Outbound Prioritization Playbook
How to make a system for prioritization on your SDR team in an afternoon
Prioritizing effectively may be the most important skill in cold outbound prospecting. However, managers have a hard time coaching it because it has historically been hard to measure.
Fortunately, if SDR workflows are packaged into sequences, it’s actually pretty easy to measure and you can easily create a system to make an ideal prioritization strategy clear for reps.
Four steps:
Define every department you sell into, and list out every prospect title an SDR might run into under each one.
Order titles from most to least important
Color code each title as High Priority: Can become immediate opportunity, Lower Priority: Can get you closer, and No Priority: Waste of time..
Then, if you don’t have it already, create a sequence with the Agoge Sequence structure for the high priority prospects. And another sequence with the agoge structure (minus calls and manual steps) for the lower priority. Ignore prospects who are a waste of time.
Managers can then dive into any sequence, filter by SDR, and see what types of prospects are in each one to audit where SDRs are focusing their time. Generally, the traditional agoge structure will be ~10 minute time investment for prospect put in it, and the agoge structure with no manual steps or calls is ~10 second time investment per prospect. Even a small number of prospects aligned to the wrong strategy can waste a huge amount of time.
If you watch the recording and use the templates provided, you can create a sheet that clarifies prioritization for all the SDRs on your team in an afternoon. This can also just as easily be done by an ambitious SDR
Do this. This can make a tremendous difference on your team really fast.
Post about why this is important: Why this is Important
Webinar Recording: Outbound Prioritization Playbook
Slides: Outbound Prioritization Playbook Slide Deck
Article: The Agoge Playbook: A No-Huddle Offense for SDR Teams
Additional Resources: