Si trabajas en ventas, probablemente hayas oído hablar de las siglas SDR, Sales Development Representative (representante de desarrollo de ventas). Se trata de un profesional que trabaja en preventa, calificando clientes potenciales. Pero también hay otro profesional del sector cuyo nombre es poco conocido en Brasil: el BDR, o Representante de Desarrollo de Negocios.
Las funciones del SDR y del BDR son bastante similares, pero en este artículo mostraremos que algunas de las atribuciones del BDR pueden marcar la diferencia a la hora de dirigir una venta, especialmente cuando se trata de negocios B2B. Su gran atractivo es el hecho de que entrega al equipo de ventas clientes potenciales altamente cualificados, con un verdadero potencial de conversión.
¿Qué es el BDR?
El representante de desarrollo comercial (BDR) es un profesional de preventa que trabaja en la prospección de clientes potenciales salientes, es decir, que es un prospecto activo. Su función es similar a la del Sales Development Representative (SDR) – muchas veces, por cierto, el término SDR se utiliza en Brasil también para este profesional.
El BDR, sin embargo, tiene una función diferente debido a la naturaleza de las pistas que busca. Mientras que un SDR trata de cualificar los leads que surgen de forma más espontánea de las estrategias de inbound marketing, el BDR hace un trabajo más centrado en las nuevas oportunidades que va a buscar.
Esto permite probar nuevas estrategias y trabajar con un menor número de leads, pero que al final serán altamente cualificados y representarán ventas con un ticket medio muy superior al de un SDR.
Además, un representante de desarrollo de negocio trabaja en un segmento que sería difícil de captar mediante estrategias de entrada. Esto se debe a que se centran en clientes potenciales de nichos más específicos, especialmente en entornos de empresa a empresa (B2B).
Trabajar en preventa puede ser una de las mejores maneras de construir una carrera exitosa en ventas. Aprender a trabajar como cazador e ir en busca de nuevas oportunidades, es la parte más difícil de conseguir nuevos negocios. Saber cómo actuar como BDR puede ser increíble para aquellos que quieran trabajar en ventas en el futuro. El profesional que trabaja en el área de preventa tiene una ventaja a largo plazo.
Tras aprender a ganar nuevos clientes sin depender de otras personas, un profesional de las ventas con estas habilidades puede ser productivo y generar buenas oportunidades de venta.
¿Qué hace un representante de desarrollo empresarial?
Después de todo, ¿qué hace un BDR? La función de este profesional requiere, en primer lugar, mucho esfuerzo, dedicación y paciencia.
Mientras que un SDR trabaja en la cualificación de clientes potenciales a partir de una lista ya confeccionada, generalmente pasada por el equipo de marketing tras acciones previas de identificación de clientes potenciales, el BDR necesita crear su propia lista.
Esta necesidad no se produce por mero capricho, sino porque en general trabaja con clientes potenciales a los que las estrategias de marketing online apenas les bastan.
Imagínese, por ejemplo, una empresa que vende máquinas de inyección de plástico. Como puede ver, su nicho es muy específico, y su público aún más. Al fin y al cabo, estamos hablando de clientes corporativos, de un producto con un ticket medio elevado y cuya vida útil es de muchos años. Por lo tanto, no es un negocio común.
Por otro lado, siempre hay demanda para este tipo de negocios. Al fin y al cabo, hay miles de empresas repartidas por todo Brasil que trabajan con productos de plástico. Estas empresas son de todos los tamaños y edades. Muchos necesitan renovar su maquinaria o ni siquiera saben que hay equipos que ofrecen una mejor relación coste-beneficio.
En este contexto, la actuación de un representante de desarrollo empresarial puede marcar la diferencia. Llevará a cabo una investigación para identificar a sus clientes potenciales y establecerá el primer contacto con ellos. La mayoría de las veces, estos clientes potenciales ni siquiera conocen la existencia de la empresa que representa el BDR.
Además, en la mayoría de los casos, los líderes ni siquiera saben que ellos mismos tienen una necesidad que abastecer – en el ejemplo dado, una maquinaria más eficiente que representará mayores ganancias.
A partir de ahí, el trabajo del BDR es similar al del SDR: trata de calificar el lead y lo envía listo al equipo de ventas.
Actividades de BDR / Descripción del trabajo
La función de un representante de desarrollo comercial es generar activamente nuevas oportunidades. Hemos redactado una descripción de este puesto para facilitar su comprensión.
Objetivo
Calificar y generar nuevas oportunidades de negocio organizando reuniones para los vendedores.
Actividades
- Crear listas de clientes potenciales para prospectar, siguiendo las pautas del perfil del cliente ideal (posición, empresa, región)
- Llamar a clientes potenciales para programar reuniones comerciales
- Practicar y desarrollar habilidades comerciales – con énfasis en las relaciones humanas y a largo plazo
- Prospección comercial, gestión del seguimiento, contestación de correos electrónicos y realización de llamadas
- Utilizar el CRM para clasificar y organizar las oportunidades comerciales;
- Seguimiento y análisis de los resultados, midiendo los indicadores y comparándolos con los objetivos;
- Enviar invitaciones a los clientes potenciales y a los que están más cerca
- Garantizar la confirmación de la participación de los clientes potenciales en las reuniones
– Generar oportunidades de up sell y cross sell en las empresas
Habilidades esenciales
- Empatía
- Escucha activa
- Disciplina
- Resiliencia;
- Comunicación escrita y oral;
¿Quiere ayuda para vender más? Consulte nuestra consultoría B2B.
Estructuras de puesta en marcha
Como la mayoría de los asesores responderían a esta pregunta, la respuesta es que depende. Existen varias estructuras de encargo para los BDR. En el caso de Protagnst, los BDR reciben una comisión por reunión celebrada.
Estas reuniones, que se generan a través de una labor de prospección activa, tienen que estar dentro del perfil del cliente ideal.
Otras empresas remuneran al BDR con una comisión sobre el valor del negocio generado. Esta comisión puede ser sobre la primera mensualidad o sobre la totalidad del contrato. Todo depende de la empresa. No hay nada bueno o malo.
Sin embargo, si está pensando en crear un modelo de remuneración variable para los BDR, piense en sus necesidades y en lo que puede ofrecer. Un salario fijo + variable tiene que ser compatible con los requisitos del profesional que se busca. Además, la empresa debe tener en cuenta las comisiones de los proveedores, los impuestos y otros costes fijos y variables que conlleva el suministro de la solución.
¿Quiere ayuda para estructurar un proceso de prospección activa? Rellene el siguiente formulario y le ayudaremos.
Salario medio
Según el sitio web Glassdoor, el salario medio del Representante de Desarrollo de Negocios es de R$ 4.020,00, considerando valores fijos y variables. Vemos que muchas empresas contratan a profesionales de preventa en régimen de CLT y PJ. Por ser una actividad poco valorada, pero esencial para el desarrollo del negocio, los profesionales de esta área acaban teniendo unas ofertas iniciales con un valor fijo muy bajo y unas comisiones más agresivas.
Para el empresario, este tipo de remuneración variable es muy bueno, pero funciona como una especie de representante de ventas. Encontrar un modelo justo es el reto de cualquier director de ventas. Y Protagnst es especialista en estructurar procesos de venta y preventa.
¿Necesitas ayuda? Rellene el formulario y nos pondremos en contacto con usted.
El papel del BDR en el Account Based Marketing
¿Qué es el marketing basado en cuentas? Es un estilo de prospección activa, que se centra en las cuentas estratégicas. Antes de salir en busca de nuevas cuentas, la empresa desempeña el papel de crear listas en segmentos y áreas, que realmente tienen sentido para abrir cuentas estratégicas.
Normalmente, este tipo de prospección, ofrece muchas menos oportunidades en cuanto a volumen, ya que se trabaja exhaustivamente con cada empresa hasta conseguir una buena oportunidad de negocio. Incluso con los negativos, en el Account Based Marketing, el BDR crea otras estrategias para intentar abrir oportunidades en esa empresa.
El papel del BDR es abrir realmente estas cuentas, que pueden tener un ticket medio mucho más alto, que las oportunidades en empresas menos estratégicas.
Diferencias entre BDR y SDR
Como dijimos, en Brasil, muchas personas consideran que el trabajo del Representante de Desarrollo de Negocios y del Representante de Desarrollo de Ventas es lo mismo. Sin embargo, aunque ambos trabajan con preventas y se centran en la cualificación de clientes potenciales, hay diferencias que hacen que su trabajo sea distinto. Veamos a continuación.
Captación de clientes potenciales
Esto ya es una gran diferencia. Mientras que un profesional del SDR trata de captar y cualificar a los clientes potenciales a partir de una base ya preparada, el BDR parte de cero. Por lo tanto, su trabajo es más lento y requiere más tiempo, pero esto no es necesariamente una desventaja. Por el contrario, si se trata de un buen profesional, este punto es incluso una gran ventaja.
Un SDR suele recibir la base de contactos a partir de acciones desarrolladas previamente por el equipo de marketing, como el marketing de contenidos o el email marketing. Esencialmente, actúa como agente para hacer avanzar las campañas de marketing entrante.
El profesional recibe una lista de contactos que, de alguna manera, han demostrado previamente que pueden estar interesados en el producto o servicio que ofrece la empresa. A él le corresponde evaluar la lista, buscar el primer contacto y tratar de calificar el lead para el equipo de ventas. El problema aquí es que las listas pueden ser muy largas e incluir una serie de contactos que no convertirán.
Por otro lado, el BDR es responsable de investigar e identificar pistas por su cuenta. Hace un estudio de mercado, analiza la competencia, construye su perfil de cliente ideal y va en busca de esos clientes potenciales.
El gran beneficio de todo este trabajo está en el asertividad. Esto es así porque, desde el momento en que el propio profesional hace la captación de leads, ya tiene la seguridad de que va a contactar con alguien que realmente puede estar interesado en el negocio.
Calificación
En el proceso de prospección saliente, la cualificación se realiza antes de empezar. Esto ocurre en el momento de la creación de la lista. En lugar de generar interés y luego calificar al cliente potencial. En el marketing de salida, hacemos lo contrario.
En primer lugar, creamos la lista, calificamos a los clientes potenciales y luego generamos el interés. Por lo tanto, es importante que el BDR tenga claro cuáles son los criterios de una buena oportunidad, para ahorrar tiempo y generar buenas oportunidades de negocio.
Mayor ticket medio y mayor adherencia
Del mismo modo que un SDR trabaja a partir de una base de contactos ya preparada, su potencial de acción también está previamente delimitado. Al fin y al cabo, si el equipo de marketing reunió 100 contactos con posibilidad de conversión, significa que esos 100 nombres se ajustan a un determinado perfil.
Este perfil es razonablemente homogéneo desde el punto de vista empresarial. Debe estar interesado en un tipo de producto – o más de uno – que su empresa ofrece, y es en base a eso que el SDR actuará para calificarlo.
Esta estrategia es estupenda en las ventas B2C y también funciona en las negociaciones entre empresas. Pero, en general, funciona para las ventas medias de entradas bajas o con negocios sin mucho margen de expansión.
Por otro lado, al prospectar clientes potenciales, un BDR puede captar negocios más específicos. Ve el potencial de compra de ese eventual cliente desde el principio, y puede hacer una preventa más personalizada.
Esto hace posible que el mismo BDR negocie la venta de diferentes productos o servicios. La consecuencia es la posibilidad de aumentar las ventas y su valor medio.
Dado que estudiamos el perfil del cliente y conocemos mejor el mercado y sus dificultades, el proceso de prospección saliente genera oportunidades que se ajustan más al perfil del cliente ideal.
Esta alineación entre el perfil de la empresa y la solución conduce a menos cancelaciones, lo que hace que la empresa tenga más éxito.
Acérquese a
Como suelen trabajar con clientes potenciales entrantes, los SDR suelen tener un enfoque más suave. Al fin y al cabo, las pistas son similares a muchas con las que ya ha tratado en contactos anteriores, y ya hay una rutina que se conoce.
Como decíamos en otro artículo, el seguimiento de las tasas de conversión es muy importante para definir las estrategias de venta e incluso para planificar la gestión futura. Así, un SDR que conoce los índices de conversión puede actuar en base a ellos y saber qué camino tomar.
En cambio, con el BDR, el enfoque debe ser más incisivo. Una de las razones es que, a diferencia de los clientes potenciales que proceden de las estrategias de captación, éste probablemente ni siquiera conoce la existencia de su producto, o incluso de la propia empresa.
Por lo tanto, corresponde al BDR convencer al líder para que inicie una conversación, incluso para demostrarle que hay una necesidad que satisfacer.
Además, aunque un BDR debe seguir métodos y estrategias bien definidos, cada líder tiene sus propias características, y el enfoque deberá adaptarse a ellas.
Ventajas de tener un BDR
Más allá de la eficiencia en el uso del tiempo, contar con el trabajo de un profesional de preventa enfocado en la prospección activa puede ser un gran diferencial para las empresas cuyos clientes son otras empresas.
Aunque el inbound marketing es muy eficaz para las estrategias a largo plazo, muchas veces una empresa no puede permitirse esperar a que aparezcan estos resultados. La necesidad de aumentar los ingresos o el propio crecimiento de la empresa puede ser urgente.
Es en este momento cuando la prospección activa se hace más necesaria. Identificar a un cliente potencial, presentarle una oportunidad de negocio e intentar llevarle al proceso de compra es la función básica de un BDR.
Además del rendimiento a corto plazo, un BDR también es atractivo porque actúa en la búsqueda de cuentas estratégicas. Identifica las empresas con mayor potencial de compra o que actúan en nichos muy específicos, cuya prospección inbound difícilmente tendría el mismo éxito.
La cualificación de los leads se realiza previamente a su búsqueda. Esto hace que el proceso sea más eficiente, y las reuniones que se generan suelen ser más cualificadas que las de entrada, porque desde el principio, el BDR se centra en abrir oportunidades dentro del perfil del cliente ideal.
En el embudo de ventas salientes, primero hacemos la calificación, y luego vemos si el cliente tiene el interés. En los embudos de ventas inbound, sabemos que el cliente está interesado y sólo entonces comprobamos si se ajusta a la solución.
La retroalimentación del proceso, que se produce de forma simultánea, es esencial para que la empresa se aproveche. Permite adaptar el discurso de todos los frentes de venta a un discurso más asertivo. Prácticamente permite una validación del posicionamiento dentro de las verticales, que tienen más sentido para que la empresa actúe.
Previsibilidad de las ventas. Una vez que haya creado un proceso de negocio con prospección activa que funcione bien, puede reproducirlo y ampliarlo. Si las ventas funcionan bien, es posible escalar el área de preventa y generar previsibilidad en el tamaño del crecimiento que su empresa quiere tener.
¿Le gustaría tener un proceso de externalización de BDR? Rellene el formulario y uno de nuestros asesores se pondrá en contacto con usted.
Desventajas de tener un BDR
Entre las desventajas de invertir en este tipo de profesionales, probablemente la que más tendrá en cuenta el gestor es el coste.
Al contar con un Representante de Desarrollo de Negocios, la empresa está contando con una persona, que tiene un salario fijo y otro variable y que, si no trae el resultado esperado, puede generar pérdidas a la operación.
Como sabemos, las estrategias de marketing saliente son tradicionalmente más caras que las entrantes. Esto sucede por la forma en que se hace: es el marketing de interrupción, el que requiere insertar anuncios mientras se ve la televisión, colocar una valla publicitaria en el lado de la carretera que lleva al trabajo, etc. El enfoque es inesperado.
Un BDR funciona de la misma manera. Su prospección es activa, por lo que, tendrá la función de dirigirse a un lead que muchas veces ni siquiera conoce su empresa, y mucho menos lo que ofrece.
Llegar a esta pista exige un trabajo de investigación exhaustivo, que requiere tiempo y conocimientos. Por lo tanto, no es uno de los profesionales más baratos.
Sin embargo, como decíamos, contar con los servicios de un representante de desarrollo de negocio puede ser la forma más eficaz de conseguir nuevos negocios cuando hablamos de segmentos muy restringidos. Por lo tanto, se ajusta a la vieja pregunta: ¿es coste o inversión?
Hay que pensar: ¿sé cuál es el perfil de mi cliente ideal? ¿Tengo un proceso de prospección activo que realmente funciona? ¿Mi persona de preventa está capacitada para generar buenos contactos?
Si no tiene idea de cómo crear un proceso eficiente de externalización de preventas, rellene este formulario y le ayudaremos.
Tipos de actuación
Básicamente, hay dos tipos de actividades para los representantes de desarrollo empresarial.
El más conocido es como profesional de la venta interna, que trabaja en la generación de clientes potenciales cualificados. Es el profesional que busca identificar a los clientes potenciales para entregárselos al equipo de ventas.
Otro campo de acción para el BDR es la búsqueda de clientes de nuevos segmentos, pero para el mismo producto. Imaginemos, por ejemplo, una empresa que ofrece soluciones de comunicación dirigidas a grandes empresas, pero que pretende ofrecer el servicio de otra manera a empresas más pequeñas.
¿Es usted un profesional de las ventas internas? Entonces hable con nosotros. Protagnst es especialista en la generación de contactos B2B y siempre está abierto a nuevos talentos.
¿Quiere ampliar su cartera de clientes y aumentar sus ingresos? Protagnst es un especialista en la materia. Póngase en contacto con nosotros y descubra cómo podemos ayudarle.
BDR y el aumento de las ventas
Contar con un profesional de preventa es una inversión que toda empresa que pretenda ampliar su negocio debería considerar, especialmente en entornos empresariales B2B.
Muchos directivos ven con reservas la contratación de un representante de desarrollo empresarial. El argumento suele ser que la negociación puede ser realizada desde el principio por el representante de ventas, y que de esta manera un BDR sólo sería un gasto adicional. Sin embargo, esto es un gran error.
Siempre que se invierte en un profesional para actuar en la preventa, el retorno inmediato es la eficiencia.
Imagine, por ejemplo, que su empresa tiene un equipo de ventas que se encarga de todas las etapas: identificar a los clientes potenciales, establecer un primer contacto, iniciar una negociación y cerrar la venta. Sería estupendo si todo este recorrido fuera lineal y si cada prospecto representara una conversión, pero en el mundo real no es así.
Una buena parte de los clientes potenciales no son cualificables, al igual que una buena parte de los que sí son cualificables no pasan a una negociación. De los que avanzan, muchos presentan objeciones y renuncian al trato. Sólo una pequeña parte de los que iniciaron el viaje de compra llega a su fin.
Ahora, piense en cuánto tiempo ha perdido su equipo de ventas con clientes potenciales que no se han traducido en negocios. Y cuánto de ese tiempo podría haberse utilizado para tratar con clientes realmente dispuestos a cerrar un trato.
Con el servicio previo de un BDR, la empresa se asegura de que desde el principio está tratando con un cliente potencial cualificado. Y, además, garantiza que su equipo de ventas dedicará todo su tiempo a las ventas.
Perfil de BDR
Dado que se centra en negocios de nicho que implican un ticket medio elevado, un BDR necesita reunir una serie de características.
Una de ellas es tener un perfil analítico y una buena capacidad de investigación. Al fin y al cabo, su trabajo empieza casi desde cero: debe entender el producto que tiene que ofrecer, investigar los mercados, identificar los mejores clientes potenciales y establecer el primer contacto.
También es fundamental ser organizado y comunicativo. En primer lugar, porque la prospección activa requiere saber con quién se habla y cuál es la mejor manera de acercarse a él: puede ser a través de una llamada en frío o un correo en frío, por ejemplo.
En segundo lugar, porque un BDR en general trata con profesionales muy ocupados y con poder de decisión. Así, ser capaz de presentar el producto o servicio de forma sucinta, pero con información capaz de despertar el interés del lead, puede ser el factor que defina si la negociación procede o no.
Un BDR también debe tener, al mismo tiempo, un enfoque consultivo e incisivo. Aunque su función no es vender, sino calificar a un cliente potencial para el equipo de ventas, si la conversación no es mínimamente persuasiva, se corre el riesgo de perder ese lead. Al fin y al cabo, es posible que antes de su contacto ni siquiera supiera de la existencia de la empresa.
Al mismo tiempo, el BDR debe saber escuchar los deseos del cliente potencial para preparar el mejor camino posible para el profesional de ventas que seguirá el viaje de compra.
Por último, el perfil de un BDR incluye esa característica que se busca en todo tipo de profesionales: tener brillo en los ojos y no ser complaciente. Sepa que se escucharán muchos «no» en esta trayectoria de preventa, pero recuerde que nunca debe aceptarlos sin presentar buenos argumentos.
Cómo conseguir un puesto de trabajo como BDR
El mercado está caliente. Existen numerosas oportunidades para conseguir un nuevo empleo en el área de preventa. Protagnst contrata a muchos representantes de desarrollo empresarial, y siempre hay puestos vacantes en estas áreas.
Para conseguir un trabajo, el primer paso es prepararse. Estudiar sobre el tema. Hay varios cursos que pueden realizarse para prepararse para un puesto en el área. Además de los cursos, es importante entender qué hace un BDR antes de solicitar un empleo. La rutina es muy dura y requiere que el profesional esté muy concentrado.
Consideraciones finales
En una época cada vez más marcada por el aumento de la competencia y la búsqueda de una mejor asignación de recursos, invertir en profesionales que trabajen en preventa puede marcar la diferencia a la hora de aumentar los ingresos.
Aunque suele suponer un mayor desembolso por parte de las empresas, el resultado que pueden ofrecer los buenos profesionales acaba compensando.
Esto es especialmente interesante en los negocios de nicho o los que implican grandes sumas de dinero. En general, los clientes de estos segmentos son bastante restringidos. Por lo tanto, atraer a otros nuevos requiere mucho estudio y esfuerzo.
El BDR es el profesional que trabaja precisamente con este enfoque. Profesionales con un perfil analítico, buena comunicación y lenguaje persuasivo, son capaces de identificar clientes potenciales y calificarlos para el equipo de ventas, ganando tiempo y eficiencia.
Las empresas en fase de expansión, o las que buscan aumentar las ventas a corto y medio plazo, suelen presentar mejores resultados cuando invierten en profesionales de Representantes de Desarrollo de Negocio. ¿Qué tal si lo piensas?
Contratación de BDR outsourcing
¿Quiere aumentar sus ingresos y busca nuevos clientes? Protagnst se especializa en la generación de leads y la captación de clientes para negocios entre empresas.
Podemos actuar en la subcontratación de BDRs (Business Development Representatives) para generar reuniones cualificadas para su empresa de forma constante y predecible.
Rellene el siguiente formulario para que podamos construir, juntos, la mejor estrategia para su negocio.
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