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The 5-Minute SDR Reality Check


If I need it I have to ask, but I do get some

I work through my accounts alphabetically, by size or by industry

I focus on accounts where I have a connection or warm intro

I focus on accounts with recent activity signals (headcount, funding, leadership change, M&A, etc)

1) How do you currently prioritise which accounts to contact?

I check their website and LinkedIn company page (5 minutes max)

I look at their website, recent news, and the specific person's LinkedIn (10-15 minutes)

I identify specific business triggers, research their tech stack, understand their likely challenges, and craft personalized messaging (20-30 minutes for high-value accounts)

I don't really research - I use the same message for everyone in my territory

2) When you research an account before outreach, how specific is your approach?

Less than 1 hour - I'm constantly interrupted


How much uninterrupted "focus time" do you actually get each day for prospecting?



I do them immediately after each activity throughout the day

I batch them into one or two dedicated time blocks per day

I often forget and have to catch up at the end of the week or get nudged by my manager

I update CRM during my peak prospecting hours when I should be calling


How do you handle CRM updates and administrative tasks?



"Hi, this is [Name] from [Company]. We help companies with [generic value prop]..."

"Hi [Name], I know this is out of the blue, but I saw [specific trigger] and thought..."

I use pattern interrupts and acknowledge the awkwardness: "This might be the worst cold call today, but hear me out..." or "Quick question before I explain why I'm calling..."

I usually jump straight to asking if they have time to talk

5) When you cold call someone, how would you describe your opening?



I freeze up and usually just say "okay, should I follow up later?"

I have scripted responses but they don't always work

I'm confident handling the top 5-7 objections and can adjust based on tone

I try to avoid objections by being vague in my outreach

6) How comfortable are you handling objections?



Less than 50% - AEs often reject my handoffs

50-70% - one or two move forward from every three I book

70% or more - the majority of my meetings progress to proper opportunities

7) What percentage of your booked meetings get accepted by your AEs as qualified opportunities?



I mostly just confirm they have the problem

I ask about the problem, dig a little bit into impact and then book a meeting to explore more

I explore the problem deeply (what it costs them, who's impacted, desired outcomes), confirm authority and process, and assess urgency with specific follow-up questions

I try to book the meeting quickly before they lose interest