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BDR/SDR - Marketing or Sales?

Should BDR's be an arm of the marketing team or sales team?

3
CadenceCombat
Tycoon
+13
Account Executive
Sales team. 100%
Jferg
Fire Starter
+4
Director of Sales
Neither. But, At the end of the day it’s who ever has their back. It’s about support. In most companies the side with the most political equity wins when it comes down to process and accountability. Sales usually has the most power but where SDRs will get the most support is from marketing typically. They have the most skin in the game from MQL to SQL on how they are measured. Depending on how bad your silos are will determine whether reporting to Marketing will even work. This Marketing vs. Sales thing usually comes down to a power play. No one should own Sales Development they should have their own seat at the table.
SaaSbod
Contributor
+3
Sr Sales Account Exec
“Own” was a bad choice of words. Unless you work for a flat organization you report to someone. I think the world of BDR/SDRS and no disrespect was implied. Anyone who’s made cold calls know getting an appointment is the hardest step filled with the most rejection.
Jferg
Fire Starter
+4
Director of Sales
Agreed. Though when it comes to which side of the organization leads that team the power play is clear.
CuriousFox
WR Officer
+11
Needer of Life Alert
Sales. The leads are better quality. I said what I said 🤷‍♀️
SalesPharaoh
Politicker
+8
AM BDR
Sales of course
thegreatestsalesperson
WR Officer
+16
AE
Sales is definitely better but if a marketing team has a bonus based on pipeline generated inbound then I think there could be alignment.  A lot of SDR work is awareness similar to marketing
MrBravado
WR Officer
+3
VP of Marketing
If SDRs/BDRs are reporting up through marketing, then I hope the marketing leaders are devoting proper time and energy to dedicate to them. 

Training on the product and messaging is one thing - that's relatively easy, and something marketing leaders do all the time.

Coaching the team and individuals is key, too. That's often where Marketing leaders have weaknesses, as they themselves have not had the job -- and speaking to people at tradeshow booths is not the same. 


SaaSbod
Contributor
+3
Sr Sales Account Exec
I’ve experienced both. I think that reporting up to marketing gives them better insight into what marketing is doing. Maybe it’s the silo between sales and Marketing, I’m not sure.
aiko
Politicker
+7
Sr. Account Executive
Marketing team should have their own team of minions who want to get in to marketing. SDRs should stay in sales bc thats their main goal. 
TheRealVladimirPutin
Opinionated
+5
AE
The S in SDR should give you a clue
SaaSbod
Contributor
+3
Sr Sales Account Exec
You've never heard them called BDR's? Great contribution...
TheRealVladimirPutin
Opinionated
+5
AE
It's my way of saying, "I strongly believe SDR/BDRs should sit under sales, not marketing."

Was that a better contribution for you? 
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