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Glossary
Business development representative
Subject areaProcess and organisation
A business development representative (BDR) is the sales role dedicated to actively finding new customers: they identify companies, find decision makers and open conversations through calls, messages and cold emailing.
They work on outbound marketing, while the sales development representative more often handles contacts coming from marketing.
In account-based marketing programmes the BDR works the target account list and takes target companies as far as the first meeting.
An example
A technical packaging manufacturer wants to enter the pharmaceutical sector, where it has no customers. A BDR maps sixty companies, identifies the purchasing and quality managers in each, and within three months brings the sellers nine meetings.
Enrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com
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