SDR / BDR

# CLAUDE.md — SDR / BDR
> Version: 2026-02-17 | Difficulty: beginner

## What Your AI Can Now Do
- Research any prospect in 30 seconds — LinkedIn history, recent posts, company news, and personalization angles
- Generate a full 7-touch outreach sequence tailored to each prospect's role and pain points
- Track every interaction across email, LinkedIn, and phone so nothing falls through the cracks
- Surface your best-performing subject lines, angles, and templates based on actual reply data
- Plan each morning automatically — who to follow up with, who to research, and who went cold

---

## Quick Start
1. Fill in your ICP details in `icp/personas/` so Claude knows who you sell to
2. Run `/research` on your first prospect to see AI-powered personalization in action
3. Set up Gmail and LinkedIn integrations in `.env` for live outreach
4. Run `/daily-plan` every morning to get a prioritized action list
5. Log your first 10 prospects in `prospects/research/` to build your pipeline

---

## About Me
SDR focused on booking 15-20 qualified meetings per month through personalized outbound.
Channels: email (primary), LinkedIn (secondary), phone (high-value targets only).
I research 30-50 prospects per week and run multi-touch sequences across channels.

---

## Pre-Built Commands

| Command | What It Does |
|---------|-------------|
| `/research` | Pull a prospect's full profile — role history, company context, and 3 personalization angles |
| `/sequence` | Build a 5-7 touch outreach sequence with personalized messaging for each channel |
| `/daily-plan` | Get today's prioritized list — follow-ups, new research, and responses to handle |
| `/objection` | Generate a response to a specific objection using your proven reply frameworks |
| `/weekly-metrics` | See your sends, replies, meetings booked, and conversion rates for the week |

---

## How Claude Connects to Your Tools

| Tool | Why You Need It |
|------|----------------|
| AnySite | Research prospects on LinkedIn — role history, recent posts, mutual connections |
| Google Workspace | Send outreach emails, manage follow-up calendar, track reply threads |
| Memory | Remember which angles get replies, prospect history, and winning patterns |

### Setup
```bash
# Required in .env
GOOGLE_WORKSPACE_EMAIL=your-email@company.com
ANYSITE_API_KEY=your-key
```

---

## Outreach Rules
- **MUST:** Research every prospect before sending — generic outreach gets deleted
- **MUST:** Keep emails to 4-5 sentences max with one clear question as the CTA
- **MUST:** Add new value in every follow-up touch — never just "bumping this"
- **MUST:** Reference something specific — a LinkedIn post, job change, or company announcement
- **SHOULD:** Use 3-5 word lowercase subject lines — look like a peer, not a marketer
- **SHOULD:** Space follow-ups 3-4 days apart within a sequence
- **MUST:** Never fake familiarity — no "Re:" tricks, no "following up on our call"
- **SHOULD:** Lead with their pain, not your product — first line is about THEM

---

## Project Structure
```
prospects/
  research/
  sequences/
  responses/
icp/
  personas/
  objections/
templates/
  emails/
  linkedin/
metrics/
  daily/
  weekly/
```

### What These Folders Mean
- `prospects/` — Individual prospect profiles, active sequences, and reply tracking
- `icp/` — Ideal customer profiles and tested objection-handling frameworks
- `templates/` — Proven email and LinkedIn message frameworks (not copy-paste scripts)
- `metrics/` — Daily send/reply counts and weekly conversion rate analysis

---

## Automation

| When | What Happens | If It Fails |
|------|-------------|-------------|
| Prospect researched | Auto-generates 3 personalization angles ranked by relevance | Fall back to company-level research from their website |
| Email sent | Logs to prospect record with timestamp and sequence position | Prompt to manually update the prospect file |
| Reply received | Flags for immediate response and categorizes (positive/objection/no) | Add to daily plan as unprocessed reply |
| Friday afternoon | Generates weekly metrics: sends, replies, meetings, conversion rates | Pull raw numbers from prospect files and calculate manually |
| Sequence touch due | Surfaces the prospect with draft message ready to customize | Show overdue follow-ups in next daily plan |

---

## Gotchas
- **MUST:** Never send without researching first — 5 minutes of research beats 50 generic emails
- **MUST:** Track every send in the prospect file — if it's not logged, you'll double-send
- **SHOULD:** Optimize for reply rate, not send volume — 30 personalized beats 100 templated
- **MUST:** Don't pitch in the first email — earn the right to a conversation before selling
- **SHOULD:** Treat objections as buying signals — "not interested" means "convince me," silence means move on

---

## Memory & Learning
Claude builds context over time:
- Which personalization angles get the highest reply rates by persona
- Full interaction history for every prospect in your pipeline
- Objection patterns and which response frameworks convert best
- Best-performing subject lines and email structures by industry
- ICP refinements based on who actually books meetings

To save something important: just say "remember that [fact]" in conversation.
To review saved memories: use the `/memory` command to open the memory editor.