Quick answer
By Vozah Editorial·Last updated May 8, 2026
What Is a BDR (Business Development Representative)?
A BDR, Business Development Representative, is a sales professional who focuses on outbound prospecting and generating new business opportunities. BDRs sit at the front line of lead generation, initiating contact with potential customers and qualifying them before handing off to Account Executives or closers.
What Does a BDR Do?
BDRs own the top of the sales funnel. Their core activities include:
- Outbound prospecting, identifying and reaching out to potential buyers
- Cold calling and warm calling to book meetings
- Lead qualification using frameworks like BANT or MEDDIC
- Pipeline generation, creating opportunities for Account Executives to close
- CRM updates, logging activity and maintaining accurate sales pipeline data
The primary metric for BDRs is typically meetings booked or qualified opportunities created.
BDR vs. SDR: What's the Difference?
The terms BDR and SDR are often used interchangeably. In practice:
- BDR tends to emphasize business development, broader outreach, new market expansion, strategic prospecting
- SDR tends to emphasize sales development, focused on qualifying inbound and outbound leads for the sales team
Many organizations use one title or the other. The role is the same: generate pipeline through outbound activity.
Key Skills for BDR Success
- Prospecting, finding the right contacts and accounts
- Cold calling, engaging strangers on the phone (see our cold calling guide)
- Objection handling, navigating pushback (practice with Vozah)
- Time management, batching calls, emails, and research for maximum output
BDRs who practice deliberately ramp faster. AI-powered sales training gives reps unlimited practice without manager availability.