The Classic Sales & Marketing Tug-of-War
Sales wants more leads. Marketing wants their sourced leads to be followed up with. And stuck in the middle? The BDR team.
BDRs play one of the most critical roles in the revenue lifecycle. They take leads from marketing, provide the first sales touch at the top of the funnel, and then pass qualified opportunities over to AEs. When this process works, pipeline flows seamlessly. But when it doesn’t? It’s a frustrating mess of bad data, missed follow-ups, and lost revenue.
The BDR Challenge: Too Many Hurdles, Not Enough Support
Despite their importance, BDRs often face operational roadblocks that make their job harder than it should be. Common challenges include:
- Bad data – missing key lead details, outdated information, or duplicate contacts.
- Leads routed incorrectly – getting assigned to the wrong territory or rep.
- Leads already being worked – handed off to a BDR even though an AE is actively engaging them.
- Customer account leads – marketing-sourced leads that already belong to existing customers.
If these inefficiencies aren’t addressed, BDRs waste time chasing the wrong people, missing high-intent prospects, and struggling to hit their targets. 85% of businesses say sales and marketing alignment is the biggest opportunity for improving performance. (LinkedIn, Moments of Trust)
This is where RevOps changes the game.
How RevOps Empowers BDRs for Success
RevOps exists to align sales and marketing, streamline processes, and ensure BDRs get the right leads at the right time. Here’s how RevOps can directly impact BDR success:
1. Prioritizing the Right Leads
Not all leads should be treated equally. RevOps helps BDRs focus on high-scoring activities (like demo requests or pricing inquiries) over lower-intent actions (such as content downloads). This ensures BDRs are engaging leads at the right stage of their journey.
2. Setting Up SLAs for Clarity
RevOps assigns Service Level Agreements (SLAs) between marketing and sales to define response times, lead follow-up expectations, and pipeline metrics. This removes confusion and ensures BDRs have clear instructions on what to prioritize.
3. Ensuring Clean Data & Seamless Tech Integrations
RevOps oversees the entire tech stack, ensuring that data moves smoothly between marketing automation platforms and CRMs. This means no more bad data, duplicate leads, or routing errors that slow BDRs down.
4. Instant Lead Notifications with Context
A lead comes in—what happens next? RevOps automates instant alerts via Slack, email, or CRM notifications with key details on where the lead came from. Campaign context is crucial—knowing that a lead came from an event vs. a product page visit can drastically change the first-touch messaging.
5. Prebuilt Sequences & Sales Enablement
RevOps ensures that BDRs don’t have to start from scratch every time. By preloading templates and sequences into sales enablement tools (like Apollo.io, Outreach or Salesloft), BDRs can immediately engage with leads using the right messaging. For example, a demo request automatically gets routed into a sequence focused on setting up the call.
The Power of Alignment: RevOps + BDRs = Revenue Growth
BDRs are the bridge between marketing and sales. But without the right processes in place, that bridge can collapse under inefficiencies. RevOps strengthens this connection, ensuring that BDRs are working with clean data, prioritized leads, and automation that makes their job easier—not harder.
How RenderTribe Can Help
At RenderTribe, we specialize in RevOps strategy and execution to help teams eliminate operational friction and scale revenue efficiently. Whether you need better lead routing, sales enablement tools, or full RevOps alignment, we’ve got you covered.
Ready to streamline your BDR process and drive revenue growth? Let’s chat.
