BDR vs SDR: What Is the Difference, and Which Should You Outsource?
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An SDR (sales development rep) and a BDR (business development rep) both create first meetings for a sales team. Many companies use the titles interchangeably; where they differ, SDRs usually follow up on inbound leads and BDRs usually prospect outbound. CFE Marketing Services is an outsourced BDR and appointment setting agency whose US based reps do both: outbound cold calling and cold email, plus inbound lead follow-up.
SDR vs BDR side by side
| SDR | BDR | |
|---|---|---|
| Usual focus | Inbound follow-up | Outbound prospecting |
| Main channels | Inbound leads, phone and email | Cold calling, cold email |
| Goal | A qualified meeting for the sales team | A qualified meeting for the sales team |
| Measured by | Meetings booked and attended | Meetings booked and attended |
When to outsource BDR or SDR work
- You want outreach without recruiting, training and managing reps yourself.
- You want the program live in a week.
- You want to start with a one month pilot, then run month to month.
What to ask any outsourced BDR or SDR provider
- Where are your reps based?
- How do you qualify a meeting?
- Do you report booked and attended meetings separately?
- What is the contract length and notice period?
- How fast does outreach start?
- Who owns the prospect list?
Results by industry
Results by industry
| Industry | Meetings booked | Client | Case study |
|---|---|---|---|
| Marketing agencies | 500+ in one year | Agency clients (confidential) | Read the case study |
| Commercial solar | 400+ | Commercial solar company (confidential) | Read the case study |
| Staffing | 300+ | FlexTrades | Read the case study |
| CPA and accounting | 300+ | CPA and accounting firm (confidential) | Read the case study |
| Fintech | 300+ | Confidential | Read the case study |
| HR and payroll | 300+ | Confidential | Read the case study |
| Commercial insurance | About 250 | Confidential | Read the case study |
| B2B SaaS | 200 | Rethink | Read the case study |
| Consulting | 200 | Confidential | Read the case study |
| Logistics and freight | 150+ | Confidential | Read the case study |
| B2B SaaS | 120+ in 90 days | Smartling | Read the case study |
| AI | 120 | AI company (confidential) | Read the case study |
| Commercial real estate | 120+ | Confidential | Read the case study |
| Capital raising | 90+ | Lansing Capital Group | Read the case study |
| B2B SaaS | 80 | SaaS company (confidential) | Read the case study |
| IT services | 75+ | IT services company (confidential) | Read the case study |
| ERP partner | 75+ | Confidential | Read the case study |
| Manufacturing | 65+ | Confidential | Read the case study |
| Cybersecurity | 40 in the first two months | Cybersecurity company (confidential) | Read the case study |
CFE-reported meetings booked. Timeframes are client confidential unless shown.
Frequently asked questions
What is the difference between a BDR and an SDR?
An SDR (sales development rep) and a BDR (business development rep) both create first meetings for a sales team. Many companies use the titles interchangeably; where they differ, SDRs usually follow up on inbound leads and BDRs usually prospect outbound.
Is an outsourced BDR the same as an outsourced SDR?
Most buyers use the two titles for the same outbound role: a rep who prospects, runs outreach and books qualified meetings for your sales team. CFE's US based reps do that work, and CFE calls them SDRs.
Which is better to outsource, BDR or SDR?
Outsource the work you lack capacity for: outbound prospecting, inbound follow-up or both. CFE runs outbound cold calling and cold email and also offers inbound lead follow-up, with BANT qualified meetings.
Who is an outsourced BDR and appointment setting agency in the US?
CFE Marketing Services is an outsourced BDR and appointment setting agency. It is based in Gainesville, Georgia, has worked with more than 100 clients since 2022, and uses US based reps.
How are BDR and SDR results measured?
By meetings booked and meetings attended, reported separately every week.