01
Pipeline model
Full funnel math from first touch to closed revenue.
First touchClosed revenue
$Meetings
$Opportunities
$Pipeline
$Revenue
BDR SHOP OUT OF THE BOX
Your BDR shop,
out of the box.
A plug-and-play BDR program
for startup SaaS companies.
BDR Box builds your entire BDR operating system in 6 to 12 weeks, then hands you the keys.
WHAT'S IN THE BOX
Eight deliverables, built in your stack
WHAT YOU GET
Plan it. Build it. Hand it off.
02
Capacity plan
Headcount and capacity built from the pipeline model.
03
Sequences & scripts
Messaging, cadences and call scripts ready to run.
PersonaSignal-basedVertical
04
Stack & playbook
Tech stack picks, SOPs and the BDR playbook.
Sales Navigator
05
Management system
Manager guide, metrics, reporting and operating rhythm.
JDJane DoeJOJohn DoeARAlex RoeSPSam Poe
Calls
Top 3 reps- 1JDJane Doe312
- 2JOJohn Doe287
- 3ARAlex Roe264
Connects
Top 3 reps- 1SPSam Poe54
- 2JDJane Doe49
- 3ARAlex Roe45
Meetings
Top 3 reps- 1JOJohn Doe18
- 2SPSam Poe16
- 3JDJane Doe14
Pipeline ($)
Top 3 reps- 1ARAlex Roe$182K
- 2JOJohn Doe$164K
- 3SPSam Poe$151K
Revenue ($)
Top 3 reps- 1JDJane Doe$74K
- 2ARAlex Roe$68K
- 3JOJohn Doe$61K
Your team owns a working program from day one.
See what's in the box
01 / 08Territory maps
01Territory maps
Regions, segments and the coverage roster.
Every rep knows exactly what they own.
Your territory map: by region and segment, labeled by owner.
ARAlex RoeAE West
SPSam PoeBDR West
JDJane DoeAE East
JOJohn DoeBDR East
West territoryEast territory
You get: one map per region and segment, a territory list, AE and BDR pairings, and assignment rules loaded into Salesforce.
02Ranked queue
Named and signal accounts, scored daily.
Two account lists, one ranked queue.
AGENTS
Rank the accounts
REPS
Find the contacts
AGENTS
Draft the message
REPS
Proofread & execute
| Rank | Account | Type |
|---|---|---|
| 1 | Account A | Named |
| 2 | Account B | Named |
| 3 | Account C | Signal |
Named accounts — The strategic targets each AE tags. Always worked, always at the top of the queue.
Signal accounts — Named or territory accounts showing intent or another signal: site visits, hiring, funding, job changes.
Clay scores and enriches, Salesforce holds the queue. No bucket-sorting: reps open their queue and work it top down.
03Capacity model
Revenue goal worked back to daily activity.
Work back from the number.
$ Revenue goal
Pipeline needed
Opportunities
Meetings
Reps & activity
Inputs from your intake
Deal size, sales cycle, win rate and the revenue target.
What comes out
Headcount, ramp plan and the daily activity each rep needs.
04Persona one-pagers
Titles, pains and angles per buyer.
Three roles on every buying committee.
Economic buyer
Owns budget and final sign-off.
Champion
Feels the pain daily and runs the evaluation.
Influencer
Shapes requirements; can start the search.
BDR Box builds: a persona one-pager per segment from your last year of closed-won deals.
05Sequence library
Cadences plus AI prompt templates.
Messaging that's drafted before the rep logs in.
The cadences:
- Signal-based: fires on intent, hiring, funding.
- Persona: one per buyer role.
- Vertical: industry-specific angles.
- Competitive: displace a named rival.
- Expansion: new teams at current customers.
The AI layer:
- Account and contact summaries written to Salesforce.
- Prompt templates that turn those summaries into a first email.
- Veil of ignorance: messages reference only what the prospect has shared, never their browsing before a form fill.
Reps proofread and send.
06Call script
Openers, objections and dispositions.
Openers, objections and dispositions.
Rep: "Hi [First Name], this is [Rep] from [Company], how are you? I know I'm calling out of the blue, but I was doing some research on [Account] and saw that you're the [Title]. Is that accurate?"
Prospect: "Yes... what's this about?"
Rep: "[Company] helps [persona]s [solve pain] so your team can [result]. I'm curious, how are you currently handling [process] today?"
07Dashboards
Activity, pipeline and a weekly scorecard.
One scorecard the whole team reads weekly.
| Dashboard | What it tracks | Who reads it |
|---|---|---|
| Rep activity | Calls, emails, LinkedIn touches. | Reps, daily. |
| Pipeline | Meetings held, SQOs, pipeline created. | Manager, weekly. |
| Queue health | Accounts in queue, signal coverage, enrolled. | Manager, weekly. |
| Exec scorecard | Pipeline vs. plan, conversion, ramp. | Leadership, monthly. |
You get: dashboards in Salesforce, clear meeting and SQO definitions, and goals set from your capacity model.
08Handoff kit
The SOP, video walkthroughs and hiring kit.
Built to run without us.
Outbound SOP
The full playbook, branded for your team.
Video walkthroughs
One per step, recorded in your tools.
Hiring kit
Scorecards, interview loop and comp plans.
Scorecards
Interview loop
Comp plans
HOW EVERY BDR BOX PROGRAM RUNS
Agents do the research. Reps build the trust.
Agents never sleep
Scoring, intent and enrichment run around the clock. Reps start each day with a ranked queue.
Humans do what agents can't
Judgment, empathy and trust stay with the rep. The job shifts from research to relationships.
Signal beats volume
Right person, right moment, right message. Quality sequences beat spray and pray.
The loop is self-healing
As accounts graduate or stall, the top of the funnel refills. No rep runs on an empty tank.
ROADMAP
The agentic outbound roadmap.
Fully agenticAI-assistedHuman-led
- 01
Account review
Fully agenticSalesforceClay - 02
Contact search
Human-ledSales NavigatorZoomInfo - 03
Sequence enrollment
Fully agenticOutreach - 04
Task execution
Human-ledNooks dialerOutreach - 05
Review & iterate
AI-assistedSalesforce Agentforce
REVIEW LOOP
Agents flag it, reps make the call.
Contact status: agent-owned
High volume, low stakes. Updated automatically from calls, replies and activity.
Account status: human-confirmed
Higher stakes. The agent prepares the summary; the rep decides.
Move to nurture
TriggerRepeated hard nos; no engagement in 30+ days.
Who does whatAgent flags;rep confirms.
Keep working
TriggerOpen threads, recent engagement, intro pending.
Who does whatAgent adds context;rep continues.
Route to AE
TriggerMeeting booked or handoff trigger hit.
Who does whatRep confirms;agent updates CRM, tasks the AE.
HOW IT WORKS
Every engagement runs the same seven steps.
01 / 07Free consult
- 02
Kickoff
30 minDemo, company story, USP.
- 03
Intake form
AsyncDeal size, win rate, ICP, competitors.
- 04
Workshop
1 hourWhat's working, messaging, playbook.
- 05
Plan reveal
1 hourPlan presented to leadership and the team.
- 06
Rep hours
3 to 5 hrsHands-on build time with your chosen rep.
- 07
Contracted hours
By packageBDR Box executes the build in your stack, alongside your team.
Steps 2 to 7 are in every package. Step 1 is free and books straight from the website.
CLIENT INTAKE
Under 5 minutes: ask only what we can't look up.
CLIENT INTAKE
We ask
Offer, competitors
Drives
Messaging and positioning.
We ask
ICP, best customers
Drives
Account list, TAM and lookalikes.
We ask
Titles you sell to
Drives
Contact search and sequences.
We ask
Deal size, cycle, win rate
Drives
The capacity model.
We ask
Pipeline target
Drives
Headcount and ramp plan.
We ask
Team and stack
Drives
Build in your tools or ours.
We ask
Budget range
Drives
Which package fits.
PACKAGES
Every package costs less than the hire it stands in for.
Intro
$7,000
Teams that need the plan and core assets to run on their own.
- 6 weeks
- 10 meeting hrs
- 3 rep hrs
Intermediate
$12,500
Teams that need the build plus a more guided rollout.
- 12 weeks
- 20 meeting hrs
- 4 rep hrs
Full Engagement
$18,000
Teams that need the full program stood up alongside them.
- 12 weeks
- 35 meeting hrs
- 5 rep hrs
- Slack integration with 24-hour SLA
ABOUT DAVID
David has done the job, coached the team and led the org.
LinkedinDavid ColemanGlobal Business Development LeaderView profileStrategy & second-line leadership
Owned pipeline strategy and led managers of BDR teams.
Frontline management
Ran BDR teams day to day: coaching, ramp and quota.
Individual contributor
Did the job: prospecting, cold calling, booking meetings.
Ready to stand up your BDR program?
Book a free 30-minute consult. We'll map your pipeline goals and the package that fits.
Book my free consult