I met an SDR this week who’s already at 130% of quota in February.

(Every single opportunity came from the phone)

No inbound.
No lucky replies.
No viral LinkedIn posts.

Just ‘’warm’’ calls triggered by signals:

→ Hiring SDRs
→ Visiting pricing pages
→ Engaging with outbound content"

But not the way most SDRs do it.

Here are 5 things he does differently:

1.) He doesn’t “cold” call - he warms every account first.

Before he dials, the prospect has already seen his name:
→ A relevant email
→ A LinkedIn touch
→ A simple insight

So when he calls, he’s not interrupting.
He’s continuing a conversation.

2.) He uses messaging data before he ever picks up the phone.

He tests angles in email first:
→ Which problems get replies
→ Which industries engage
→ Which wording lands

Then he calls with what’s already working.

Most SDRs guess on calls.
He shows up with proof.

3.) He calls with a point of view - not a script.

He doesn’t “check in” or “introduce himself.”

He leads with:
→ A problem he sees
→ A reason it matters now
→ A simple question

If he can’t explain why it’s relevant in one sentence...
he doesn’t dial.

4.) He nurtures between calls instead of spamming dials.
If someone doesn’t pick up, he doesn’t just redial 10 times.

He:
→ Sends a follow-up email
→ Drops a LinkedIn touch
→ Adds context for the next call

So every call gets warmer. He directs the reader back to the idea of him calling again so they have more context.

5.) He measures conversations - not activity.
He doesn’t care about dials.

He tracks:
→ Conversations started (4% pick-up)
→ Meetings per conversation (42%)
→ What actually converts

Because 1 good conversation beat 100 empty dials.
Every time.

That’s how he’s already at 130%.

Not more volume.
Better execution.

Calling is still his main channel.
But the difference?

Every call is earned before it happens.

And this is exactly why he uses lemlist

Not as a CRM or to ‘’keep him up to date with activity’’.

→ To warm up accounts before calling
→ To nurture prospects between touch-points
→ To test messaging so calls actually land

So when he picks up the phone...
…it’s not really cold anymore.

Leverage the call.
Don’t hide behind volume.

If you’re still dialing cold, you’re just guessing.

This is the workflow top performers run in lemlist.

Steal it and save this post.

Hope it's helpful.

PS. Are you cold or ''warm'' dailing?👇