SDR vs BDR: What They Really Do – and Why Your Sales Strategy Needs Them

What is an SDR?

An SDR focuses on inbound leads. That means handling demo requests, form submissions, downloads… anything that comes from a prospect who’s already shown interest.

The SDR’s job is to qualify the lead, ask the right questions, and pass only the most relevant contacts to the sales team. Think of them as gatekeepers – polite, professional, and great at spotting potential.

And the BDR?

The BDR works differently: they’re on the outbound side. They don’t wait – they prospect. They reach out via email, LinkedIn, phone, and start conversations from scratch.

Their job is to generate interest where there was none. That takes courage, creativity, and persistence.

Why are these roles so important?

Because selling today is more complex than ever.
Prospects are well-informed, sales cycles are longer, and decisions often involve multiple stakeholders.

Without SDRs or BDRs, your sales team spends far too much time chasing leads instead of closing deals.

Having dedicated sales development reps helps you:

• structure your pipeline,

• improve lead quality,

• and boost conversions.

So, what’s the difference?

Simple:

• SDRs qualify inbound leads.

• BDRs create outbound opportunities.

They use similar tools – CRMs, automation, LinkedIn – but have very different goals and rhythms. Together, they’re your front line in lead generation.

And in Belgium?

Many companies want to do more prospecting, but don’t know how to structure it.
Salespeople end up juggling everything – prospecting, closing, upselling – and none of it is done properly.

At VLC Consulting, we help companies:

• define clear roles,

• train SDR and BDR teams,

• or outsource the function to hit the ground running.

Want to know how this could work for your sales team?
Let’s talk. No pushy pitch, just practical advice.