Day in the life of a
BDR/SDR teams

The average SDR/BDR wastes 3-4 hours a day chasing data, manually prepping lists, and logging call notes. Top-performing reps automate their entire workflow, from morning prospecting to end-of-day reporting, so they can focus on what drives results: more conversations, better pitches, and hitting quota.

See the differenceBook a Demo

1. Morning Prospecting
& Call Blocks

Before Momentum

Manual Prep, Guesswork Messaging

  • SDR spends 30–45 minutes digging in Salesforce, LinkedIn, Gong to prep lists.
  • Messaging inconsistent — some SDRs use the new ROI pitch, others stick to old intros.
  • No visibility into which openers actually convert.

After Momentum

Smart Prep + Messaging Signals

  • AI-generated Account Briefs delivered in Slack/Teams: key contacts, recent interactions, open opportunities.
  • Signals detect which intros perform best (“ROI framing” → 27% higher connect rate).
  • SmartClips auto-curated into “Top Openers of the Week” → SDRs copy proven talk tracks instantly.
Effect
SDRs spend time dialing, not researching. Every rep benefits from the top 10%’s best practices.

2. First Connect / Discovery Conversation

Before Momentum

Multitasking Chaos

  • SDR juggling note-taking, script adherence, and buyer engagement.
  • Forgets to ask qualifying questions (budget, authority, timeline).
  • Compliance slips (forgetting disclaimers or mandatory talk tracks).
  • Next steps often vague or missing.

After Momentum

Signal Capture + Compliance Monitoring

  • Momentum listens live and flags:
    • Qualification criteria (budget, pain points, decision process).
    • Compliance signals: required disclosures, security disclaimers, opt-in statements.
    • Objections or competitor mentions.
  • Autopilot updates Salesforce instantly:
    • Opportunity → Qualification Summary (pain + need + urgency).
    • Contact → Role, sentiment, champion/blocker.
    • Event → Call summary + next step captured (“Send case study, schedule AE demo by Friday”).
  • Slack alert to SDR/manager: “Compliance statement not delivered — follow up required.”
Effect
Every discovery call is consistent, compliant, and fully documented. SDR can stay focused on the buyer.

3. Post-Call CRM Hygiene

Before Momentum

Hours of Admin, Incomplete Data

  • SDR manually types call notes, often forgetting key details.
  • CRM hygiene varies wildly across team — “budget” field left blank 50% of the time.
  • Managers and AEs don’t trust CRM → pipeline inflated with junk.

After Momentum

Automated CRM Entry

  • 100% of required fields populated automatically — no skipped budget, no missing champion, no blank next steps.
  • Multi-object writeback: Opportunity, Account, Contact, Event all updated in one pass.
  • Audit-ready summaries created for compliance.
  • SDR just reviews a Slack nudge.
Effect
CRM becomes a single source of truth, without slowing SDRs down.

4. SDR → AE Handoff

Before Momentum

Weak, Incomplete Handoffs

  • Notes passed like: “They’re interested in a demo.”
  • AE walks in blind, rediscovers pain points, frustrates buyer.
  • Conversion rate on SDR meetings low → AE skepticism.

After Momentum

Automated Handoff Briefs

  • Handoff Brief auto-generated at meeting booked:
    • Prospect’s goals, challenges, objections.
    • Competitor mentions.
    • Qualification criteria confirmed (budget, authority, timeline).
    • SmartClips: “Here’s the moment prospect explained pain.”
  • Brief sent into AE’s Slack + Salesforce → zero info lost.
Effect
AEs show up informed, meetings convert, and trust between SDRs and AEs skyrockets.

5. Coaching & Continuous Improvement

Before Momentum

Limited Feedback

  • Managers shadow 1–2 calls a week, not representative.
  • SDRs rarely hear what “good” sounds like.
  • Ramp inconsistent — some SDRs hit quota quickly, others stall.

After Momentum

Coaching Dashboards + SmartClips

  • Every SDR call scored on: opener effectiveness, qualification thoroughness, compliance adherence, objection handling.
  • Coaching dashboards show progress.
  • SmartClips auto-curated: “Best Objection Handling of the Week,” “Top Cold Call Intros” → used in training & self-coaching.
  • Compliance dashboards show which SDRs consistently meet process requirements.
Effect
Coaching is scalable, objective, and tied to outcomes. Ramp time cut in half.

6. Midday Signals & Alerts

Before Momentum

Issues Missed Until Too Late

  • No way to track trending objections.
  • Competitor mentions hidden in notes.
  • Compliance failures discovered retroactively.

After Momentum

Real-Time Signal Routing

  • Objection signals
  • Competitor signals
  • Compliance signals
  • Alerts routed to Sales, Marketing, Enablement, Product, or SDR leader in Slack/Teams.
Effect
SDR org stays aligned and compliant; issues addressed same day, not weeks later.

7. End of Day Reporting

Before Momentum

Activity-Centric Metrics

  • SDR judged by # calls and meetings booked.
  • Quality invisible.
  • Manager reports activity volume to VP, not conversion likelihood.

After Momentum

Signal-Based Reporting

  • Daily Slack summary.
  • Data automatically feeds into Salesforce dashboards → pipeline quality is visible.
Effect
SDRs measured on quality, compliance, and conversion impact, not just activity.

Strategic Outcomes for SDRs

Focus
Before Momentum
After Momentum
Prospecting
Manual prep, inconsistent openers
AI briefs + SmartClips of best openers
Discovery
Missed fields, non-compliant, vague next steps
Full CRM writeback + compliance signals + captured next steps
CRM Hygiene
Incomplete, error-prone
Autopilot autofill across Opportunity/Account/
Contact/Event
Handoff
Notes light, low AE trust
Rich Handoff Briefs + SmartClips
Coaching
Manager shadowing, anecdotal
Coaching dashboards + curated clip libraries
Alerts
No real-time view
Signals for objections, competitors, compliance
Reporting
Activity-only (calls booked)
Quality-based (qualified meetings, objection trends)
Stop Managing by Intuition.
Start Leading with Momentum.
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