Monday: planning the week against the numbers
A good week starts with a plan, not a dial list. On Monday the SDR and the campaign lead review last week's activity, conversations and meetings against the targets agreed in the campaign plan. They look at which segments responded, which messages landed and where conversations stalled.
From there they set the week's priorities: which accounts to work, which sequences to launch or pause, and which follow ups are due. If you have flagged a new product, an event or a hiring push, it gets built into the plan here rather than bolted on midweek.
- Review last week's conversations and meetings against target
- Agree the account list and segments for the week
- Confirm which sequences start, continue or stop
- Note any client updates that change the messaging
Research before outreach
Most of the quality in outbound comes from work nobody sees. Before a contact is called or emailed, the SDR confirms the business fits the ideal customer profile, finds the right decision makers and looks for a reason to reach out now. That might be a new site opening, a leadership change, a funding announcement or a tender.
This research is what separates a relevant message from a generic one. It also protects your brand. A prospect who receives a sharp, well informed call remembers the company behind it, even if the timing is not right today.
The daily outreach rhythm
From Tuesday to Thursday, most SDR time goes into live outreach. A typical day blends calling blocks, email and LinkedIn touches, and follow up on anything that came in overnight. Calling blocks are scheduled for the times decision makers are most likely to pick up, which for many Australian B2B buyers is early morning and late afternoon.
The channels work together. A prospect might see a LinkedIn connection request, receive a short email that references something specific to their business, and then get a call two days later. Each touch makes the next one warmer.
- Focused calling blocks with no distractions
- Personalised email and LinkedIn steps in each sequence
- Same day replies to every positive or curious response
- Notes logged in the CRM after every meaningful conversation
Handling replies and booking meetings
When a prospect responds, speed matters. A good SDR replies within hours, answers the question that was asked and moves toward a short discovery meeting with a clear purpose. They qualify against the criteria you agreed, so your account executives are not spending time on meetings that were never going to progress.
Every booked meeting should come with a handover note: who the person is, why they agreed to talk, what they care about and any objections raised. Your sales team should walk into the meeting knowing the context, not starting from scratch.
Friday: reporting and refinement
At the end of the week the team reports on what happened and what it means. At Bee2B this is The Hive Report, a weekly summary covering activity, conversations, meetings booked, pipeline created and the lessons from the week. The point is not to show busy work. It is to show what is working, what is not, and what will change next week.
Refinement is where an outsourced team earns its keep. If one industry is responding well, more effort moves there. If a subject line is underperforming, it gets tested against a new version. Small weekly adjustments compound across a quarter.
What you should expect from the partnership
You should never have to chase your outsourced SDR team for information. Expect a regular cadence of updates, direct access to the people running your campaign and honest commentary when results are slow. Expect questions too. A team that asks about your recent wins, lost deals and product changes is a team trying to sell like an insider.
You should also expect compliance to be handled properly. Email outreach in Australia must meet the Spam Act 2003, which means messages are sent with consent, clearly identify the sender and include a working unsubscribe option. Calls to business numbers are generally permitted, but they should always be professional and respect any request not to be contacted again. This is general guidance, not legal advice.
How Bee2B runs this for you
Bee2B builds and runs outsourced SDR teams for Australian B2B companies. In week one we work through Campaign Architecture with you, a strategy workbook covering your business, numbers, clients, competitors, sales process and ideal customer profile. Your campaign goes live within two weeks, and from then on you receive The Hive Report every week so you can see exactly what your team is doing and what it is producing.