The years 2020/21 are without doubt the most consequential and transformational in recent memory: a global pandemic, economic turmoil impacting millions of people’s lives, and social and political unrest.

The reverberations from these events affected businesses in profound ways, with many making a major shift in the way they manage their operations.

Before I begin, lets set a clear definition for SDRs and BDRs.

In broad terms, SDRs (Sales Development Reps) typically focus on inbound prospects, BDRs (Business Development Reps) generate their own leads with outbound communication. However, these responsibilities are not exclusive to one or the other, and the terms are often used interchangeably.

The past year or so has shown that the business landscape is evolving ever more rapidly and has resulted in major changes in how we work, how we speak to our customers and how we find new prospects. Businesses are striving to maintain a competitive edge and to stay “top of the mind” within their target audiences. With so many traditional lead generation avenues closed to businesses, uncovering new leads definitely isn’t a walk in the park.