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Reading replies — the 4-tier classification we teach SDRs

SDRs misread 40% of replies. The 4-tier classification (engaged / wrong-person / not-now / never) and exact response template for each — including the 'not-now' reply that converts at 30%+ if handled correctly.

01The play

Summary
SDRs misread 40% of replies. The 4-tier classification (engaged / wrong-person / not-now / never) and exact response template for each — including the 'not-now' reply that converts at 30%+ if handled correctly.
Timing window
Use on every reply received
Target persona
SDRs handling reply queuesSDR managers training new reps
Success metric
<5% mis-classification rate after 30 days of training.

02Expected outcome

Outcome: Proper classification improves SDR-to-AE handoff quality by 25-40%.

Success metric: <5% mis-classification rate after 30 days of training.

03Anti-patterns · do not run this when

  • Do not auto-classify with AI without human override — context matters
  • Do not delete 'never' replies — note for future quarterly review
  • Do not pitch on 'not-now' replies — re-engage when their signal changes
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater

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