This video outlines a daily schedule designed to maximize productivity for Sales Development Representatives (SDRs). The speaker, Connor Murray, presents a structured approach that incorporates email outreach, cold calling, strategic prospecting, and CRM management, aiming to help SDRs consistently meet and exceed their quotas. The schedule emphasizes pre-work preparation and strategic time blocking to minimize wasted time and maximize efficiency.
Structured Daily Schedule: A consistent daily schedule, even with interruptions, significantly improves SDR performance. The proposed schedule includes dedicated time blocks for specific tasks.
Time-Zone Strategy: Cold calling prospects during their early morning hours (in their respective time zones) increases the likelihood of connecting.
"Coiling the Spring": Prioritize pre-work preparation (list building, script/template creation) to streamline daily outreach, enabling higher volume with less wasted time.
AB/AB Cadence: This alternating email/call sequence to segmented prospect lists enhances engagement and response rates. The segmentation is based on persona (job title, industry, etc.).
Protecting SDR Time: Recognize that not all meetings are mandatory; prioritize activities directly impacting key performance indicators (KPIs).
The proposed schedule is an 8 a.m. to 5 p.m. workday. Time blocks include: 8:00 a.m. to 9:30 a.m. (emailing), 10:00 a.m. to 12:00 p.m. (cold calling), 12:00 p.m. to 1:30 p.m. (lunch and reset), 1:30 p.m. to 3:00 p.m. ("coiling the spring"—strategic prospecting, CRM cleanup, planning), and 3:00 p.m. to 5:00 p.m. (late-day cold calls and optional LinkedIn outreach). Friday's schedule is slightly different, with more time allocated to cold calling and less to other activities.
The speaker suggests cold-calling prospects in time zones where it's early morning for them. This increases the chances of connecting before they become busy with meetings, resulting in a higher answer rate.
"Coiling the spring" refers to the pre-work preparation done before starting the day's outreach. This involves building prospect lists, crafting targeted email templates and call scripts, and generally preparing all the necessary materials so that the actual outreach can be done efficiently and effectively without interruptions.
The AB/AB cadence involves dividing your prospect list into two groups (A and B). Group A receives an email on Monday, a follow-up on Wednesday, and calls on Tuesday and Thursday. Group B follows the opposite pattern. This strategy helps to maintain consistent contact without overwhelming prospects and maximizes response rates by providing both email and call touchpoints.
