Calls first
Dial first thing in the morning
It’s the hardest, most draining task — do it while your energy is highest.
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At Mozaik: A 9:00 calling block before the showroom gets busy.
The grinder who makes 300 calls a day rarely tops the leaderboard — they’re calling the wrong accounts, at the wrong time, with the wrong message. The best SDRs treat quota like a science. Four plays: know your numbers, protect your mornings, hunt the signals, and keep every message crisp.
To beat your quota you have to know it — in activities, not meetings. Work backwards: volume × conversion = meetings. Put your own numbers in.
Most SDRs spend the morning on chat and internal meetings, burn their energy by noon, then can’t face calling at 3pm. Do the hardest work first and hit all your inputs before lunch.
It’s the hardest, most draining task — do it while your energy is highest.
Every switch costs focus. Three windows a day is enough for anything that isn’t on fire.
If you’re building a list at 9am you’re already behind the rep who built it last night and started the day dialling.
A signal is proof that an account is more likely to have a problem you can solve. Work your list top to bottom with equal effort and you’ll stay at the bottom of the leaderboard. Learn which signals mean “ready” and call those first.
Good outbound is short and shockingly clear, with no marketing jargon. Lead with something you actually learned about them — that’s your edge — in as few words as it takes.
Tap each one at the end of the week.
The full field guide (in English). The Mozaik signals, tiers and example above are our own adaptation; the guide also covers a tool its co-author makes, which we don’t use.
Know the numbers you need each week, do the hard work before lunch, call the accounts showing a signal first, and say it in four crisp sentences. Same effort, far less rejection, more meetings.