Sdr Playbook

The SDR Workflow

┌─────────────┐    ┌──────────────┐    ┌─────────────┐    ┌──────────────┐    ┌─────────────┐
│  1. Target   │───▶│  2. Research  │───▶│  3. Outreach │───▶│  4. Follow-up│───▶│  5. Book     │
│  Account List│    │  & Qualify    │    │  First Touch │    │  Sequence    │    │  Meeting     │
└─────────────┘    └──────────────┘    └─────────────┘    └──────────────┘    └─────────────┘

Phase 1: Build Your Target Account List

Goal: Identify companies that match your ICP (Ideal Customer Profile).

Tools: search_companies, get_company_profile

Steps

1. Define your ICP criteria: industry, company size, location, growth signals
2. Use search_companies to find matching companies
3. Use get_company_profile to validate each company against ICP
4. Score and rank accounts by fit

ICP Scoring Framework

Output Format

## Target Account List
| # | Company | Industry | Size | Score | Rationale |
|---|---------|----------|------|-------|-----------|
| 1 | Acme Corp | Fintech | 200-500 | A | Series B, hiring 5 engineers, ICP match |

Phase 2: Research & Qualify Prospects

Goal: Find the right people at target accounts and gather personalization data.

Tools: search_people, get_profile, search_posts, get_company_profile

Steps

1. For each target account, search_people for decision-makers and champions
2. get_profile on top matches — check title, tenure, background
3. search_posts to find their recent LinkedIn activity
4. Build a personalization brief for each prospect

Who to Target (Decision Matrix)

Prospect Research Brief

For each prospect, compile:

## [Name] — [Title] at [Company]
- **LinkedIn:** [URL]
- **Tenure:** [X years in role]
- **Previous:** [Past companies/roles of note]
- **Recent activity:** [Summary of last 3-5 posts or engagement]
- **Personalization hooks:**
  - Posted about [topic] on [date]
  - Previously worked at [company you know]
  - Connected to [mutual connection]
  - Company just [raised funding / launched product / hired for X]
- **Recommended approach:** [Champion / Economic buyer]
- **Opening angle:** [Specific personalization for first touch]

Phase 3: First Touch Outreach

Goal: Make a personalized first contact that gets a response.

Tools: send_invitation, send_inmail, create_campaign

Channel Selection

Connection Request Framework (max 300 chars)

[Observation about them] + [Lightweight reason to connect]

Examples:

• "Saw your post on [topic] — sharp insight about [specific point]. Building in the same space and would love to follow your thinking."
• "Noticed [Company] is scaling the [team] — went through the same at [my company]. Happy to share what worked for us."
• "[Mutual connection] mentioned you're exploring [problem area]. We just solved this for [similar company]."

Rules:

• No pitch in the connection request. Ever.
• Reference something real and specific
• Keep under 250 characters (leave buffer)
• No links, no "I'd love to add you to my network"

InMail Framework

Subject: [Short, specific, curiosity-driven — under 40 chars]

[1-2 sentences: Observation about them or their company]

[1-2 sentences: Bridge to your relevance]

[1 sentence: Low-commitment ask]

Track Everything

Use create_campaign to track your outreach cohort. Tag by account tier, persona, or messaging angle.

Phase 4: Follow-Up Sequence

Goal: Stay top of mind without being annoying. Convert attention into meetings.

Tools: list_conversations, get_messages, send_message, get_campaign_stats

Cadence

Follow-Up Message Templates

Follow-up 1 (Day 5): Add value, don't ask

Thanks for connecting, [Name]. Saw [Company] is [doing X] —
we just published a case study on how [similar company] approached this.
Thought it might be useful: [insight, not link]

Follow-up 2 (Day 10): Soft ask

Quick question — is [specific problem] on your radar this quarter?
We've been helping [type of company] with this and I had a thought
that might be relevant to [Company].

Breakup (Day 17): Last touch, no guilt

[Name] — I'll stop bugging you. If [problem area] ever becomes a priority,
I'm here. Meanwhile, your post about [topic] was great — shared it with my team.

Inbox Management

Use list_conversations daily to:

1. Check for responses to outreach
2. Prioritize hot replies (interested, asking questions)
3. Flag objections for handling
4. Track non-responders for follow-up cadence

Phase 5: Book the Meeting

Goal: Convert interested prospects into scheduled calls.

Meeting Ask Framework

When a prospect responds positively:

1. Acknowledge their response specifically
2. Propose a specific time (not "when are you free?")
3. Set expectations for what the call covers (15-20 min)
4. Make it easy — suggest 2-3 specific slots

Great to hear [problem] is a priority. Happy to walk through
how [similar company] solved this — takes about 15 minutes.

Would Thursday 2pm or Friday 10am work?

Objection Handling

KPIs to Track

Use get_campaign_stats to monitor:

Daily SDR Routine

Morning (30 min):
1. Check inbox — respond to hot replies immediately
2. Review campaign stats — identify what's working
3. Send follow-ups due today

Midday (45 min):
4. Research 5-10 new prospects
5. Send first-touch outreach
6. Engage with target prospects' content (3-5 comments)

End of day (15 min):
7. Update campaign tracking
8. Queue tomorrow's follow-ups
9. Note any objections or insights

Learn More

• Prospecting tools: https://crispy.sh/features/prospecting
• Outreach tools: https://crispy.sh/features/outreach
• Safety Calculator: https://crispy.sh/tools/safety-calculator
• All 43 tools: https://crispy.sh/tools