SDR

Articles about SDR

• SDR Playbook: A Complete Guide to AE and SDR Teamwork and AI — A playbook is an agreement between the people who open conversations and the people who close them. This guide covers roles, channels, handoff, scorecard, AI tools and selling time, with public data and its limits.
• Cold Email Reply Rate Benchmarks: Why the Published Numbers Disagree — Hunter measured 4.5% across 31 million emails sent in 2025. Other vendors publish figures far above and below that. Here is what each one counts, and how to set your own baseline.
• AI SDR: What the Evidence Actually Supports, and What It Cannot — The adoption figures behind the AI SDR debate are from 2024 and measure implementation, not results. The verifiable buyer data points the other way. Here is the split test to run before you sign anything.
• Cold Email Follow-Up: A Nine-Day Plan, and When to Stop — Three messages roughly double replies against one, and the returns fall away after that. Here is a four-message follow-up plan with the wording, plus the deliverability and legal limits that decide whether any of it lands.
• Discovery Call Questions for SDRs: Five That Make the AE Handoff Easy — The median SDR holds ten first meetings a month and converts six. Here are five questions and a six-field record that give an AE something they cannot reconstruct themselves.
• Cold Call Opening Lines: Why "Did I Catch You at a Bad Time?" Backfires — Gong measured this opener twice, six years apart, and got 0.9% and 2.15%. It lost both times, but the size of the penalty is unknown, and the sentence is the smaller lever anyway.
• The Account Brief Your Rep Actually Needs — Most reps think data-heavy prep means they're ready - but what belongs in a sales account brief is a clear point of view, not a pile of facts.
• The Account Brief Your Rep Actually Needs — Most account briefs are twelve pages of noise nobody reads - here's exactly what belongs in a sales account brief that actually gets used.
• The Daily Shortlist: Why Your Reps Should Start the Day With Ten Names, Not a Dashboard — Your reps aren't lazy - they're drowning in dashboard data instead of dialing, and switching to a daily rep work queue of ten names fixes that faster than any CRM upgrade.
• Personalization Is Not Knowing Their Alma Mater — Personalization at scale isn't about knowing your prospect's alma mater - it's about knowing what's happening in their business right now and leading with that.
• From Evidence to Opening Line: The Anatomy of an Insight — Most cold outreach opening lines fail because they're built backwards - here's the anatomy of a great cold outreach opening line that actually earns replies.
• The Career Page Is the Most Underrated Sales Document on the Internet — Reading job postings for sales prospecting turns a company's career page into a free, real-time strategy document that most SDRs completely ignore.
• What a Person Engages With Tells You More Than What They Post — Reading engagement as buyer intent on LinkedIn leads most SDRs astray - here's how to track what prospects actually consume, not just what they react to.