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.