The SDR Leader Playbook
The Operating System for SDR Managers
Most SDR managers get handed a team, a quota, and a dashboard — and are told to figure it out. No playbook. No training. No definition of “good.”
We built the manual we wish we had:
Systems you can run Monday
Frameworks to coach with Friday
Playbooks, rituals, and tools
Stories from the field
Every chapter solves real problems SDR leaders face under pressure: hitting pipeline, coaching reps, aligning with AEs, scaling outbound, and building culture.
Whether it’s your first team or your fifth, this playbook shows you how to move from firefighting to frameworks — from hustle to habits that multiply.
WHAT’S INSIDE
→ 80+ pages.
→ 40+ frameworks.
→ 20+ real-world case studies.
Built, broken, and rebuilt across SDR teams from 1 → 45+, from scrappy startups to global orgs, from $0 pipeline to $700M acquisitions.
Chapter 1: Why Most SDR Teams Fail
Why firefighting feels normal, the beliefs that break managers, and how to shift from hustle to systems.
Chapter 2: Installing the SDR Leadership OS
The BBRA loop, coaching flywheels, and how to start fast with systems that stick.
Chapter 3: Team Design & Role Architecture
AE:SDR coverage models, motion-to-model fit, funnel math, and org design traps.
Chapter 4: Targeting & ICP Clarity
3T tiering, ICP filters, buyer maps, and messaging altitude.
Chapter 5: Outbound Execution Systems
Sequence spines, reply loops, call review systems, funnel pacing, and tuning cadences.
Chapter 6: Hiring & Onboarding
4 traits that predict success, interview scorecards, onboarding blueprints, and AE-readiness ladders.
Chapter 7: Coaching & Development
TRACE funnel coaching, Skill vs Will matrix, scorecards, CARE conversations, and growth paths.
Chapter 8: Data-Driven Leadership
Lead vs lag vs leverage metrics, funnel forecast math, dashboard design, and inspection rhythms.
Chapter 9: Tech Stack & Tools
Core stack, AI use filters, signal systems, hygiene audits, and tool-to-system mapping.
Chapter 10: Culture & Standards
Values ladders, drift risk maps, recognition/accountability grids, and culture compounding loops.
Chapter 11: Alignment & Influence
AE/SDR ownership tables, campaign sync rhythms, GTM visibility ladders, and alignment checklists.
Chapter 12: Leadership Leverage & Sustainability
Leader OS calendars, delegation ladders, growth trackers, and career leverage maps.
Every chapter includes frameworks, case studies, features, and checklists you can install immediately. No theory. No fluff. Just the stuff that actually works.
OTHER WAYS WE CAN HELP YOU
1
BOOTCAMP
Learn everything you need to build high-performance SDR teams.
2
COACHING
Get exclusive mentoring from experts in SDR leadership and strategy.