In today’s competitive sales landscape, knowing the difference between a Sales Development Representative (SDR) and a Business Development Representative (BDR) is key to building a streamlined and effective sales process. While these roles are often used interchangeably, each plays a distinct part in lead generation and conversion.



An SDR focuses primarily on inbound leads—qualifying prospects who have already shown interest in your product or service through marketing efforts. Their main goal is to move these leads through the sales funnel by setting up appointments or demos for account executives. On the other hand, a BDR is more outbound-focused, responsible for identifying and reaching out to new prospects, often through cold outreach, networking, and strategic research.



Understanding these roles allows companies to better structure their sales teams, assign responsibilities effectively, and ultimately improve conversion rates. Whether you’re a startup building a lean team or an enterprise optimizing your funnel, distinguishing between SDR and BDR roles helps clarify goals and streamline operations.