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?
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.
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.
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?
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.
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.
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.
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.
Not sure if you need SDRs, BDRs, or both? It comes down to how your sales process works.
Here’s how to decide.
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.
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.
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.
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.
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.
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.
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.
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.
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.
