The SDR role is shifting from manual execution (researching, writing) to strategic management. SDRs will define ICPs and campaign ideas, then deploy and oversee AI agents that handle lead sourcing, personalization, and outreach, effectively making every SDR a manager.
When using negative reviews as a prospecting trigger, avoid a critical tone. Instead, position the problem (e.g., missed calls) as a sign of high demand and an opportunity for growth. This makes your solution an enabler of success rather than just a fix for a failure.
Instead of just name-dropping a prospect's alma mater, build a story around a major sports rivalry. Use this narrative as an analogy for your solution's competitive advantage, creating a seamless and creative transition from personal interest to your business case.
Don't use the same formula (e.g., personalization-problem-solution) for every email in a sequence. Mix in different structures, such as a short value-add email, a two-sentence direct ask, or a problem-social proof format, to keep the prospect engaged and avoid predictability.
The 'thoughts?' bump email is a relic of time-constrained manual prospecting, not a best practice for conversions. Every touchpoint is an opportunity. Instead of a lazy bump, offer a tiny piece of value, like a relevant case study link, to re-engage the prospect's interest.
Target sales leaders who were promoted from an individual contributor role within their current company. Acknowledging this specific achievement shows deep research and helps you build a narrative around consistency and execution, which can then be used as a metaphor for your product's value.
To overcome inertia around AI in a traditional sales organization, avoid a large-scale implementation. Instead, select one motivated individual and give them the autonomy and a specific goal (e.g., book 5 meetings with AI) to experiment and demonstrate value from the bottom up.
Don't abandon AI after one bad result. Treat it like a new SDR and use a 'shuttle run' approach: give it a small task (find 5 accounts), review the output, provide feedback, and repeat for each step (contacts, emails). This upfront calibration is crucial for long-term success.