potential clients.
6. Where Do They Fit in the Sales Funnel?
- SDRs work in the middle of the funnel, making sure no good lead is wasted.
- BDRs work at the top of the funnel, making sure new leads keep coming in.
So, Which One Does Your Business Need?
If you have tons of inbound leads, you need SDRs to qualify them. If your pipeline is running low, you need BDRs to go out and find new opportunities.
Most companies need both, but the right mix depends on your business model.
Let’s look at how to make that decision next.
Choosing Between SDRs and BDRs: What’s Best for Your Company?
Not sure if you need SDRs, BDRs, or both? It comes down to how your sales process works.
Here’s how to decide.
1. Look at Your Sales Funnel
- If you’re getting tons of inbound leads from marketing, you need SDRs to qualify them.
- If inbound leads aren’t enough, you need BDRs to go out and find more opportunities.
2. Consider Your Company Size & Structure
- Startups: Usually can’t afford separate SDR and BDR teams, so one person does both.
- Mid-sized businesses: Need a mix of SDRs and BDRs to keep both inbound and outbound running smoothly.
- Enterprise companies: Have dedicated teams for SDRs (inbound) and BDRs (outbound) because they can scale both functions.
3. Think About Your Sales Cycle
- Short Sales Cycles (like SaaS, e-commerce) → Need SDRs to move leads quickly.
- Longer B2B Sales Cycles (like enterprise software) → Need BDRs to find and nurture high-value prospects over time.
If your business relies on fast-moving inbound leads, SDRs are your best bet.
If you sell to big companies with long decision cycles, you need BDRs to open doors.
Now, let’s talk about AI-Powered SDRs & BDRs.
AI-Powered SDRs & BDRs: The 2025 Shift
Sales teams that don’t adapt to AI-driven automation will fall behind.
AI SDRs are bringing more value than traditional SDRs and BDRs—they prospect, qualify leads, and personalize outreach at a fraction of the cost.
Here’s how you can combine AI agents with human expertise to build a stronger, more scalable sales pipeline:
✅ Automate repetitive tasks – AI SDRs can qualify leads instantly, send follow-ups at scale, and personalize messaging without burning hours on manual outreach.
✅ Keep humans focused on high-value interactions – Your sales team should spend time closing deals, not sorting through lists or chasing unqualified leads.
✅ Ensure every email is unique – AI-crafted messages avoid spam filters, increase engagement, and feel as natural as if they were written by a human.
✅ Scale outreach without scaling headcount – Instead of hiring more BDRs, AI SDRs help expand your pipeline efficiently while keeping costs low.
Meet Agent Frank: The AI SDR That Handles Everything
Most AI tools only automate parts of the sales process. Some handle LinkedIn outreach, others help with objection handling—but they still require manual intervention.
Agent Frank is the only true AI SDR that takes care of prospecting, personalized email outreach, and inbox optimization—all without you lifting a finger.
- Fully Automated Prospecting – Finds high-quality leads and reaches out with tailored messages.
- Hyper-Personalized Outreach – No templates, no generic spam—every email is unique.
- Smart Email Deliverability – Uses Primebox™, unlimited warm-up, and mailbox rotation to ensure your messages land in inboxes, not spam.
- Handles Objections & Follow-Ups – Keeps conversations going and increases response rates without manual effort.
Agent Frank is built for scalable sales growth. Instead of spending thousands on extra SDRs and BDRs, it helps you book more meetings and build a pipeline effortlessly.
Final Thoughts: Scaling SDR & BDR Teams in 2025
In 2025, sales teams that combine AI SDRs with human expertise will dominate.
Those that rely on manual efforts alone? They’ll struggle to keep up.
If you want to scale your sales pipeline without adding extra headcount, Agent Frank is the most efficient and cost-effective solution.
🚀 Hire Agent Frank today and let it handle prospecting, outreach, and engagement—so your team can focus on closing deals.
FAQs: BDR vs SDR in 2025
Who gets paid more, BDRs or SDRs?
BDRs usually make more in commissions because they bring in new business opportunities.
SDRs work with inbound leads, so their earning potential is often tied to lead qualification rather than new pipeline creation.
Is an SDR or BDR more senior?
Neither role is “higher” than the other—they just have different responsibilities. SDRs qualify inbound leads, while BDRs focus on outbound prospecting.
Both are crucial to the sales process.
What’s the next career step after an SDR?
Most SDRs move into Account Executive (AE) roles or Inside Sales positions, where they start closing deals instead of just booking meetings.
Some also transition into BDR roles to gain outbound experience before becoming an AE.
Is SDR the hardest sales job?
SDRs deal with constant rejection from inbound leads who aren’t always ready to buy.
But BDRs have it just as tough—they do cold outreach, meaning they have to spark interest from scratch.
Both roles require resilience, persistence, and strong communication skills.
