FOUR ACTIONABLE TAKEAWAYS
When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact)
In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach.
Look for triggers when you're refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging)
Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel.