The BDR is the sales role that generates pipeline from scratch. Understanding what a BDR is and how it differs from the SDR can transform how you structure your team.

The sales prospecting that worked 3 years ago no longer performs the same in B2B. Teams that have not adapted generate less pipeline with greater effort.

Outsourcing sales does not mean losing control of your commercial department. It is a strategic decision that many B2B teams make too late.

Many B2B companies hire a sales director when what they actually need is a process. Knowing the difference can save you months of poor results.