This video details an SDR (Sales Development Representative) daily schedule designed to improve efficiency and results in B2B tech sales. Connor Murray, a former SDR and current Enterprise Account Executive, shares his schedule's structure, rationale, and optimization strategies.
Connor Murray highlights three key reasons for a daily routine: it provides daily structure and eliminates the need for daily planning, saving mental energy and reducing stress and anxiety; it gives a reference point to measure results and understand why certain outcomes occur; and it improves the SDR's internal brand, offering a clear process to discuss during performance reviews or layoffs, and potentially leading to promotion opportunities.
The ABAB email and call cadence involves alternating emails and calls to two different prospect lists (Group A and Group B) on alternating days. For example, on Monday, email Group A; Tuesday, email Group B; Wednesday, call Group A and email Group A (follow-up); Thursday, call Group B and email Group B (follow-up); and Friday, email Group A and email Group B (follow-up) etc. This simple cadence builds consistency and volume.
Connor Murray suggests that the best time window for sending sales emails is between 8:00 a.m. and 9:30 a.m. This timeframe increases the likelihood of prospects reading emails before their day gets fully underway.
Optimization of the SDR schedule involves several strategies: increasing the volume of emails and calls once comfortable with the process; strategically targeting accounts and industries based on better potential; split-testing email templates and follow-up emails to improve response rates; improving cold call scripts; and leveraging time zones for better call connection timing.
The video doesn't present "the best" schedule as a single, universally applicable solution. Instead, it advocates for a personalized, adaptable approach. The core recommendation is an ABAB email/call cadence, alternating between two prospect lists (Group A and Group B) with emails and calls on alternating days. However, the specific timing and tasks within that framework (e.g., whether to prioritize emails or calls in the morning) should be adjusted to fit individual preferences and company needs. The video provides a sample schedule used by the speaker, which includes dedicated email and call blocks, and time for planning the next day's activities. This serves as a model, not a prescribed, rigid structure.
