The Predictable Revenue Podcast 031: Stripping Away Manual Tasks: How Taft love is Helping his SDRs Focus Only on Selling
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Nov 16, 2017 
Taft Love, Global Director of Sales Development at SmartRecruiters and former SDR/AE, explains how to remove manual work so reps can sell. He outlines an ideal SDR day, strict three-minute research limits, account-first workflows, Salesforce validation rules, and triggers that automate sequence launches. Short, practical tactics for operationalizing SDR work and preventing duplicate or blank outreach.
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Scale Personalization With Custom Fields
- Use custom account/contact fields (e.g., OB Custom1/2) to inject scalable personalization like intro sentence and PS into email templates.
- Fill these fields on the contact record to create true at-scale customization without writing each email.
Use A Three Minute Research Rule
- Enforce a three-minute research rule per contact to keep SDRs efficient, except for clear decision-makers deserving deeper research.
- Use quick data panels (Node, LinkedIn) on the contact page to support that fast research rule.
Use Rollups To Prevent Overreach
- Build rollups (e.g., RU sales activities 45 days) to show aggregate activity across contacts so SDRs avoid stepping on other teams.
- Use rollups to quickly spot existing outreach volume before targeting an account.