Powered by Outbound Contact’s SDR Process and Service Model
1. Mission and Core Objective
Purpose:
Leverage Outbound Contact’s D.E.M.A.N.D. methodology — Discover, Engage, Maintain, Action, Nurture, Deliver — to create a repeatable and scalable outbound engine for Transworld Business Advisors.
Goal:
Generate high-quality buyer and seller meetings for Transworld Advisors by using systematic outreach, lead qualification, and CRM-driven engagement cycles.
2. Sales Development Framework
Overview of the SDR Program
Dedicated Sales Development Representative (SDR) assigned to Transworld.
CRM setup tailored for Transworld workflows.
Custom call and email cadences for sellers, buyers, and referral sources.
Message scripting for all outreach channels.
Lead routing, qualification, and summary reporting.
Weekly call, cadence, and performance reports
D.E.M.A.N.D. Methodology Overview
| Stage | Focus | Example for TBA |
|---|---|---|
| Discover | Identify business owners and buyers that fit Transworld’s target profile. | Pull data from industry lists, SBA databases, and owner registries. |
| Engage | Reach out via phone, email, and LinkedIn with clear positioning. | Introduce Transworld as a trusted M&A advisory partner. |
| Maintain | Keep interest alive through follow-ups and value-based touches. | Share exit-prep content or buyer guides. |
| Action | Secure next steps, meetings, or document requests. | Schedule valuation consultations or buyer discovery calls. |
| Nurture | Re-engage long-term leads through automated cadences. | Continue value outreach every 90 days. |
| Deliver | Provide fully qualified and contextualized opportunities. | SDRs book calls directly on Advisor calendars. |
3. Onboarding & Setup
Each Transworld SDR engagement begins with:
Assigned SDR + Success Manager.
CRM instance setup with Transworld-branded fields.
Import of existing seller and buyer lead records.
Creation of standardized email templates and caller ID setup.
SDR onboarding document and tool access completion.
4. Custom Call and Email Cadences
Each campaign follows Outbound Contact’s cadence system with two blocks of 5 touches over ~60 days:
Block 1 & 2:
VME – Voicemail & Email
PING – Quick touch message (no answer – hang up)
PING + SE – Follow-up with new value (no answer – send email)
PING – Reconnect attempt (no answer – hang up)
VME – Final touch in block (leave voicemail and send an email)
Key Custom Outbound Contact CRM Fields Used in Calling/Email Cadence:
OBC First Touch: Timestamp of first outreach.
OBC Rating: Lead status on a 0–10 scale.
OBC Date: Date of last touch.
OBC Cadence Block: Which cadence phase is active.
OBC Next Step: Automatically triggers follow-up task.
OBC Comments: Tracks contact history, i.e., “VME 2/5, PING 2/7, SE 2/9”
.
5. Lead Ratings and Qualification
Adapted for Transworld buyer/seller lifecycle:
| Rating | Description | Transworld Example |
|---|---|---|
| 0 | Meeting Set | Confirmed consultation with Advisor. |
| 1 | Very Interested | Committed to meeting or valuation call. |
| 2 | Interested | Warm lead, awaiting confirmation. |
| 3–4 | Warm/Point of Contact | Initial discovery or uncontacted lead. |
| 5–6 | Short-/Long-Term Follow-Up | Future sellers or buyers (2–12 months+). |
| 7 | Cold Call | Initial outreach. |
| 8–10, 86, 99 | Unsubscribe/Unqualified/Bad Info | Out of scope or invalid contact. |
| 9 | Referral Contact | Provided referral to decision-maker OutboundContact_SDR_Handbook SDR_Outbound_SlideDeck_Pitch . |
6. Scripts and Messaging
Call Script Framework
Intro (60 seconds max):
“Hi [Name], this is [Your Name] from Transworld Business Advisors. We help business owners like you explore options for valuation and confidential exit strategies. Do I have the right person to discuss this briefly?”
Transition:
“Perfect. I’d love to schedule a quick 15-minute call with our Advisor to see if there’s a fit for our buyer network.”
Close:
“How does your schedule look later this week for a quick chat?”
Email Messaging Framework
Personalized first line referencing business or industry.
Short paragraph introducing Transworld’s mission.
Clear CTA (Call to Action): “Book a confidential consultation”.
Signature includes SDR name, Transworld logo, and scheduling link.
7. Lead Assignment and Routing
Process Steps:
SDR uses Advisor’s scheduling link to book meetings.
SDR completes Lead Summary (added to CRM notes).
SDR sends summary email to Advisor and Success Manager.
SDR attends the start of each meeting for introduction and context.
Example Lead Summary (from Slide Deck, page 9):
“Connected with John Smith, Owner of XYZ Manufacturing. Interested in learning about valuation and market readiness. Meeting scheduled for Tuesday, 2 PM ET. Lead Source: Proprietary Data Build.”
8. CRM Rules of Play
All calls, emails, and touches must be logged the same day.
OBC fields must be updated for every touch.
Comments always date-stamped and consistent with cadence progress.
Approved CRM shorthand includes:
VME (Voicemail + Email),
PING, SE (Sent Email),
FU (Follow Up),
CB (Call Back),
OOO (Out of Office).
Maintain accuracy to support Weekly Call and Cadence Reports
9. Reporting and Analytics
Weekly Call Report (example shown on slide 10–11):
Lists every touch, rating, and duration for QA and performance review.
Used to evaluate call productivity (dials, contacts, meetings set).
Cadence Report (slide 12–13):
Tracks lead movement through ratings.
Measures conversion rates from cold call → meeting.
Highlights most effective messaging and cadence steps.
10. Service Tiers & Resource Allocation
| Plan | Features | Ideal For |
|---|---|---|
| Starter – $1,995/mo | Dedicated SDR + Success Manager, 500 dials/mo, custom playbook, weekly reports. | Small regional TBA offices testing outbound. |
| Standard – $3,895/mo | Full SDR + Manager, 1000 dials/mo, 12+ meetings, lead routing & CRM reporting. | Mid-size offices needing consistent deal flow. |
| Team – $7,795/mo | 2 SDRs, Success Manager, 2000 dials/mo, 24+ meetings. | Multi-territory TBA broker teams scaling outreach SDR_Outbound_SlideDeck_Pitch . |
11. Scheduling, Handoff & Follow-Up
Meeting Handoff Process:
SDR joins 5 minutes early, greets and introduces Advisor.
Summarizes previous discussion points.
Exits after successful handoff.
Logs meeting details and sends follow-up summary.
If “No Show,” SDR updates CRM rating to “1” and sends reschedule email.
12. Email & Calendar Management
Daily Email Routine:
Check and clear inbox at 8 AM, 12 PM, 1 PM, and 5 PM.
Do not archive or folder emails that still require CRM updates.
Calendar Color Code:
Blue – Internal meetings.
Orange – 24-hour client reminders.
Green – Advisor/client meetings.
13. Metrics for Success
| Category | Target |
|---|---|
| Daily Dials | 80–100 |
| Email Touches | 50+ |
| Meetings Booked | 2–3 per week |
| Lead-to-Meeting Conversion | ≥ 10% |
| CRM Data Accuracy | 100% compliance |
14. Continuous Improvement
Weekly success manager review to assess quality and pipeline health.
Monthly analysis of Cadence Effectiveness Reports.
Quarterly script refresh aligned with Transworld’s current listings and regional trends.
15. Next Steps
When Value Exceeds Price, a Deal Is Made.
This playbook serves as the operational blueprint for integrating Outbound Contact’s SDR excellence with Transworld’s business advisory expertise — ensuring that every outbound action drives measurable deal outcomes.
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