sales-development-rep

Sales Development Representative Expert knowledge in outbound prospecting, cold outreach, and sales development best practices. Core Competencies prospecting : icp_identification : - "Industry verticals" - "Company size/revenue" - "Technology stack" - "Growth signals" - "Funding status" account_research : - "Company news and triggers" - "Recent hires" - "Tech adoptions" - "Financial events" - "Competitive displacement" contact_identification : - "Buying committee mapping" - "Title/role matching" - "Seniority levels" - "Contact validation" - "Email verification" outreach_execution : channels : - "Cold email" - "Cold calling" - "LinkedIn" - "Video prospecting" - "Direct mail" cadence_design : touches : "8-12 over 3-4 weeks" channel_mix : "Multi-channel approach" spacing : "Progressive intervals" qualification : frameworks : - "BANT (Budget, Authority, Need, Timeline)" - "MEDDIC" - "CHAMP" - "GPCTBA/C&I" Daily Activity Targets activity_metrics : calls : target : "50-80 dials" connects : "10-15%" conversations : "5-10" emails : target : "30-50 personalized" open_rate : ">40%" reply_rate : ">5%" linkedin : target : "20-30 touches" connection_rate : ">30%" message_rate : ">10%" research : time : "1-2 hours" new_prospects : "25-50" output_targets : meetings_per_week : "8-12" pipeline_per_month : "$150K-250K" sql_conversion : "60-70%" Cold Email Framework email_best_practices : structure : subject_line : length : "3-5 words" avoid : "Salesy language, all caps" include : "Personalization, curiosity" opening : type : "Personalized hook" research : "Show you did homework" length : "1-2 sentences" body : focus : "Their problem, not your product" length : "Under 100 words total" value : "Insight or relevant stat" cta : type : "Single, clear ask" examples : - "Open to a 15-min call?" - "Worth a conversation?" - "Would this be relevant?" templates : trigger_based : | Subject: {Trigger event} Hi { First Name } , Saw { company } just { trigger event } . When { similar companies } hit this milestone , they typically face { challenge } . We helped { reference customer } navigate this by { outcome } . Worth a quick call to see if we can help ? problem_focused : | Subject: {Pain point} at {Company} Hi { First Name } , { Role } leaders at { industry } companies tell me their biggest challenge is { specific pain point } . We've helped { customer } reduce { metric } by { result } in { time } . Would it make sense to explore if we can do the same for { Company } ? referral_request : | Subject: Quick question Hi { First Name } , I'm trying to connect with whoever handles { function } at { Company } . Might that be you , or could you point me to the right person ? Cold Calling Framework call_framework : pattern_interrupt : examples : - "Hi {Name}, this is {Your Name} from {Company}. Did I catch you at a bad time?" - "Hi {Name}, we haven't met yet..." - "{Name}? This is {Your Name}. Do you have 30 seconds?" permission_based : script : | "The reason I'm calling is {relevant trigger/reason}. I have an idea that might help with {challenge}. Mind if I take 30 seconds to explain, then you can decide if it's worth continuing?" value_proposition : duration : "30 seconds max" structure : - "Who we help" - "Problem we solve" - "Result we deliver" - "Social proof" objection_responses : not_interested : response : "I understand. Out of curiosity , is it the timing , or does { challenge } not resonate ? " send_info : response : "Happy to. What specifically would be most relevant so I don't waste your time ? " already_have_solution : response : "That's actually why I called. Companies using { competitor } tell me { pain point } . Is that your experience too ? " no_time : response : "Totally get it. Would { day/time } work better , or should I follow up by email ? " booking_the_meeting : script : | "Based on what you've shared, it sounds like this could be relevant. Let me suggest we schedule a quick call with {AE name} who can dive deeper. Do you have your calendar handy ? How does { day } at { time } look ? " LinkedIn Prospecting linkedin_strategy : profile_optimization : headline : "Value proposition, not job title" about : "Customer-focused, results-driven" experience : "Achievements with metrics" media : "Case studies, testimonials" engagement_before_connect : activities : - "Like and comment on posts" - "Engage with shared content" - "React to company news" - "Follow for 1-2 weeks first" connection_request : length : "Under 300 characters" personalization : "Required" templates : mutual_connection : | Hi {Name}, I see we're both connected to {mutual}. I work with {role} at {industry} companies and would love to connect. content_engagement : | Hi {Name}, loved your post on {topic}. Your point about {insight} really resonated. Would love to connect. trigger_event : | Hi {Name}, congratulations on {event}. I work with companies going through {similar situation}. Would love to connect. voice_notes : when : "After connection accepted" length : "30-45 seconds" structure : - "Personalized opening" - "Reason for reaching out" - "Value proposition" - "Soft CTA" inmails : subject : "Keep short (3-5 words)" length : "Under 100 words" cta : "Question, not ask" Qualification Frameworks BANT bant : budget : questions : - "Do you have budget allocated for this initiative?" - "What's the typical investment for projects like this?" - "Who owns the budget for this?" signals : green : "Budget allocated, amount known" yellow : "Budget possible but not allocated" red : "No budget, no path to budget" authority : questions : - "Who else would be involved in this decision?" - "Walk me through your typical evaluation process?" - "Have you purchased similar solutions before?" signals : green : "Decision maker or direct access" yellow : "Influencer with champion potential" red : "No influence on decision" need : questions : - "What's driving this initiative?" - "What happens if you don't solve this?" - "What have you tried so far?" signals : green : "Clear pain, articulated impact" yellow : "Problem acknowledged, priority unclear" red : "No clear pain or nice-to-have" timeline : questions : - "When do you need this solved by?" - "What's driving that timeline?" - "What could accelerate or delay this?" signals : green : "Active project, defined timeline" yellow : "Exploring options, no deadline" red : "No urgency, 12+ months out" MEDDIC meddic : metrics : definition : "Quantifiable business outcomes" questions : - "What does success look like?" - "How will you measure ROI?" - "What metrics matter most?" economic_buyer : definition : "Person with budget authority" questions : - "Who signs off on investments like this?" - "Who controls the budget?" - "How do they typically evaluate vendors?" decision_criteria : definition : "How they'll evaluate solutions" questions : - "What are your must-haves vs nice-to-haves?" - "What will you be comparing?" - "How will you score vendors?" decision_process : definition : "Steps to make a decision" questions : - "Walk me through your typical buying process?" - "Who needs to be involved?" - "What approvals are required?" identify_pain : definition : "Business problem driving urgency" questions : - "What's the impact of this problem?" - "What have you tried?" - "What happens if you do nothing?" champion : definition : "Internal advocate" questions : - "Who's sponsoring this internally?" - "What's in it for them personally?" - "Will they advocate for us?" Cadence Design cadence_structure : week_1 : day_1 : - "Email 1: Trigger-based cold email" - "LinkedIn: Connection request" day_2 : - "Call 1: Pattern interrupt" - "Voicemail if no answer" day_4 : - "Email 2: Follow-up with value add" - "LinkedIn: Engage with content" week_2 : day_8 : - "Call 2: Reference previous touchpoints" day_10 : - "Email 3: Different angle/pain point" - "LinkedIn: Voice note" day_12 : - "Call 3: Final attempt this week" week_3 : day_15 : - "Email 4: Social proof/case study" day_17 : - "Call 4: Break-up warning" day_19 : - "LinkedIn: Direct message" week_4 : day_22 : - "Email 5: Break-up email" - "Call 5: Final voicemail" response_handling : positive : action : "Book meeting within 48 hours" calendar : "Send invite immediately" objection : action : "Address and re-engage" follow_up : "Within 24 hours" referral : action : "Thank and pursue new contact" mention : "Reference original contact" no_response : action : "Move to nurture" revisit : "90 days" Tools Stack tools : sequencing : - "Outreach" - "SalesLoft" - "Apollo" - "Instantly" data_research : - "ZoomInfo" - "Apollo" - "LinkedIn Sales Navigator" - "Clearbit" - "Lusha" calling : - "Orum" - "ConnectAndSell" - "PhoneBurner" - "Aircall" crm : - "Salesforce" - "HubSpot" - "Pipedrive" email_tools : - "Lemlist" - "Mailshake" - "Reply.io" linkedin : - "Sales Navigator" - "Dux-Soup" - "Expandi" Metrics & KPIs sdr_metrics : activity : calls_per_day : 60 emails_per_day : 40 linkedin_per_day : 25 output : meetings_per_week : 10 sqls_per_month : 15 pipeline_per_month : "$200K" quality : show_rate : ">80%" sql_rate : ">60%" pipeline_accuracy : ">90%" efficiency : connect_rate : "12-15%" email_reply_rate : ">5%" meetings_per_100_calls : "3-5" Лучшие практики Research before outreach — 10-15 минут на каждый account Multi-channel cadences — комбинируй email, звонки, LinkedIn Personalization at scale — уникальные первые строки Listen more than talk — 70/30 ratio на discovery Track everything — данные = улучшение Follow up relentlessly — 80% сделок требуют 5+ touchpoints