The brief
The SDR team was strong, but the day was lopsided: four hours of research, ninety minutes of selling. Leadership had benchmarked against high-performing teams and the gap was clear — top SDRs spent more time in conversation, not in spreadsheets.
Templated outbound was off the table. The brand and the buyer wouldn't tolerate it. The team wanted account-led, signal-aware, hand-crafted outreach — at the volume that actually moves pipeline.
What we built
- Account discovery against custom signals (funding, hiring, stack moves, leadership change)
- Per-account dossier surfaced in the rep's tab before they open the sequence
- First-touch drafted with the rep's voice and rationale baked in
- Sequence with multi-channel triggers (email → LinkedIn → calling)
- Inbox warming + deliverability monitoring (no spam fold)
- Performance dashboard by segment, persona, and rep
Results
- Pipeline created up 3.4× in the first 90 days
- Positive-reply rate up to 12% from a baseline of 3.4%
- Each SDR now covers the prospecting work of three pre-launch
- Time-to-first-meeting cut by 11 days on average
“We didn't want more emails sent. We wanted more meetings booked with the right people. The build delivered exactly that — and the team finally has time to actually sell.”