Every business lives and breathes competition. It's a fundamental part of the world we live in and dominates leadership priorities. “How can we provide a better product, a more engaging experience, or offer clearer value than our competitors?” These are the questions that keep many of us up at night.

Introducing 2 key roles into your sales strategy can make a significant difference: business development representatives (BDRs) and sales development representatives (SDRs). These roles are designed to focus on specific stages of the buyer's journey, ensuring that your sales reps are free to concentrate on what they do best. BDRs specialise in identifying new business opportunities, while SDRs are adept at nurturing these leads, setting the stage for successful appointments.

In this article, we'll highlight the distinct functions of BDRs and SDRs, demonstrating how each contributes to a streamlined sales process. We'll also examine how each position can help your organisation reach its goals, and explore how to set up these teams while following best practices.