Workflow
#sdr
#operations
SDR Operations Playbook
Workflows
Free, ungated
Core operational rules, cold call scripts, and daily workflows for B2B Sales Development Representatives. Establish strict standards to ensure high-volume outbound doesn't devolve into low-quality spam.
What's inside
| File | What it does |
|---|---|
.agents/skills/SKILL.md | Orchestrator and routing logic |
.agents/skills/sdr-outbound-writing-rules.md | Writing frameworks, limits, and anti-patterns |
.agents/skills/sdr-cold-call-scripts.md | Openers, objection handling, and voicemail templates |
.agents/skills/sdr-daily-workflow-operator.md | Daily execution rhythm and timeboxing |
.agents/skills/sdr-prompt-library.md | AI prompts for pre-call research and email drafting |
.agents/skills/sdr-metrics-benchmarks.md | Activity metrics, ramp timelines, and conversion data |
Prerequisites
- CRM and dialing software
- AI IDE (Claude Code, Cursor, Windsurf)
Installation
Cursor, Windsurf, or Generic AI IDE
- Clone the repo:
git clone https://github.com/forma-norden/sdr-operations-playbook - Copy the
.agents/skills/directory into your project's.agents/skills/folder.
Claude Code
- Clone the repo:
git clone https://github.com/forma-norden/sdr-operations-playbook - Copy the
.agents/skills/directory into your project's.claude/skills/folder.
Usage
Load the orchestrator in your IDE and state your goal. For example: Generate a cold call opener for a VP of Marketing.
Running tests
Use the prompt tests in tests/ to validate expected behavior and edge cases before deployment.
tests/README.mdinsdr-operations-playbook- Load each skill and run the corresponding test prompt
- Compare output against the validation checklist before rollout
Who this is for
GTM engineers, RevOps leads, VP Sales, and founders at B2B companies with 50 to 500 employees who are building or consolidating their outbound infrastructure and want to reduce tool sprawl through better-engineered GTM systems.
Ecosystem connections
This repository is designed to work as part of the Forma Norden open-source GTM ecosystem.
Works with
| Repo | Relationship | When to use together |
|---|---|---|
gtm-plays-collection | Upstream | SDRs execute the plays defined in the plays collection using the workflows defined here. |
cold-email-copy-playbook | Parallel | The copy framework rules defined here dictate how the templates in the copy playbook are customized. |
outbound-personalization-playbook | Upstream | Research frameworks from that playbook feed directly into the execution blocks defined in this playbook. |
linkedin-profile-dm-conversion-playbook | Parallel | Extends the multi-channel approach from email/call into social selling. |
Suggested skill chains
- The Complete Outbound Setup:
sdr-daily-workflow-operator(set the schedule) >personalization-research-framework(do the research) >sdr-cold-call-scripts+sdr-outbound-writing-rules(execute the outreach). - Fixing SDR Performance:
sdr-metrics-benchmarks(find the leak) >sdr-prompt-library(build tools to fix it).