As sales teams evolve, the choice between outsourcing inside sales responsibilities to Sales Development Representatives (SDRs) or Business Development Representatives (BDRs) gets tougher. Choosing the right inside sales outsourcing team, and the right types of team members, will dramatically impact the efficiency and success of your program. Let’s explore the nuances of each role and understand how outsourcing can be a strategic move for your business.
SDRs vs BDRs: What Sets Them Apart?
- Sales Development Representatives (SDRs):
SDRs are the frontline of your sales team, focused on lead generation and initial prospecting. Their primary goal is to identify and qualify leads, ensuring that the top of your sales funnel is filled with opportunities. SDRs lay the groundwork for Account Executives to swoop in and close deals. - Business Development Representatives (BDRs):
BDRs, on the other hand, take a broader approach. They operate at the top and middle of your sales funnel. They’re responsible for generating and qualifying leads, and for nurturing relationships with potential clients. BDRs often delve into more extensive market research, making them well-equipped to understand the broader landscape of your industry.
Outsourcing Inside Sales
- Specialized Learning: Regardless of the type of inside sales professional you work with, they’ll bring their expertise onto your team. While these outsourced inside sales professionals focus on exceeding expectations at the top of your sales funnel, your team can focus on building relationships with highly qualified prospects.
- Continuous Improvement: The best inside sales outsourcing companies will keep finding new ways to succeed. As they speak with prospects, they’ll refine their processes and share their learnings with your team. These open feedback loops will help your team tweak their sales processes to focus on common pain points and new trends.
Choosing the Right Outsourced Inside Sales Team
Outsourcing to SDRs
- Rapid Lead Generation: If you need to expand the top of your sales funnel, outsourcing to SDRs can deliver quick results. They’ll learn your ideal prospect profile and connect with those prospects – making sure they’re ready to buy before they speak with your team.
- Streamlining Early Sales Process: SDRs shine in the initial stages of the sales process. They put in the legwork to find new prospects and make sure they’re ready to buy. Ensuring that leads are thoroughly qualified before reaching the sales team gives your senior sales team members more time to focus on high-potential prospects.
Outsourcing to BDRs
- Holistic Business Development: If your sales strategy involves the long-term nurture of client relationships, outsourcing to BDRs might be the way to go. BDRs will connect with leads at the top of your sales funnel and stay in touch with them until that lead is ready to move forward.
- In-depth Market Insight: BDRs, with their focus on relationship-building, provide valuable insights into market trends and customer behaviors. They’ll chat with leads about changes in the market and dive into research before bringing their findings back to your team.
AI-Powered Outsourcing: The Next Frontier
AI-empowered teams are taking their sales processes to the next level. From automating repetitive tasks to providing data-driven insights, AI can enhance the efficiency and effectiveness of your outsourced team, making the most out of your investment.
Tailoring Your Approach for Maximum Impact
There’s no one-size-fits-all solution to scaling your sales team. Working with an outsourced SDR or BDR comes with different benefits for every team. At Bandalier, we understand the intricate dance of inside sales, and we’re here to help you tailor an outsourcing strategy that aligns with your unique objectives.
Ready to scale your inside sales team? Contact us today to talk about building a custom program.
