Business Development Representative Skills: 35 Must-Haves
- CEO at DeckLinks, Speaker, Podcast Host
- Published on October 20, 2022
- Updated on August 29, 2024
Did you know that, according to Salesforce, on average, business development representatives spend just 28% of their time actually selling? The rest is consumed by other tasks like administrative work, deal management and data entry into CRM software. Clearly, efficiency and time management are major pain points for sales teams aiming to improve productivity. But juggling priorities becomes much easier when sales reps possess the fundamental skills needed to excel as business development representatives.
This article will reveal the 35 must-have skills for a business development representative. From quickly qualifying leads to mastering consultative selling techniques, these competencies allow top sales reps to focus on high-value activities that drive more closed deals and revenue. Whether trying to maximize effectiveness as a current business development representative or looking to break into a sales career, these insights will help you sharpen the skills that matter most.
KEY TAKEAWAYS
- Listen Actively – Make sure to not just hear what potential clients are saying, but pay close attention to fully understand their needs and pain points. This builds trust and rapport.
- Research Thoroughly – Use tools like LinkedIn Sales Navigator to research target accounts and contacts. Understand their needs before reaching out.
- Customize Outreach – Avoid generic outreach. Personalize emails and calls with relevant details. This shows prospects you care.
- Persist Respectfully – Don’t give up after a few tries. Follow up consistently but know when it’s time to move on. Never be overly pushy.
- Anticipate Objections – Think ahead to what concerns prospects may have. Prepare to address them logically and calmly.
- Stay Organized – Use CRM to track interactions. Keep notes organized so info is at your fingertips. This saves time.
- Collaborate Often – Work closely with sales reps, marketing, etc. Make sure you’re aligned to accelerate deals.
- Keep Learning – Stay curious. Take training courses. Learn about new products, features, competitors. This impresses prospects.
- Manage Time Well – Prioritize tasks effectively. Don’t get bogged down in low-value work. Focus energy on finding qualified leads.
- Build Relationships – Get to know prospects as people. Share relevant content on social media. Relationship-building is key to sales success.
Top business development representative skills
In no particular order, here’s the list of the Top 35 Business Development Representative skills:
- Resilience and Grit
- Active listening
- Passion for sales and the product you’re selling
- Social selling online
- Coachability
- Critical thinking
- Accountability and Integrity
- Intellectual curiosity and Desire for continuous learning
- Empathy
- Time management and Organization
- Video prospecting skill
- Competitiveness
- Technical skills and Technical knowledge
- Adaptability
- Personalized outreach
- Creativity
- Rapport and relationship building
- Voicemail sales skills
- Collaboration
- Self-awareness
- Consistent communication
- Overcoming objections
- Resourcefulness
- Long term vision
- Motivation
- Communication skills
- Self-control
- Knowing how to get attention
- Consistent with Follow-ups
- Knowing when to let go
- Respect
- Social and Interpersonal skills
- Research skills
- Cold calling
- Sense of humor
Before we dig deeper into the business development skills list, here’s a quick refresher on what business development representatives do and why BDR role and SDR role (Sales Development Representative) should not be confused.
What do business development representatives do?
BDR definition
Business Development Representative handles lead generation via outbound sales prospecting to build a sales pipeline for Account Executives responsible for closing deals. BDR uses cold emails, cold calls, asynchronous videos, social media and networking events to generate leads and move prospects down the sales funnel.
Learn more about asynchronous videos and how your sales team can use asynchronous video presentations to accelerate the sales cycle.
What's the difference between BDR and SDR?
Although BDR (Business Development Representative) and SDR (Sales Development Representative) abbreviations are often used interchangeably, the SDR role and BDR role on the sales team and their sales process couldn’t be more different!
BDR vs SDR
A Sales Development Representative (SDR) focuses on qualifying leads from inbound channels. A Business Development Representative (BDR) focuses on lead generation and finding new business opportunities through outbound channels. SDR and BDR build a sales pipeline for Account Executives responsible for closing deals.
The top priority for a business development representative and a sales development representative is to generate sales qualified leads and qualified opportunities for account executives and sales reps. While their sales process is different, the sales skills needed for a BDR role and an SDR role are very similar.
While a dedicated sales development representative won’t be doing a lot of cold-emailing or cold-calling because their standard process revolves around nurturing and pre qualifying leads that came from inbound channels. These potential customers already have expressed some interest (directly or indirectly) in the company’s products or services, so there’s going to be some context when a sales development representative will be reaching out to them.
Much of the work of a dedicated business development representative will revolve around cold outreach. So if you’re looking to land a business development representative job and you’re not a big fan of cold-emailing, and cold-calling, you should start working on those sales skills ASAP. And like most BDR skills listed here, they require continuous learning to gain experience.
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Do I need a degree for a business development representative job?
Some companies require their Business Development Representatives and Sales Development Representatives to have a bachelor’s degree in communications, business administration, or related fields. However, some of the best business development and sales development reps we know do not have a bachelor’s degree, so don’t get discouraged if you don’t have one!
A desire to learn new sales skills and work ethics will help you land a business development representative job and have a successful BDR career in most industries. Having some experience in sales and marketing for a new business development representative is a big plus though.
Medical tech sales, for example, do require a business development representative or a sales development representative to have a bachelor’s degree in related fields, so keep that in mind.
A great sales development rep or a business development rep does not need to possess all sales development skills listed here, so don’t get intimidated by the list!
Great business development representatives and sales development representatives know their hard and soft skills and build their sales process around them.
Not in any particular order, here’s our list of the Top 35 Business Development Representative skills!
This list is primarily focused on inside sales rather than outside sales.
Business development representative skill
1. Resilience and Grit
Resilience is undoubtedly one of the most critical skills for any business development representative to have. The BDR could have every other quality, but without resilience, the rest of the sales skills get diminished fast.
If you are going through hell, keep going.
Rejection and failure are inevitable and it is simply part of the business development representative job. It can be easy to let these rejections get you down and affect your performance. A great business development representative must not only be able to handle these rejections, bounce back quickly and keep pushing forward but also use them as opportunities for growth and improvement. In today’s competitive market, the ability to stay focused and determined despite struggles can give business development representatives a unique advantage over their peers.
Lead generation and sales process take a lot of hustle; resilience allows business development and sales development reps to continue approaching potential clients with confidence and without letting past rejections hold them back. Successful business development representatives know that even if they face rejection now, they will eventually find success through persistence and determination.
In addition, resilience helps the best SDRs and BDRs handle other challenges they may encounter, such as difficult prospective clients or tight deadlines. A resilient attitude allows the representative to adapt to shifting market trends and long sales cycle without getting discouraged. Without resilience, it can be too easy to become overwhelmed and give up.
Resilience by far is one of the most important sales development skills that cannot be learned from a book or a course. Resilience can only be developed and strengthened through practice and determination. However, it has an immense impact on helping business development and sales development reps develop other critical skills listed in this article.
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Business development representative skill
2. Active listening
It is essential to share information and a few best practices about a company’s products, but first and foremost, business development representatives must understand what problems potential customers are facing. Active listening means not only hearing what they are saying, but also paying attention to their body language and tone of voice. By actively listening, sales representatives can ensure that they better understand prospective clients needs and pain points. Potential customers who feel that the business development representative is actively listening to them gain trust in those BDRs.
Active listening also shows that the business development representative values the potential customers input and allows for an open exchange of ideas and a more productive conversation. Additionally, actively listening allows sales professionals to gather valuable information that can help them with market analysis, market research, and identifying business opportunities.
On one of our video sales calls, our business development representative learned that our prospect is using a screen recording tool to video-narrate PowerPoint presentations to share with their prospective clients. However, personalization was incredibly time-consuming. Their sales team either had to record a personalized video presentation for every single prospect (big time commitment) or share a non-personalized video presentation (less effective). Neither of which were great options.
Asking the right open-ended questions, active listening, and product knowledge helped our business development representative to identify the pain point. This allowed them to address that pain point by showcasing how easy it is to create personalized video presentations at scale with DeckLinks without having to record a video presentation from scratch every single time.
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Going through a checklist is not enough. When business development representatives stick to a script or a standard process, they oftentimes miss out on opportunities to uncover valuable insights. Proficient active listeners can adapt on the fly, veer away from a set script, and take advantage of new business opportunities.
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Business development representative skill
3. Passion for sales and the product BDR is selling
As a business development representative, it is crucial to have a passion for the product or service you are selling. A BDR who is truly enthusiastic about what they are selling radiates positivity and energy, inspiring potential customers to join in their excitement.
In addition, having a genuine interest in the product and a better understanding of its benefits and unique features allows a business development representative to connect on a personal level with potential customers and anticipate their needs, provide the best customer service and address concerns and objections more effectively.
On the other hand, a lack of passion can result in lackluster outreach and shallow conversations with potential customers resulting in missed business opportunities.
Moreover, to excel in the BDR role, a passion for selling is absolutely essential. Without it, it can be difficult to overcome rejection and maintain the drive necessary to consistently hit sales targets and annual quotas.
Business development representative skill
4. Social selling online
In today’s virtual selling market, BDRs absolutely have to master their social selling skills. Great business development representatives incorporate social media into their lead-generation strategies and sales process. Not only can social media channels help business development reps identify and pre qualify leads and prospective clients, but they can also serve as a way to connect and engage with them.
According to LinkedIn social selling data, 75% of B2B buyers use social media platforms to make buying decisions.
Staying active on social media platforms like LinkedIn, Twitter, and Facebook allows for more interactions and opportunities to share relevant information with prospective clients.
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For example, engaging in LinkedIn groups or Slack channels relevant to the target audience allows a business development representative to not only find potential leads but also build relationships and interest in their company’s products or services.
Additionally, paying attention to what potential customers share on social media platforms can give insights into their interests and business needs. This can make it easier to tailor your approach and offer solutions that can address their pain points and accelerate the sales cycle.
However, it’s important to strike a balance between staying active and being intrusive – reaching out too frequently or sharing irrelevant content can quickly turn prospective clients off.
It can be tempting for business development representatives to focus solely on promoting company’s products and services on social media platforms. But sharing personal experiences can actually have a more significant impact on your social media presence.
Sharing personal stories humanizes us as individuals and builds a stronger connection with current and potential clients. In an age where customers are bombarded with endless cold emails and cold calls displaying genuine humanity goes a long way in standing out from the crowd.
So don’t be afraid to mix it up and showcase personal successes on your social media channels – you never know who might be inspired by your story.
Business development representative skill
5. Coachability
Being a successful business development representative requires a constant drive for improvement. The most successful business development and sales development reps continuously look for coaching opportunities from the best SDRs and BDRs, and take feedback from their business development manager seriously.
This proactive approach allows them to continually sharpen their sales development skills and stay ahead of the competition. In addition, being open to coaching demonstrates an ability and willingness to adapt, a crucial quality in a constantly evolving market.
That said, it’s not enough to simply be willing to receive coaching; sales representatives also need to be able to apply acquired sales and product knowledge effectively in their sales process and lead generation strategy.
A coachable business development representative or a sales development representative is open to feedback and willing to try new strategies and tactics, leading to continuous growth, improvement in their performance, and better customer satisfaction. They also have a growth mindset, seeing challenges as opportunities for continuous learning rather than barriers to success.
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Business development representative skill
6. Critical thinking
It is vital for business development representatives to be able to quickly gather and analyze information to identify the most important details. Being able to filter out excess information allows BDRs to tailor their outreach more effectively. This helps them avoid overwhelming new prospects with new information. To accomplish this, staying organized, having great product knowledge, and having efficient systems in place for collecting data is crucial.
Also, when it comes to generating leads, quantity matters. And it may be tempting to cold email or cold call as many prospects as possible to quickly generate leads and expand the sales pipeline for your sales rep or account executive, a business development representative must focus on quality of prospective customers. BDRs top priority should be generating qualified leads or else they risk wasting their sales rep or account executive time. Moving leads down the sales funnel that are not sales qualified is the last thing a business development representative wants to do.
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Business development representative skill
7. Accountability and Integrity
Business development representatives find prospective customers and new business opportunities in the market, set up meetings between prospective clients and account executives, and report to their business development manager regularly.
That’s a lot of work! Setting realistic goals, therefore, is crucial to success. It is important for business development representatives to have a clear understanding of their capabilities, the sales cycle, and time constraints and to communicate these factors honestly with their sales representatives, account executives, and business development manager.
By staying realistic and setting achievable targets, not only will the BDRs be able to meet them consistently, but their sales team can also rely on their promises as well.
The key is holding yourself accountable for meeting those goals – regularly checking in with your sales team and your business development manager helps ensure progress towards your annual quotas. In turn, carrying out this level of self-awareness and accountability strengthens both personal performance and sales team dynamics. Accountability and integrity are crucial skills for business development representatives to cultivate to achieve tangible results.
Business development representative skill
8. Intellectual curiosity and Desire for continuous learning
In the fast-paced world of B2B sales, staying ahead of the competition is key. Successful business development representatives understand this and are constantly on the lookout for new information, product knowledge, and innovative ideas that can give them an edge in their lead generation and sales process. They actively seek out training opportunities and are not afraid to ask questions. Showing a commitment to continuous learning demonstrates adaptability and a drive for self-improvement, qualities that are highly valued in the workplace.
In addition, keeping up with industry trends, understanding the competitive landscape, and staying on top of advancements in the company’s products enables savvy sales professionals provide valuable insights to prospective customers and build rapport. Sales representatives that have a lot of unique experiences or interests are more likely to connect with new prospects on a personal level.
It is crucial for business development representatives to have a curious mind and interpersonal skills when speaking with potential clients on video or phone calls. Asking open-ended questions and actively listening to the responses not only allows a business development representative to uncover pain points but also helps to build rapport.
Moreover, asking questions allows for smoother and more natural conversations with prospective clients, rather than just delivering a rehearsed sales pitch. By showing genuine interest in their business, business development reps can demonstrate that their primary focus is on finding solutions for the customers rather than just closing a sale.
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Business development representative skill
9. Empathy
A human-centric approach will always have a place in modern business, even as technology continues to evolve at a rapid pace. As we navigate this digital age, it is more important than ever to remember the power of connecting with potential customers on a personal level.
It’s important to remember that every business is made up of people and that every B2B sale involves a human connection. By approaching these interactions with empathy and understanding, business development representatives can build rapport and trust with prospective customers. This personalized approach helps potential clients feel heard and valued, leading to the development of strong customer relationships and loyalty.
Sales teams that prioritize understanding their potential customers will stand out in an oversaturated market and ultimately drive higher sales success in the long run.
So forget the “just business” mindset and remember that we’re all just people trying to do our best for ourselves and those we work with.
Business development representative skill
10. Time management and Organization
Organization and time management are crucial sales development skills to have. By keeping your sales enablement platform and CRM software organized, important documents and information can be easily accessed, saving precious time and increasing efficiency of your lead generation and sales process. It also helps with planning, as a business development representative can prioritize tasks and set goals with their sales reps and account executives for the future.
Effective time management allows for better allocation of resources and helps prevent missed deadlines. In addition, it can improve communication within the sales team, between the sales and marketing team, and with external parties.
Great business development representatives can quickly assess potential leads and identify whether they’re worth pursuing or not. This allows them to manage their time effectively and focus their energy on the most promising prospective clients, rather than wasting valuable time and resources on dead-end leads.
On a personal level, being organized and managing your time effectively can greatly reduce stress levels in both work and personal life. Ultimately, these sales skills are vital in ensuring smooth operations in a fast-paced B2B sales environment.
Business development representative skill
11. Video prospecting skill
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
One skill that can greatly enhance your sales prospecting game is the ability to create and send personalized video presentations. These pre-recorded sales videos (or asynchronous videos) can make a huge impact on potential clients and set you apart from other business development representatives who are sticking to static PDF and PowerPoint presentations.
Are you looking for a way to efficiently communicate the value of your product to decision-makers within target accounts? Look no further than equipping your product champion with a pre-recorded video presentation. This person is already familiar with your company’s products, making them the perfect advocate to share the presentation with the decision-makers.
Having a visually engaging medium can also add an extra level of impact and make it easier for decision-makers to understand and remember important information. Say goodbye to “the Broken Telephone Game”. Don’t let your message get lost in translation!
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
4x Sales Content Engagement
Record and share Video PDF presentations and proposals and WOW your prospects and clients with the most personal customer experience. Access engagement analytics. Learn more.
Not only do they allow for a more personalized approach, but they also provide a level of convenience for both you and the prospective customers – no longer will scheduling conflicts get in the way of getting your message across.
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Business development representative skill
12. Competitiveness
Having a competitive mindset is crucial for business development representatives. The competitive drive can push sales professionals to not only meet their lead generation goals and annual quotas but also surpass them. Successful business development and sales development reps are always striving to outshine their competitors. These sales representatives have great product knowledge. They are constantly doing market analysis and researching potential clients and seeking innovative ways to stand out from the competition.
The drive to outperform the competition can help a successful SDR or BDR in lead generation and identifying new business opportunities. Without it, stagnation and complacency can quickly set in, leading to low performance in the BDR role and SDR role. A competitive spirit is therefore a crucial skill for any ambitious business development representative and sales development representative.
Business development representative skill
13. Technical skills and Technical knowledge
Business development representatives have to stay on top of the latest technology trends, be technologically savvy, and know how to effectively use CRM software, sales enablement, and sales engagement platforms. It allows them to effectively communicate with prospective customers, keep track of important information, and automate their sales process. It’s important to continuously expand your technical knowledge and enhance your technical skills through online research, participating in training sessions and industry events, and networking with others in the field.
Some of the most popular tools that every business development representative and sales development representative should be familiar with are HubSpot, Salesforce, and LinkedIn Sales Navigator.
Having great technical skills and technical knowledge not only allows a business development representative to perform well in their current position, but it also demonstrates that they are committed to personal and professional growth as a business development representative. This can make them stand out in a competitive business development representative job market and open up opportunities for career advancement. Being technologically savvy is also necessary if you’re looking to pursue a business development representative career in tech sales.
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Business development representative skill
14. Adaptability
Inexperienced business development representatives oftentimes get caught up in the script and checklist. However, active listening is key to truly understanding a prospect’s needs and pain points. This requires adaptability and the ability to pivot from the script. It’s important to remember that every prospective client is unique, and being able to adapt to their individual needs will set you apart as a business development representative.
So instead of sticking rigidly to a standard sales process, sales reps have to let the conversation flow naturally and dig deeper into customer needs and pain points. When sales professionals are too focused on sticking to a script or hitting certain points in the pitch, they risk missing valuable information that can truly make or break the sale. By actively listening and allowing the conversation to progress naturally, business development representatives may uncover pain points or new business opportunities that were previously undetected.
Business development representative skill
15. Personalized outreach
It can be tempting for a business development representative to focus on new business opportunities and getting as many potential leads as possible in their sales pipeline. However, this strategy is often ineffective in the long run.
Buying or building a large list in an effort to reach as many prospects as possible with generic lead generation campaigns may result in a temporary spike in activity, but it will most likely lead to few actual conversions.
Instead, a better approach is to prioritize quality over quantity when it comes to lead generation. This can involve doing thorough research on potential clients and outreach personalization. It is more time-consuming; however, by focusing on creating personalized connections rather than churning through a mass of unqualified leads, business development representatives can generate leads that are sales-qualified and achieve better results in the long run.
If you’re attempting to gain prospects’ attention through email, know that they are receiving many many emails every week. Your email will likely go unread unless you have a solid reason as to why they should open it.
For example, some may prefer short email updates while others may be more engaged with more comprehensive informational materials. Additionally, knowing a prospect’s hobbies or events they attended can help a business development representative tailor messaging to have a deeper personal impact.
Also, focus on writing an attention-grabbing email subject line. To be effective cold emails need a great subject line, just like magazine headlines. The subject line has a major impact on whether prospective customers will be tempted to open your email.
Of course, this level of customization takes effort and attention to detail, but the payoff can be well worth it in terms of increased engagement and the number of conversions with new prospects.
Business development representative skill
16. Creativity
The days of sending out mass emails and blindly following a standard process are long gone. Today’s B2B buyers are looking for hyper-personalized experiences. As a result, today’s business development representatives must use their creative skills to stand out from the competition. They have to think outside the box and come up with innovative solutions and new strategies to attract potential customers. This could mean using unorthodox methods to follow up with new leads, using asynchronous video for sales, creatively positioning your product to meet their specific needs, or going to networking events to find prospective customers.
To foster creativity, it is important to actively engage in brainstorming sessions with your sales or marketing team and write down all business development ideas, even those that may initially seem outlandish. The act of writing these down not only serves as a resource for future reference but also helps build mental and emotional muscle for creativity. It trains the brain to think outside the box and come up with imaginative options, ultimately leading to more successful problem-solving.
Creative thinking is essential for a business development representative in today’s sales world. So break away from a traditional lead generation and sales process and let your creativity shine through!
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Business development representative skill
17. Rapport and relationship building
The success of any business hinges on building relationships and rapport with a diverse range of existing clients, partners, and prospective customers. It is crucial for a business development representative to have strong interpersonal skills to identify potential business opportunities and build relationships.
Sales representatives must be able to adapt their approach based on the individual or company they are dealing with while maintaining strong professionalism and integrity. This requires a delicate balance of assertiveness and empathy, as well as the ability to easily adapt to different personalities and communication styles depending on the situation.
Business development representatives have to be proficient at using different channels, such as email, social media and live video platforms, and pre-recorded or asynchronous video presentations, to connect with potential clients.
Business development representative skill
18. Voicemail sales skills
Leaving memorable voicemail messages for prospective clients can be the difference between gaining their attention and being ignored. Business development representative needs to keep in mind that the prospects likely receives many similar sales voicemail messages every day, so standing out is key. BDRs have to tailor the voicemail message to the prospective customers, mentioning any previous interactions or shared connections, and clearly stating why they should be interested in returning phone calls.
Here are a few best practices and examples for leaving sales voicemails.
Example of a good sales voicemail: “Hey Rob, this is Lidia calling from DeckLinks, following up on the meeting we had last week at Collision Conference. I’m sending you a short video that you should really take a look at. I promise it’s not spam!”
Example of a bad sales voicemail: “Hey, this is Lidia, following up on a meeting we had last week. Give me a callback.”
Mastering the art of leaving outstanding sales voicemail messages can make you a better business development representative and greatly increase response rates.
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Business development representative skill
19. Collaboration
Business development representatives need to focus on systematic collaboration with their teams. This means aligning their personal goals with the goals of their sales team, marketing team, sales reps and account executives, their tasks, their schedules, and annual quotas. A sales development representative and a business development representative have to clearly communicate any changes or issues that they may be experiencing in their lead generation and sales process.
By actively working towards efficient and organized teamwork, business development and sales development reps can support the success of both their individual path and the overall sales team strategy. In today’s competitive B2B sales environment, it’s vital for business development and sales development reps to prioritize effective collaboration as a way to drive sales and reach annual quotas.
Business development representative skill
20. Self-awareness
As a business development representative, it is crucial to not only understand your company’s products and target audience but also yourself. Self-awareness plays a critical role in BDRs ability to understand their strengths and weaknesses, their hard skills and soft skills.
Are you a natural networker with great interpersonal skills that excels at relationship building? Or perhaps you have great research skills and can dive deep into industry trends and customer insights? No matter what your specific strengths may be, it is important to not only identify them but also actively incorporate them into your daily sales activities.
Staying focused on tasks that play to your strengths not only helps improve the quality of your sales process but can also boost morale and motivation.
In contrast, constantly trying to compensate for perceived weaknesses can lead to burnout and frustration in the long run. Business development representatives have to embrace what sets them apart from the competition and let their unique talents shine in all aspects of business development.
Business development representative skill
21. Consistent communication
In the world of business development, consistent communication is key. Whether it be through email, video email and phone calls, or face-to-face meetings, a business development representative needs to be consistent in their communications with prospective customers. It also means being able to adapt to different communication styles and finding ways to effectively connect with each prospect. Those business development representatives and sales development representatives who can consistently communicate effectively will undoubtedly find success in building relationships and moving new prospects down the sales funnel, while those who struggle with consistency may miss out on business opportunities.
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Business development representative skill
22. Overcoming sales objections
Business development representatives face objections daily. But how they handle them can make all the difference in closing a deal. Learning to anticipate and address objections before they arise is key, but there may also be times when a sales objection catches a BDR off guard. In these situations, it’s important to listen carefully to fully understand the concern before responding. If a business development representative doesn’t know the answer, they should let the prospective customer know that they will double-check and circle-back.
Often, there may be opportunities to offer additional solutions to address the objection. At the same time, it’s important not to push too hard and risk losing the potential customer altogether. By mastering the skill of overcoming objections, a business development representative can accelerate the sales cycle and drive more sales qualified leads to their account executives and sales reps.
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Business development representative skill
23. Resourcefulness
Sales representatives need to be able to adapt and find solutions quickly to succeed in B2B sales. Resourcefulness is a crucial skill that allows business development representatives to effectively anticipate and address challenges, think outside the box, find alternative methods and use available resources in innovative ways.
By being resourceful, sales professionals can actively seek out potential business opportunities while also finding ways to increase efficiency. It also means knowing how and where to find the necessary information or resources.
On top of all that, having a reputation for being resourceful can make sales professionals stand out in the competitive business development representative job market. Ultimately, having the ability to approach problems with a resourceful attitude allows sales professionals to excel in the BDR role.
Business development representative skill
24. Long term vision
When it comes to B2B sales, having a long-term vision is crucial. A business development representative needs to keep this in mind when making decisions and trying new strategies. While immediate gains may be tempting to chase after, thinking about future growth and business opportunities can lead to bigger payoffs down the line.
Staying focused on long-term goals, your lead generation strategy, and your sales process also allows for more calculated risks and deliberate planning, rather than constantly chasing short-term successes without a clear direction. The ability to think beyond the present moment and plan for future growth sets successful business development representatives apart from their peers and helps contribute to the overall success of their sales team.
Business development representative skill
25. Motivation
In the world of B2B sales, a strong sense of motivation is key to achieving success. Without motivation, business development and sales development reps may struggle to overcome rejection and persist in reaching out to potential customers. Motivation allows the best SDRs and BDRs to set goals and meet them, while also pushing them to continually improve their performance.
Being a successful business development representative requires more than just lead generation and meeting annual quotas. It also involves staying motivated and constantly seek for career growth opportunities. It involves keeping up to date with industry trends, continuous learning about new products or services, and identifying new strategies for building relationships with potential clients.
Not only do natural curiosity and motivation make business development and sales development reps better assets to their sales team, but it also opens the door for promotions. On a larger scale, a motivated sales team can significantly accelerate the sales cycle and company growth.
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Business development representative skill
26. Communication skills
Communication skills are integral to the success of a BDR. Great business development representatives can articulate ideas and concepts clearly and respond effectively in both written and verbal forms.
Whether it be through video presentations to potential customers, cold-calling or cold-emailing leads, being able to clearly convey information and ideas is crucial in building trust with potential clients and establishing long-term relationships.
Strong communication skills are also essential for business development representatives in finding creative solutions with their sales teams.
Business development representative skill
27. Self-control
It is important to exhibit self-control in every interaction with potential customers. Business development representatives need to balance the act of following a script while also allowing room for spontaneous conversation. Knowing when to take a pause is crucial when it comes to sales calls!
Implementing natural pause points in what a business development representative has to say allows them to check in with prospective customers to see if they have any questions or comments. This not only keeps the conversation flowing smoothly but also demonstrates a level of self-control as BDRs resist the urge to continue speaking without allowing room for others’ input.
When a prospect is speaking, it’s crucial to listen closely and take the opportunity to plan out how you will answer their questions or address objections. By actively listening and strategizing during the conversation, sales professionals can ensure that not a single interaction with prospective customers goes to waste.
Additionally, removing distractions can help BDRs with self-control. Too often, business development representatives find themselves distracted by extra screens, colleagues stopping by to chat, cell phones, etc. This can pull their attention away from the task at hand and hinder their ability to stay focused. Constantly scrolling through social media platforms can disrupt productivity and limit BDRs self-control. By removing these distractions, business development representatives can allow themselves to stay on track and maintain better focus.
Business development representative skill
28. Knowing how to get attention
BDRs success relies heavily on their ability to grab and maintain the attention of potential customers. It involves writing highly personalized emails, actively posting and engaging with prospective clients on social media platforms, and sharing relevant sales collateral and insights.
Business development representatives need to remember that behind every successful deal is a personal relationship. Rather than presenting yourself as someone who only cares about closing the sale, showing your human side can go a long way in fostering trust and building strong connections with potential clients.
Whether it’s sharing personal stories during meetings or simply taking the time to get to know your potential customers interests and hobbies outside of work, showing your human side can make all the difference in turning prospective customers into lifelong business partners.
So don’t be afraid to let your personality shine through – it just might be the factor that tips the scales in your favor.
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Business development representative skill
29. Consistent with follow-up communications
The best SDRs and BDRs know that follow-up consistency with prospective clients is crucial to moving leads down the sales funnel. Without consistency in follow-up communications, your lead generation strategy, and your sales process, important tasks can slip through the cracks, and potential leads will be stuck in the middle of the sales funnel.
In most cases, it takes multiple interactions before new prospects are ready to take the next step, and in those situations.
Inconsistent follow-ups can give off the impression that a business development representative or their company is disorganized or unreliable. It is crucial to develop a system in your CRM software to follow up with prospective customers and consistently stick to it.
Business development representative skill
30. Knowing when to let go
Bringing in new prospects and new business opportunities is a critical part of the business development representative job. However, it is also important to know when to walk away from a potential deal. Sometimes new prospects may not be the right fit for your company, the deals may come with too many red flags, or the new prospects may have already started working with your competitor. It can be tempting to try to push through and close the deal anyway, but in the long run, this can lead to low customer satisfaction.
Learning how to identify and walk away from these new business opportunities can save a business development representative or a sales development representative valuable time and resources that could be better spent on more suitable business opportunities. It is a difficult skill to master, but necessary for success in business development.
Business development representative skill
31. Respect
The cornerstone of a high performing sales team is respect. Without respect, the sales team will quickly devolve into a boiler room atmosphere where cutthroat tactics and manipulation reign supreme. But with a foundation of respect, sales team members can trust and support each other, leading to greater productivity and success in reaching common goals.
Respect also fosters open communication, allowing for constructive feedback and promoting personal and professional growth within the sales team. At the same time, respect extends beyond just the sales team dynamic – it means treating prospective customers with courtesy and honesty and building strong relationships that result in repeat business and referrals.
Ultimately, true success in B2B sales goes beyond closing deals. It requires fostering a respectful environment both internally and externally. Without respect, any short-term victories will inevitably be overshadowed by long-term failures.
Business development representatives need to always remember: in sales as in life, respect is crucial for true success.
Business development representative skill
32. Social and Interpersonal skills
It’s no secret that successful business development representatives are typically excellent networkers and communicators. They are highly social individuals who enjoy face-to-face interactions and customer relationships building. Social and interpersonal skills allow them to easily connect with potential clients and build rapport, making them more effective at understanding their needs and pitching solutions. In addition, being extroverted and outgoing helps BDRs network and expand their reach, enabling them to generate sales qualified leads more effectively. Ultimately, being a natural “social butterfly” is an invaluable asset for business development representatives.
Business development representative skill
33. Research skills
Doing market research and market analysis to identify potential leads, based on buyer personas, is a critical part of the business development representative job, and having strong lead research skills can make a major difference in their success. This means not only being able to source information and contact details of decision-makers within target accounts but also pre qualifying leads and if they are a good fit for their products or services.
Developing strong research skills is essential in ensuring that the effort and time commitment are not wasted on pursuing leads that are unlikely to result in a successful sale. Before graduating to more complex lead generation tools the best way is to start with simple tools like LinkedIn Sales Navigator and just plan old Google.
Business development representative skill
34. Cold calling
When it comes to sales prospecting, a business development representative’s success often depends on their ability to make effective cold calls. This involves more than just blindly making calls and hoping that the person on the line will be open to a conversation. Cold calling requires a blend of resilience, research skills, communication skills, product knowledge, interpersonal skills, and business acumen – but cold calls can also be incredibly rewarding when done right. In addition, BDRs need to be able to anticipate and handle objections quickly.
Cold calling may not be the most enjoyable task and it can be a difficult task to cold call strangers and try to sell them a product or service. It takes a certain type of personality to handle potential rejections, bad calls, and keep going with a positive attitude. Cold calls can be very effective at accelerating the sales cycle. So don’t underestimate the power of making calls to connect with potential customers.
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Business development representative skill
35. Sense of humor
In B2B sales, it can be easy to become too absorbed in climbing the corporate ladder and focused on numbers. However, the best business development and sales development reps know that taking things too seriously can harm their performance. They approach each day with a lighthearted attitude, keeping work stress at bay while remaining professional. This allows them to think outside of the box and come up with inventive solutions to problems.
Being able to laugh at oneself and make others laugh helps foster a positive and productive atmosphere. Cracking a joke to diffuse tense situations can make all the difference in building trust and rapport with prospective clients.
However, it is important not to let humor overshadow the professional nature of the sales or business development representative job. Great sales representatives know when to use their wit and when to stay focused on the tasks at hand.
Taking oneself too seriously can come off as arrogance or insincerity, but finding the right balance between professionalism and humor can make all the difference in being successful as business development or sales development rep. The best SDRs and BDRs never take themselves too seriously because they know the value of staying grounded and creating positive connections.
FAQs
What are the most important skills for a business development representative?
The most critical skills for business development representatives include communication, listening, research, relationship building, product knowledge, and sales techniques like cold calling and lead qualification. Strong BDRs can articulate solutions, build rapport, and move opportunities through the sales funnel.
What types of responsibilities does a business development rep have?
Key responsibilities that business development reps have include identifying potential customers, initiating contact through calls and emails, qualifying leads, developing relationships with prospects to understand needs, conveying solutions, generating interest, and moving opportunities to account executives.
How can a sales development rep generate more leads?
Top techniques to generate more leads include researching target accounts, attending industry events and networking, purchasing sales leads, leveraging LinkedIn to connect with prospects, cold calling and emailing, and crafting relevant content offers. Prioritizing outbound sales activities is key.
What makes an excellent business development representative stand out?
The best business development representatives demonstrate persistence, work ethic, enthusiasm, self-motivation, competitive spirit, and a commitment to continuous learning. The best BDRs also excel at relationship building, communication, active listening, problem-solving, and prospecting.
How can a new sales development rep gain valuable experience?
Ways to gain sales experience include participating in onboarding and ongoing training, reviewing call and email examples, shadowing top performers, actively listening on calls, requesting feedback from managers, attending sales meetings, and mastering the CRM.
What are the core responsibilities of a business development rep during the sales process?
Core sales responsibilities include reaching out to prospects through calls and emails to introduce solutions, qualifying leads, building rapport through active listening, conveying product value, addressing questions and concerns, advancing opportunities, and handing off qualified leads to account executives.
What skills do sales development reps need for successful cold calling and emails?
Successful cold outreach requires research skills, persistence, creativity, excellent communication abilities, sociability, value messaging, call opening hooks, and the capacity to engage prospects quickly while qualifying.
How can a sales development rep build strong relationships with prospects?
BDRs build relationships through active listening, addressing pain points, providing valuable content, establishing regular cadences, showing authentic interest in prospects’ needs, and maintaining positive attitudes through objections.
What tools help sales development representatives succeed?
Essential BDR tools include sales CRMs like Salesforce to track and qualify leads, phone and email services, social media platforms like LinkedIn Sales Navigator, sales enablement and sales engagement tools to automate outreach, engage prospects, and databases to research accounts and contacts.
About the Author
Lidia Vijga is a seasoned professional with 10 years of first-hand experience in B2B sales and B2B marketing. She has a proven track record of driving growth for companies across various industries. Throughout her career, Lidia has led numerous successful sales campaigns and implemented innovative marketing strategies that have significantly increased revenue and reduced customer acquisition cost for her clients. Lidia regularly shares her insights and experiences on LinkedIn, webinars, and public speaking engagements. Lidia believes in the power of personal qualities such as kindness, empathy, and the willingness to understand others. She is committed to empowering client-facing teams with tools that enhance their talent instead of automating it, and she firmly believes that teams that show their human side grow companies much faster.
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