The ULTIMATE SDR Daily Schedule for Tech Sales Success

[@ekkamailax]

when you have thousands of sent messages on linked in, cold email sequences, etc.. how do you manually keep track of making sure you're following up with everyone (after the automated sequences are sent)? How do you manually manage hundreds of conversations with prospects who respond? Thanks

[@MattMacnamara]

Hopefully, the tool you are using to automate outreach is integrated with your CRM to keep track of your activity…is this the case?

[@TonyMoze]

@@MattMacnamarathere’s a tool that tracks LinkedIn emails? Maybe initial connection can be trackable on SalesLoft but what about after that?

[@venkatcc1]

Hire an assistant😂

[@ppphair]

THIS HAS TO BE THE BEST MOST INFORMATIVE AND MOTIVATIONAL SDR VIDEO ON KZbin PERIOD

[@MattMacnamara]

Thanks for watching and the kind words. The SDR role is tough, but so important in the sales career.

[@yasminsaciid6913]

Factsssss

[@sophianasa7950]

Literally learned more than I did compared to the hours on social media

[@philipbowe6252]

#1 most important thing to be a successful SDR. Get HYPED UP! you need to be in that mode

[@MattMacnamara]

Got that right!

[@RegalRexus]

This is MONEY, starting my first ever Tech Sales role soon, and will apply this immediately.

[@MattMacnamara]

hope it helps! good luck!

[@Goilism]

Yeah me too bro. This video helped me getting prepared!

[@MurderersRow315]

I can't say thanks enough for this video. I color coded my schedule and built it around almost all of these components. What a huge difference in my productivity and in how I feel! Thank you!

[@MattMacnamara]

Glad it helped!!!

[@TonyMoze]

You’re basically saying my daily job. I’m an SDR. I’ll share this to my SDR network who is relatively new or don’t know of these tips. Great video! 😎

[@MattMacnamara]

Thanks Tony, awesome stuff. Thanks for sharing the video!!!

[@harrylane2699]

I have 2 comments: 1) a 30 minute SDR meeting every day is a waste of time. 2) if you want to reach people of VP level and up, you should call between 8-9 am. That's when they're not yet in a 1000 meetings but may still pick up.

[@MattMacnamara]

Great advice

[@AndrésPeraltaSegura]

SDR ARE ONLY FOR THE BEST PEOPLE. Let's gooo 🏆

[@MattMacnamara]

Thanks for watching and commenting

[@TheAmazinRaven1]

Return of the Mack is a BOP & an excellent song choice for that purpose omg you legend

[@MattMacnamara]

It’s my jam

[@VerySmartPrincess]

This is the first video i'm seeing from you and I'm subscribing!

[@MattMacnamara]

Thanks for subscribing!

[@AvianceSade]

Look man thank you for gettin straight to business!

[@MattMacnamara]

Absolutely. Thanks for watching and commenting!

[@harjotkaur2130]

Thank you so much for posting this

[@MattMacnamara]

thanks for watching and commenting!

[@sassygirl7031]

I’m in Realestate and I will follow this schedule. Very good! Appreciate you getting right to the value. 🔥🔥

[@MattMacnamara]

Thanks for watching and subscribing

[@treninajohnson3304]

I personally like listening to 'Everybody Mad' by OT Genasis! Lol. Great content!

[@MattMacnamara]

I'll give this a listen this week before my calls!

[@treninajohnson3304]

@@MattMacnamara please let me know what you think! It's really the chorus that gets ya goin! Lol

[@prashantpandey4787]

I'm new to the SDR role and this piece of knowledge is very useful! Will follow this schedule and improve myself in this field. Thanks Matt!

[@MattMacnamara]

Hope it helps. Thanks for watching and commenting!

[@romaro_c]

Im gonna have to try Return of the Mack. My wife and I used to turn that up all the time. 🤣 I can definitely see it shifting the mood for work. 💯

[@MattMacnamara]

It’s so good!

[@RomanKiritsev]

Really insightful. The narrative is structured and it helps to get the information in order. Very professional.

[@MattMacnamara]

thank you!

[@jduring4250]

Some of the most valuable content out there, keep it up man

[@MattMacnamara]

thanks for watching...appreciate it!

[@brandonbelgrad4718]

Good video. I’m an inbound only BDR who is being ramped up, so my tasks or super light.I’m worried I’m not working enough as I do 7:30-3:30 with a 30 min lunch break(I call European companies as well as Americans). I’m really locked in during the day, but feel like I can give more hours although there is nothing to do

[@MattMacnamara]

Are you hitting your quota? If so, no need to work more hours

[@brandonbelgrad4718]

@@MattMacnamarayeah, but I actually just found a way to get more work on my plate(that will positively impact how much I get paid) so I’m doing 7-4 30 min break

[@MurderersRow315]

Thanks!

[@MattMacnamara]

Thanks!

[@MoAli-wm4of]

Just came across your channel today and this was the first of your vids that I checked out. Had to take a moment to drop this comment, after subbing and addin a like to this vid in particular. Its very rare that a YT vid captures my attention, but your perspective, delivery and content overall are a standout vs. your contemporaries who often add a bunch of fluff or end up tangential ... hands down man ... glad I stumbled across ur channel and look forward to watchin more of ur content. Keep up the hard work man ... im a bit older than you if i had to guess and its nice for me to see younger guys with a laser focus, bein results driven and put all the bs to one side while getting down to business ... more often than not its gonna end in knockin shut outta the park .... again, mad props and respect from marine park bk nyc

[@MattMacnamara]

thanks for leaving this comment...appreciate it!

[@nicholascoates8651]

This is super super helpful as someone who is graduating soon and newly interested in sales. Seems like landing that entry role is my current hurdle but this is knowledge is definitely going to make me more confident and seem more educated in interviews

[@MattMacnamara]

You’ll do well in the interviews…good luck

[@joseparedes380]

You are the best one dude.

[@MattMacnamara]

thanks for commenting !!!!!

[@di-nn7yo]

Return of the Matt

[@MattMacnamara]

that's it!

[@SiYeY3]

Great video, helps a lot

[@MattMacnamara]

Glad you liked it!

[@thesmithsdiaries6769]

I appreciate your video. I feel so burnt out today. I'm going to plan today for my success tomorrow

[@MattMacnamara]

Get some sleep and try to close your computer at 5pm and not think about work

[@tinaf600]

OMG that's one of my husband's favorite song too LOL 😂

[@MattMacnamara]

It’s a jam

[@JGill46]

Love this! On my second SDR role with a company I have been with for a month. Loving this company and 1 of the 2 SDRs. What do you use for your calendars?

[@MattMacnamara]

I just use my outlook calendar

[@EMDNT]

starting my first SDR role tomorrow!!!

[@MattMacnamara]

Good luck this week!!

[@Puchiblogsmedia]

The schedule is very good now. Can we put it in a way I can use it for my company I handle retail real estate and media.

[@MattMacnamara]

Not sure what you are asking

[@CailonMoshiri]

Return of the Mack😂😂 I love that song!

[@MattMacnamara]

It’s the best

[@briantisby7051]

Love the video, at what time of the day are you prospecting for new leads to call?

[@MattMacnamara]

Between 4-5

[@micahbinns2740]

I'm a recruiter and I work for a recruiting comp 99% virtual). not a staffing agency...we have to connect with candidates and find clients & we spend an hour a day in a meeting...and 30 minutes on Monday and Thursday because that is our regional meeting...Friday is required and that is like a game (Pictionary type stuff any game you can think of that can be done virtually) and that is required which is an hour....To me that actually kind of ruins my momentum and then I find myself less motivated

[@MattMacnamara]

you guys play a board game on Fridays?

[@micahbinns2740]

@@MattMacnamara hour every friday called "Friday fun" we can only getvout of it if we have particular scheduled calls...we all are virtual...so guess this music song, take a picture of your desk and guess whose it is, " Take a picture if your refrigerator and guess whose it is?" Any game you can think of lol

[@MattMacnamara]

@@micahbinns2740 LOL

[@bahjatsafuraa6196]

Already watch this 5x... tq

[@MattMacnamara]

Thanks for watching the video!!

[@josephirvingcrisologo]

Very practical and informative ❤

[@MattMacnamara]

Thanks Joseph!

[@rebeccalevy8015]

Love this, thanks for the tips!

[@MattMacnamara]

Absolutely Rebecca!

[@geneheath9422]

I have different type of ICP and have one main vertical, which is behavioral health and addiction centers. I have to spend an hour or 2 to add at least 10-15 new companies and 20-30 new contacts on my CRM. Where do I squeeze that in my calendar????

[@MattMacnamara]

4-5 pm…I’d do that at the end of the day as prep for “tomorrow”

[@valeriiashliapnikova5650]

Love that!

[@MattMacnamara]

thanks for watching and commenting!

[@DeanCollett]

Great Video but I have a question. Love the cold calling and cold emailing block, but how do you manage this along side cadences and how do you determine what is a cold email/call and what do you put into a cadence?

[@MattMacnamara]

I'm not quite following the question...the calls and emails would be part of a cadence

[@SDRCultureDotCom]

Always keep your SDR Muscles toned for life.

[@MattMacnamara]

it's a must to survive!

[@skepticalalien]

If they fire her, do they get to avoid paying severance… or paying unemployment? Is this why this is really happening? They quoted her performance when it sounds like they over-hired. Good on her for taking them to task.

[@MattMacnamara]

Agreed!

[@robertrogers5948]

Greetings, Matt. And Chat. Do you recommend sending a video with or instead of a typed email? (vidyard, etc.) Thanks for your input!

[@MattMacnamara]

I'd go written email over video

[@robertrogers5948]

@@MattMacnamara Thank you!

[@MattMacnamara]

no problem @@robertrogers5948

[@trollgawdt6915]

Hey Matt! Very great information. I’ve been researching about breaking into sales as an SDR for a minute. I have been working as tech support for 5 yrs so I’m great at break/fix technical stuff. How easy is it to transfer from the tech support side to the tech sales side? I’m used to calling outbound and inbound all day because that is what I do anyways . Again great content and I feel very confident in breaking into tech sales with this video.

[@MattMacnamara]

not sure how easy it will be...I think you can def use that experience to your advantage. Does the company you work at now have SDRs?

[@trollgawdt6915]

@@MattMacnamara they have sales engineers but they do not have SDRs

[@RealJoelBanx]

My motivational song is kendrick Lamar Count me out or Jeezy Seen it all.

[@MattMacnamara]

I’m adding these to the list

[@multenin]

Yes agreed

[@jackduggan6138]

A lot of this is true. However, if you are also involved in live chat and in an "emerging market" (Think LATAM or APAC), it can be hard to just work 9-5... Doesn't always work.

[@MattMacnamara]

An SDR would handle live chat?

[@jackduggan6138]

@MattMacnamara yes, in my organisation we get hot inbound leads, work on warm lost projects, live chat and inbound phone line.

[@MattMacnamara]

never heard of that before...how do you like the live chat part @@jackduggan6138

[@jackduggan6138]

​@MattMacnamara I actually like it quite a lot. It gives you a view into other regions and often allows you to get bigger deals that you wouldn't have otherwise gotten

[@rickip2813]

Great video! Is 300-400 dials per day using rapid dialing to much to handle for a beginner??

[@MattMacnamara]

With a a dialer, no

[@landajb6878]

If I could give you 100 likes, I would. Really practical daily in the life.

[@MattMacnamara]

Glad you liked the video. Thanks for watching!

[@HubertKuliński-l3i]

Yo sir, I'm a BDM in Outsourcing IT industry. I need to generate leads first. How much time would you spend on generating it before making cold calls or mails?

[@MattMacnamara]

I would just pull phone numbers from a data intelligence tool like a UpLead or Zoominfo...you can do that in minutes and start calling/emailing.

[@dinoquijote]

What are some color recommendations?

[@MattMacnamara]

Whatever colors you like

[@user-nq4hw5eb9d]

I appreciate the content! This question may be more pertinent to a closing role, but what approach would you take when speaking with a prospect with an impressive background that may question your credibility? For example, speaking with the CPO of a fortune 500 company that has years of industry experience or the CTO about cloud solutions? Luckily my company has dedicated teams that can consult in these specific situations but I find that some prospects will write you off quickly based on age or a lack of industry experience. Not sure if you’ve experienced this but would love to hear your thoughts! Thanks!

[@MattMacnamara]

This comes back to your tone and how you conduct your calls. These people don’t expect you to know everything. Going into a call, they are automatically going to question your credibility because the chance is high that they hate salespeople. Coming to each conversation prepared and roping in the right resources will get you the respect

[@michaelbenjamin2903]

That's The Song Bro!!!!

[@MattMacnamara]

That’s it!!!

[@addarshchandrasekar628]

Thanks Matt for another awesome schedule breakdown! How do you send 30 personalized emails (during the cold emailing hour) knowing it takes a lot longer to craft each one?

[@MattMacnamara]

I use the same email framework and just have to tweak a few things that are easy to find to make it personalized…my latest cold email video posted last week walks through that framework

[@addarshchandrasekar628]

@@MattMacnamara Thanks! I'll take a look at that video!

[@kingsontherise5835]

What is your conversion rate usually when cold calling? How many of these actually convert selling a high-ticket software need?

[@MattMacnamara]

When I was an SDR, it was 19%, which is good but not great.

[@kingsontherise5835]

@@MattMacnamara just wondering because the average conversion rate is 1-5% in B2B. How did you manage to get the 19% conversion rate? Seems like you found the right target market! Just for clarification, are you saying out of 100 cold calls 19 of these people actually become customer or 19 interested leads?

[@MarieLoughlin-t2u]

Lavon Ridge

[@MattMacnamara]

who is that?

[@micahmorgan433]

I’m looking at Dwight from The Office tv show in a different light now.

[@MattMacnamara]

Hahaha

[@RealJoelBanx]

Return of the Mack before cold calls is nasty work 😂

[@MattMacnamara]

😂

[@lasjames7516]

holy shit, a dayinthelife video that isn't 95% taking a jog, cooking brunch, and walking a dog

[@MattMacnamara]

😂

[@natalie9884]

Former teacher me can never complain about a job again. (D1 athlete back in the day, so we have thick skin, too)

[@MattMacnamara]

my mom is a teacher....this isn't a harder job in America right now, outside of being a cop, than being a teach...congrats on making the switch

[@Skunkgoosefly123]

Matt, good stuff. But my company has no CRM. I have to spend time finding prospects to call, and search for their emails. What’s your solution or schedule for this. Oh and I am the ACcount exec too lol. I’ve got to do it all

[@MattMacnamara]

You might not like the answer to this question, and I don’t have the full context for your job, but I’d be looking for another place to work. There’s certain things you need to have to be successful in 2023…if your company isn’t going to invest in tools needed to sell, I’d leave.

[@martinlutherkingjr.5582]

In what sense do you color code your calendar?

[@MattMacnamara]

I color code it so when I look at my calendar I can easily assess my day

[@martinlutherkingjr.5582]

@@MattMacnamara But what about it do you color code? Do you make optional events green and non-optional events read? And boring events yellow? Or is it just random?

[@botongzhao6265]

Hi mate，do u think if it’s possible for cutting this down a bit if the meeting with merchants are relevant tho, also, regarding leads gen, any suggestions tho, if SDRs need to work on that

[@MattMacnamara]

I'm not quite following the question

[@AppleTime-xx7jf]

From 4-5 what are you using to find prospects to cold call and email ?

[@MattMacnamara]

Zoominfo + LinkedIn

[@RahulNandwani-d2m]

Hey Matt, this is great but quick question, when do you find the time to do your qualification meetings? Seems like your day is all filled up with prospecting and outreach haha

[@MattMacnamara]

they would be sprinkled throughout the day...I should have included them in the video

[@RahulNandwani-d2m]

Do you have any advice/tips/best practices on when to schedule these meetings or how to fit them into my day best? Thank you !@@MattMacnamara

[@the_hamzarashid]

How to kee track of these manually or automated sent connection request?

[@MattMacnamara]

I manually keep track of connection requests in Salesforce.

[@tashaannelopez3483]

If it’s such a taxing role, why do people want to do it?

[@MattMacnamara]

good question...most of the time, you have to do it. It's an entry level sales role into a company. If you don't have a ton of relevant closing experience, you will need to start as an SDR

[@SIFON5CS]

If you can get through it you will be able to sale anything. Most salespeople go on to become millionaire entrepreneurs bc of the experience and discipline.

[@KaitoKasai]

If you can master this role, it’ll set you up for success by honing the skills, mental fortitude, and work ethic to succeed in any other sales role. It opens the door for your next evolution.

[@SIFON5CS]

@@KaitoKasai would you recommend job hopping after getting real good performance in one company to a company who would pay you more for that same experience and even sharing accolades and achievements with said company that way you can negotiate pay🤔

[@KaitoKasai]

@@SIFON5CS ​​⁠As more options become available to you, I’d say it’ll be good to find better opportunities to both learn more and grow your income. But, during your time at the first company, it’ll be good to collect data on things like your closing percentage (or set-to-close ratio) and how much revenue you have generated for the company. Compliments are great too, but sales recruiters want to see numbers. So, the more data you have on your performance, and the better those numbers are, the better. Wherever you go, you want to perform well enough and stay there long enough to collect great data to prove to your next employer that you have what it takes to perform.

[@JosephVasquez-o5v]

Upton Canyon

[@MattMacnamara]

who is that.

[@JerrellCilek-u6x]

Gottlieb Court

[@MattMacnamara]

who is that.

[@DonnaOdom-v8b]

Luettgen Roads

[@MattMacnamara]

thanks for watching and commenting!

[@IAmTheAnswerer]

I love your videos but I wish this one didn't have music. I like your videos without music. The music is distracting and unnecessary, I just want to hear you speak.

[@MattMacnamara]

Thanks for the feedback

[@sosa-sales]

Where is prospecting on this schedule?

[@MattMacnamara]

Prospecting was most of this schedule lol. Did you watch the video?

[@MattMacnamara]

The whole schedule was prospecting…

[@carlosparedesvilchez4165]

😮42 calls, how many were answered by leads...???

[@MattMacnamara]

depends on the day...with mobile numbers, 3-4 would pick up out of 40 calls

[@ServiceOphelia-z3x]

Runte Shores

[@MattMacnamara]

thanks for watching and commenting!

[@lamarquescoleman9747]

What’s a SDR

[@MattMacnamara]

Sales development rep

[@dreamycalculator]

crazy :D

[@MattMacnamara]

Thanks for watching and commenting!

[@AironGTheBroker]

But what if you wanna be the 🐐

[@MattMacnamara]

Michael Jordan is already the 🐐

[@JayBarrios-n3g]

Bonnie Pike

[@MattMacnamara]

thanks for watching and commenting!

[@bhsc-f7l]

Kirlin Ferry

[@MattMacnamara]

who is that?

[@RomaraB]

This was overly insightful, thanks!

[@MattMacnamara]

Thanks for watching and commenting!!

[@dabiz4272]

What a random song lol

[@MattMacnamara]

It’s random but amazing

[@MarquitaYoon-x8x]

Tod Creek

[@MattMacnamara]

who is that.

[@christopheryoder8292]

#email0forLife

[@MattMacnamara]

Got that right

[@hmdfaiz7743]

New follower here! You just get auto like and auto subscription from me. Great video, Keep inspiring :)

[@MattMacnamara]

thanks for subbing!

[@Coffeetimenow]

If u do this in Brazil u got fired 😂 take a break for no reason

[@MattMacnamara]

you can't take breaks in Brazil?

[@Coffeetimenow]

@@MattMacnamara for a very good reason yes u do, u can't take a lot of breaks the entire day..

[@freight_train13]

AE here. Stealing tips as my prospecting as gotten super stale and I never was an SDR (thank god it seems awful).

[@MattMacnamara]

I agree. AE>SDR, been an AE for past 3 years…the SDR role is grueling

[@Goilism]

Is it important to post on e.g. LinkedIn with the private profile for social selling? I don't feel comfortable doing this as this is my private page. Would it be bad not to do this?

[@MattMacnamara]

private profile? like you personal profile? I post with my daily.