SDR and BDR calling playbook: prospecting and AE handoff

Decide what belongs in today’s queue

SDRs and BDRs both need a reason for each attempt. Keep an account-priority view in your CRM and export the eligible contacts for the next calling block. A tier-one account with a relevant business event may deserve attention before a title-only record, but a company announcement is not proof that a particular person owns the issue.

Before import, reconcile existing stop requests, duplicates and known bad numbers. Record the list source and the reason for contact in your authoritative system. DialBreeze applies its internal DNC list, quiet hours and attempt caps; it does not certify the legal eligibility of a purchased list. Have the business review the campaign, recording choices and any message permissions before starting.

SDR trigger research and AE handoff

Record the source and date of a trigger: a funding announcement, an office expansion or a relevant hiring notice. Verify that it relates to the contact’s role. The opener should describe what you actually know, then ask whether the issue is relevant. If the trigger is thin, acknowledge the uncertainty or research the account further instead of inventing an event.

A useful AE handoff contains the trigger, the prospect’s stated responsibility, timing, existing tooling, a constraint the next person should not ignore, and the agreed meeting slot. Confirm these facts with the prospect. Optional generated notes use fixed, real-estate-tuned fields; they are not a configurable B2B qualification framework.

The SDR or BDR sends the agenda through the team’s own email and calendar tools. DialBreeze does not create a calendar invitation or update an account map automatically. Choose the closest of the fixed call dispositions, then retain the qualification detail in a note or your CRM.

Give fresh prospects and promised callbacks separate blocks

One possible staffing pattern is fresh prospect research and calls in the morning, second attempts or missed-meeting follow-up later, and promised callbacks in a dedicated afternoon window. These are planning examples, not product-enforced hours or evidence that a particular daypart will convert best.

Start a requested callback with the question the prospect agreed to discuss. Do not force it through the cold introduction again. Keep the person’s local time and the business’s reviewed calling policy in view; a preferred team schedule does not override eligibility or a stop request.

Choose a reviewed sequence rather than pretending the dialer schedules it

The former BDR example used five attempts over twelve business days. The former SDR example used touches on days 1, 3, 6, 9, 13 and 17, mixing calls with a separately sent email and, only where permitted, voicemail. They are alternative planning examples, not success benchmarks or instructions to contact every person six times.

Set any sequence in the team’s actual campaign process after reviewing the source, channels and permissions. DialBreeze’s attempt caps limit attempts; they do not schedule custom email touches or implement a five- or six-touch campaign stop. End the campaign earlier when the person declines or asks not to be contacted. A future review needs a real reason and an agreed date.

Make outcomes useful to the next person

A referral should name the role and context without implying endorsement the prospect did not give. A wrong-persona conversation can inform account research, but verify the information before creating another contact. Do not misstate affiliation or turn a vague suggestion into a warm introduction.

Use a dated task for a requested callback. After a missed meeting, offer the same agenda and another time without guilt. The earlier examples suggested revisiting a no-show within five business days and moving two silent misses to nurture; those are team policy choices, not automated dialer rules. Respect the prospect’s response instead of treating a policy as permission to keep calling.

Keep line count separate from qualification

Breeze uses one line; Jetstream supports up to three. Multi-line operation does not supply a new qualification script or remove responsibility for campaign review. If another line answers while the caller is occupied, it is not held for a second agent; the configured disconnect behavior applies.

Evaluate an initial batch with synthetic contacts before importing real prospects. Check the fixed outcome, the manual note and the due date on the task. If an external CRM receives results by signed disposition webhook, inspect its receiving record too. There is no native two-way CRM synchronization to assume.

Measure the handoff your team actually delivers

Compare trigger-led and title-only lists using the same definitions and review period. Useful questions include whether the right person joined, whether the agenda was clear and whether the agreed next action happened. Reconcile meeting attendance in the calendar or CRM rather than deriving it from a positive call disposition.

Set your own baseline for conversations, accepted meetings and follow-ups. This guide does not promise a meeting rate or a revenue result. Keep calling eligibility, recording and message decisions with the business’s qualified reviewers; this operational playbook is not legal advice.