20 rules that took me from the worst SDR in SaaS to hitting above my target. (Save this for later) 1. Time block all your activities 2. Track what's working weekly 3. One thoughtful post per week 4. Document your wins and process 5. 10 cold calls before 8am local time 6. Be the best student in the company 7. Pick up the phone it will only help you 8. Build Sales Nav lists of past customers 9. Study your customer stories in and out 10. Video messages over templates every time 11. Create content about your buyer's problems 12. Share what you're learning, not what you're selling 13. Attend events or local events to hear the buyers talk 14. Your LinkedIn profile speaks to buyers, not recruiters 15. Read all your messages out loud before you send them 16. Send 100 manual messages before touching automation 17. Take one skill from a top performer and add it to your toolbox 18. Comment on 5 prospect posts daily (real thoughts, not "great post!") 19. Find one AE to work directly with to understand the business and feed them good meetings 20. Email your executive team and ask what's the one thing that a rep at this org does not do that you would love to see then do that thing Being an SDR was the most humbling and valuable experience of my career. 10/10 would run it back if I had to make a choice. It taught me how to hunt when times are good. More importantly, it taught me how to hunt when times are rough. And trust me if you're building your own thing or in sales in general times will get ROUGH. These 20 rules aren't theory. They're battle scars turned into a playbook. Take them. Test them. Make them yours. Then come back and tell me which one changed your game. P.S. Which rule stands out the most to you?