SDR FLOW
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SDR FLOW
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Three foundational frameworks define modern B2B buying.
Analyst-grade is what satisfies them.
Analyst-grade is a research standard derived from the recognized frameworks of modern B2B buying: Gartner's buyer enablement, Forrester's demand-unit waterfall, and the buyer-readiness model. Resolved to a single prospect as a Dossier, it triangulates account context, buyer psychology, stakeholder dynamics, qualification evidence, engagement strategy, and counter-thesis risk. Built from those frameworks, it meets or exceeds the rigor of Tier-1 ABM intelligence, and SDR Flow produces it selectively and repeatably while your team keeps execution in-house.
Identifies six "buyer jobs" buying groups must complete before purchase: problem identification, solution exploration, requirements building, supplier selection, validation, consensus creation. Sellers win by helping buyers complete these jobs.
Treats the buying committee as the unit of demand, not the lead. Account intelligence must surface the committee, their roles, and the deal dynamics, not just individual contacts.
Identifies six stages of buyer readiness, from latent need through active evaluation to selection. Sellers must match outreach intensity and content depth to readiness stage.
Four reference points. The SDR skim, the AI prospecting tool, the Tier-1 analyst desk, and SDR Flow. Same dimensions across all four.
| Dimension | SDR Skim~45 min | AI prospecting tool~$300/mo | Tier-1 analyst desk$975–$2,600 / Dossier | SDR FlowIncluded in operating plans |
|---|---|---|---|---|
| Time to produce | ~45 min manual | ~5 min automated | ~6.5 hrs analyst time | ~15 min engine-produced |
| Depth of intelligence | Website + LinkedIn skim | Thin Dossier, lightly enriched | Triangulated, deep, sourced | Business, buyer, market, fit, qualification, psychology, engagement, and counter-thesis intelligence triangulated into one Dossier |
| Evidence & provenance | Unstructured notes | Light source links | Full citations | Provenance per claim, confidence scored |
| ICP calibration | None | Generic / basic fit | If wired manually | 3-Layer ICP fit + vector deltas + similarity |
| Qualification overlay (MEDDPICC) | No | No | If analyst trained on it | Per-dimension scoring + evidence |
| Engagement plan | Custom opener | Suggested message | Recommended approach | First touch + sequence + tone + timing + pushback handling |
| Buying-committee logic | No | No | Sometimes | Handled upstream at the ICP/Foundation layer and surfaced into prospect-level qualification |
| Cost-of-inaction analysis | No | No | If scoped in | Root cause → consequence chain, quantified |
| Cost | SDR time only | ~$300/mo (tier-dependent) | $975–$2,600 per Dossier | Included in operating-plan capacity |
| Scale (Dossiers / mo per SDR) | ~10–15 (manual cap) | ~50–100 (light output) | ~5–8 (analyst capacity) | 5+ per rep / mo, selective by design |
| Meets the standard? | No | Partial | Yes, if scoped | Yes, by spec |
Modern B2B buyers self-serve generic information. They want sellers only when context is real and relevant.
The sellers who consistently hit quota treat pre-touch research as a non-negotiable.
| Context Level | What It Contains | Research-Backed Signal | Reasonable Lift | Best Use |
|---|---|---|---|---|
| Generic Outreach | Light template, broad persona/title targeting, little account context | Backlinko: average outreach reply rate is 8.5%, most outreach is ignored | Baseline | Broad market testing only |
| Basic Enriched | Name, title, company, industry, simple trigger, light personalization | Backlinko: personalized subject/body copy improves response by ~+30.5% to +32.7% | +30% to +35% | Scalable outbound where fit is clear but signal depth is moderate |
| Analyst-Grade | ICP fit, role relevance, trigger timing, company context, pain hypothesis, competitive angle, buying-committee logic | Gong: industry, company, individual, and activity-based personalization can create much larger lift | +88% conservative · +200% high-context | Strategic accounts, intent signals, executive outreach, high-ACV outbound |
Tell us about your ICP, your motion, and your team. We'll scope the Foundation, recommend the operating plan that fits, and show how Dossier capacity maps to your reps.