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