BDRs in 2025: How Strategy, AI, and Multi-Threading Are Shaping Success


New research from 6sense, led by @Kerry Cunningham and @saraboostani, confirms what high-performing sales teams already know: Even in the age of AI agents, BDRs still play a critical role in revenue growth.
Their impact goes far beyond setting meetings — BDRs are shaping pipeline, driving strategic engagement, and adapting to AI-powered selling environments.
Here’s what the data shows about where the BDR function is headed in 2025.
BDR Teams Are Expanding — Even With AI on the Rise
Despite predictions that AI would shrink BDR teams, the opposite is happening:
- 58 percent of BDR teams grew over the past year.
- Teams that use AI and those that don’t are expanding at the same rate, proving AI is an accelerator, not a replacement.
- The BDR function is evolving from volume-based outreach to precision engagement with in-market accounts.
Multithreading Leads to Higher Performance
BDRs who engage multiple personas within an account see significantly stronger results.
- 90 percent of BDRs now multithread, up from 83 percent last year.
- BDRs who engage at least two personas hit 104 percent of quota, compared to lower performance for single-threaded outreach.
- The best teams balance effort — multithreading effectively without over-investing in small deals.
AI Is Boosting Productivity, Not Replacing BDRs
AI is making BDRs more efficient — not eliminating the need for them.
- 62 percent of BDR teams use AI tools, up from 53 percent last year.
- AI adopters see higher quota attainment than those who don’t use AI.
- The most widely used AI tools include:
- Email writing assistance
- AI-powered call transcription and coaching
- Automated email response tools
Support and Training Drive BDR Success
BDRs who feel supported and well-trained consistently outperform those who don’t.
- BDRs who report feeling supported consistently outperform their peers by 15%.
- More training leads to higher performance. Even an additional six hours of training makes a measurable difference.
- The top request from BDRs? Better contact and intent data to fuel their outreach.
What This Means for Revenue Leaders
BDRs are a long-term investment in predictable, scalable pipeline. To maximize their impact, leaders should:
- Invest in Training and AI Enablement. The right support and tools drive better results.
- Encourage Strategic Multi-Threading. Align efforts with deal size and key stakeholders.
- Recognize BDRs as Revenue Builders. BDRs aren’t just setting meetings; they’re accelerating deals.
For organizations that rely on outbound sales, the message is clear: The BDR function is evolving, and leadership needs to evolve with it.
Comments
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