- Poor prioritisation is the SDRs deathspiral! - Make an entrance on day 1 of your sequence - Add a maximum of 15 people to your sequence everyday to avoid wacky spikes and troughs - Create your buyer persona matrix using high, low, and no priority - Learn the way to deal with the "contact me in 3 months" prospects that works shockingly well - Learn the basics of the agoge sequence strategy that got Outreach to over $100 million in ARR

1. &
In This Together Series
“Using Prioritization and Sequence Strategy to
get More Qualified Opportunities”
Sam Nelson, SDR Leader at Outreach
Ken Amar, SDR Manager at Outreach
hello@salesimpactacademy.co.uk
Sales & Marketing Leaders
Webinar will be live at
4pm UK Time
presents

2. Agenda
● Prioritization
○ Prioritizing accounts
○ Prioritizing prospects within an
account
● Sequence Structure
○ Outbound
■ High Priority
■ Low priority
○ Post Engagement
■ Types
■ FUPs
■ Future FUPs

3. Prioritization

4. Prioritization Death Spiral
SDR focuses time in wrong
places
Poor performance
An inaccurate idea of what
they are doing wrong

5. Prioritizing Accounts

6. Know who is most likely to
buy & be a good customer

7. Prioritizing Prospects
Within an Account

8. SDR AE OPS Marketing Training Misc.
VP of Sales Development VP of Sales
VP of Sales
Operations VP of Marketing
VP of Sales
Enablement Owner
Senior Director of Sales
Development
Director of
Sales
Director of Sales
Operations
Director of
Marketing
Director of Sales
Training Co-founder
Director of Business
Development Sales Manager
Director, Sales
Operations
Demand
Generation
Director, Sales
Enablement CEO
Inside Sales Manager RVP Sales COO
Marketing
Director
Sales
Enablement
Manager
Sr. Vice
President
SDR Team Lead
Regional
Director of
Sales
Sales Ops
Manager
Marketing
Manager
Sales Training
Manager
Vice
President
Regional Director of
Business Development
Sr. Sales
Manager
Sales Operations
Manager
National
Marketing
Manager Sales Trainer
Director of
Strategy
Business Development
Manager Sales VP
Business
Operations
Manager
Content
Strategist
General
Manager
Business Development
Director
Territory
Manager
Sales Engineering
Consultant
VP of
Innovation
Business Development
Rep Sales Director Data Operations VP of HR
Senior AE
Operations
Analyst
VP Customer
Success
AE CTO
Make a matrix that
defines titles and
break it into 3 tiers

9. High Priority
Prospects that can
become an immediate
Opportunity

10. 10
Prioritization by Title
SDR AE OPS Marketing Training Misc.
VP of Sales Development VP of Sales
VP of Sales
Operations VP of Marketing
VP of Sales
Enablement Owner
Senior Director of Sales
Development Director of Sales
Director of Sales
Operations
Director of
Marketing
Director of Sales
Training Co-founder
Director of Business
Development Sales Manager
Director, Sales
Operations
Demand
Generation
Director, Sales
Enablement CEO
Inside Sales Manager RVP Sales
Sales Engineering
Manager
Marketing
Director
Sales
Enablement
Manager
Sr. Vice
President
SDR Team Lead
Regional
Director of Sales COO
Marketing
Manager
Sales Training
Manager Vice President
Regional Director of
Business Development
Sr. Sales
Manager
Sales Operations
Manager
National
Marketing
Manager Sales Trainer
Director of
Strategy
Business Development
Manager Sales VP
Business
Operations
Manager Content Strategist
General
Manager
Business Development
Director
Territory
Manager
Sales Engineering
Consultant
VP of
Innovation
Business Development Rep Sales Director Data Operations VP of HR
Senior AE Operations Analyst
VP Customer
Success
AE CTO
Agoge Sequence

11. Lower Priority
Prospects that can get
you closer to an
immediate opportunity

12. 12
Prioritization by Title
SDR AE OPS Marketing Training Misc.
VP of Sales Development VP of Sales
VP of Sales
Operations VP of Marketing
VP of Sales
Enablement Owner
Senior Director of Sales
Development Director of Sales
Director of Sales
Operations
Director of
Marketing
Director of Sales
Training Co-founder
Director of Business
Development Sales Manager
Director, Sales
Operations
Demand
Generation
Director, Sales
Enablement CEO
Inside Sales Manager RVP Sales
Sales Engineering
Manager
Marketing
Director
Sales
Enablement
Manager
Sr. Vice
President
SDR Team Lead
Regional
Director of Sales COO
Marketing
Manager
Sales Training
Manager Vice President
Regional Director of
Business Development
Sr. Sales
Manager
Sales Operations
Manager
National
Marketing
Manager Sales Trainer
Director of
Strategy
Business Development
Manager Sales VP
Business
Operations
Manager Content Strategist
General
Manager
Business Development
Director
Territory
Manager
Sales Engineering
Consultant
VP of
Innovation
Business Development Rep Sales Director Data Operations VP of HR
Senior AE Operations Analyst
VP Customer
Success
AE CTO
Automated Sequence

13. No Priority
Don’t touch these
prospects

14. Prioritization by Title
SDR AE OPS Marketing Training Misc.
VP of Sales Development VP of Sales
VP of Sales
Operations VP of Marketing
VP of Sales
Enablement Owner
Senior Director of Sales
Development Director of Sales
Director of Sales
Operations
Director of
Marketing
Director of Sales
Training Co-founder
Director of Business
Development Sales Manager
Director, Sales
Operations
Demand
Generation
Director, Sales
Enablement CEO
Inside Sales Manager RVP Sales
Sales Engineering
Manager
Marketing
Director
Sales
Enablement
Manager
Sr. Vice
President
SDR Team Lead
Regional
Director of Sales COO
Marketing
Manager
Sales Training
Manager Vice President
Regional Director of
Business Development
Sr. Sales
Manager
Sales Operations
Manager
National
Marketing
Manager Sales Trainer
Director of
Strategy
Business Development
Manager Sales VP
Business
Operations
Manager Content Strategist
General
Manager
Business Development
Director
Territory
Manager
Sales Engineering
Consultant
VP of
Innovation
Business Development Rep Sales Director Data Operations VP of HR
Senior AE Operations Analyst
VP Customer
Success
AE CTO
Do Not Touch

15. Prioritization Top to Bottom, Left to
Right
15

16. The Agoge Playbook
(GOOGLE THIS for a step-by-step)

17. Sequence Strategy

18. Outbound

19. High Priority

20. 20
Old Sequence The Agoge Sequence
Email #1
Opening Email
Open Rate
29%
Reply Rate
1.8%
vs Open Rate
41%
Reply Rate
4.5%
Email #2
Follow up Email
Open Rate
33%
Reply Rate
4.2%
vs Open Rate
44%
Reply Rate
6.5%
Email #3
Follow up Email
Open Rate
29%
Reply Rate
2.6%
vs Open Rate
32%
Reply Rate
6.0%
Email #4
New Auto Email
Open Rate
23%
Reply Rate
1.4%
vs Open Rate
37%
Reply Rate
2.9%
Email #5
Follow up Email
Open Rate
24%
Reply Rate
2.7%
vs Open Rate
28%
Reply Rate
3.5%
Email #6
Follow up Email
Open Rate
23%
Reply Rate
2.2%
vs Open Rate
26%
Reply Rate
2.2%
Email #7
Breakup Email
Open Rate
18%
Reply Rate
1.1%
vs Open Rate
36%
Reply Rate
4.0%

22. Personalization
Break
Emotion
Hail Mary
Emotion
Personalization
Break
Best Template
Pattern Interrupt/Urgency
SDR Decides Next Step

23. Lower Priority

25. Load balancing

26. Consistent Activity

27. Post-Engagement

28. Referral Sequence

30. Referral Sequence
has a 54% reply
rate!

31. Old Opportunities

32. Reaching Out to Lost Opportunities
Our Sequence

33. FUPs

34. REPLY
Replying to a prospect...

36. FUP SEQUENCEREPLY
Replying to a prospect...

38. FUP SEQUENCEREPLY
HEAD TAIL

40. CENSORED
Make First Email a Reply Email
(That’s really the only difference)

41. Future FUPs

42. Choose Date and
Time

43. Respond mentioning
that THEY said this
would be a good
time to connect.

44. Q & A