BDR Playbook (3 BDRs + Five9 Parallel Dialer)
Role Definition
The 3 BDRs are the human layer of this system. In an AI-first architecture, their role shifts dramatically: they no longer do cold outreach from scratch. Instead, they handle high-value conversations that the AI agents have identified, qualified, and warmed up. Every minute a BDR spends should be on a seller who has already been educated about daily payouts and has expressed some level of interest.
BDR Time Allocation (Target)
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40% — Warm transfers from Retell AI: Live conversations with sellers the voice agent has qualified and transferred in real time.
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30% — Parallel dialer outbound (Five9): Working through the AI-enriched, AI-scored hot list. These are contacts who have engaged with emails, clicked links, visited the site, or requested callbacks.
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20% — Demo calls: Conducting the actual demo/sales conversation with qualified sellers.
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10% — Follow-up: Nurturing leads who need one more touchpoint before committing to a demo.
Five9 Parallel Dialer Setup
Campaign Configuration
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Campaign type: Outbound, parallel dialer mode
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Lines per agent: Start at 3:1 ratio (3 simultaneous dials per BDR). Adjust based on connect rates — if connect rate is high (>25%), reduce to 2:1 to avoid abandoned calls.
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Disposition codes: Connected-Interested, Connected-Not Interested, Connected-Callback, Voicemail, No Answer, Wrong Number, DNC Request
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Dialing hours: Tuesday–Thursday 10am–12pm and 2pm–4pm ET (peak). Monday/Friday 10am–3pm (secondary).
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DNC compliance: Sync suppression list from HubSpot every hour. Never dial contacts marked as disqualified or DNC.
Call Lists
Five9 call lists are populated automatically from HubSpot via API integration:
Priority 1 — AI Callbacks: Sellers who requested a callback from the Retell AI voice agent. These have the highest conversion rate. Dial within 4 hours of callback request.
Priority 2 — Hot Email Leads: Sellers who replied "interested" to email sequences (classified by Email Agent). Dial within 24 hours of reply.
Priority 3 — High-Score Unreached: Contacts with payout_pain_score >= 70 that the Retell AI voice agent could not reach after 3 attempts. The BDR’s parallel dialer may catch them at different times.
Priority 4 — Engaged but Unstalled: Contacts who clicked email links or visited the website but haven’t replied or booked. Warm but need a human nudge.
Call Scripts
Script 1: Warm Transfer Pickup
The BDR receives a whisper from Retell AI with seller context before connecting.
"Hey {first_name}, this is {BDR name} — I believe you were just chatting with
our team about getting paid daily on your Amazon sales. Thanks for your interest.
I pulled up some info on your account. Based on what I can see, it looks like
you're doing about {estimated revenue} a month — does that sound roughly right?"
[Confirm revenue, adjust if needed]
"So at that level, you probably have somewhere around ${locked_amount} sitting
in Amazon at any given time, just waiting for the next payout cycle. What we do
is simple — we deposit your earnings into your bank account every single day.
You sell today, you get paid today. No loan, no interest, no credit check."
[Pause for questions/reactions]
"The fee is typically [2-3]% of your sales volume. For most sellers at your level,
that works out to about ${monthly_fee_estimate} a month — and most of our sellers
tell us it pays for itself because they can buy inventory faster, keep ads running,
and avoid stockouts. Can I show you exactly how it would work for your business?
I can do a quick 15-minute walkthrough right now or we can schedule one."
Script 2: Hot Email Lead Follow-Up
"Hi {first_name}, this is {BDR name} from [Company]. You replied to an email
from us about getting paid daily on your Amazon sales — I wanted to follow up
personally. Was there something specific that caught your attention about that?"
[Listen. Let them talk. Understand their specific situation.]
"Got it. So you're dealing with {their specific pain}. That's actually really
common — most of the 100+ sellers we work with came to us for a similar reason.
The good news is this is a simple fix. Let me show you how it would work for
your business specifically — do you have 15 minutes now, or would tomorrow work
better?"
Script 3: Parallel Dialer Cold-Warm Call
For sellers who have been enriched and scored but haven’t responded to AI outreach yet.
"Hi {first_name}, this is {BDR name} from [Company]. We work with Amazon sellers.
Have you got a quick minute?"
[If yes:]
"I'll be fast. I'm reaching out because we noticed you're doing really well
in {their category} on Amazon. One thing we've been helping sellers like you
with is eliminating the two-week payout delay. Instead of waiting for Amazon
to pay you every 14 days, we get your money to you every single day. Over 100
sellers use us right now. Is that something you'd be open to learning about?"
Objection Handling Quick Reference
| Objection | Response |
|---|---|
"Send me an email" |
"Happy to. What’s the best address? And just so the email is useful — is it the cash flow part or the fee structure you’d want to see more about?" (Qualify even in the deflection) |
"I use Amazon Lending" |
"Amazon Lending is great for specific purchases. The difference with us is that it’s not a loan — you’re just getting your own money faster. No interest, no repayment schedule. A lot of our sellers actually use both. Want me to show you how they work together?" |
"2-3% is too expensive" |
"I hear you. Let me put it this way — if you’re doing $50K/month, that’s about $1,000-$1,500. But you’re unlocking $25K in working capital every day. If that extra capital lets you avoid even one stockout or negotiate one better inventory deal, it’s already paid for itself. Want me to run the math on your actual numbers?" |
"I need to talk to my partner/spouse" |
"Totally understand. Would it help if I did a quick walkthrough for both of you together? I can do it over Zoom, 15 minutes — that way you both have the full picture to discuss." |
"I’ll think about it" |
"Of course. Can I ask — what’s the main thing you’d be weighing? I might be able to answer it right now and save you some time." |
Demo Structure (15-Minute Walkthrough)
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Minutes 1–3: Confirm situation. Verify their revenue, marketplace, and pain points. Make them feel heard.
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Minutes 3–7: Show the math. Use the cash flow calculator to show their specific locked capital, daily payout amount, and annual cost. Make it concrete.
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Minutes 7–10: Product walkthrough. Screen share the dashboard. Show how simple setup is. Show the Seller Visa Card if relevant.
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Minutes 10–12: Case study. Share a testimonial or case study from a seller in their category or revenue range.
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Minutes 12–15: Next steps. If they’re ready: start signup. If they need time: set a specific follow-up date. Never end without a next step.
CRM Hygiene
After every call, BDRs must:
* Log the call in HubSpot with disposition and notes (Five9 auto-logs, but BDRs add context)
* Update lifecycle stage if changed
* Update trigger_event if new information learned
* Set next activity date and type
* If demo is booked: create a deal in HubSpot pipeline
Daily BDR Routine
| Time | Activity |
|---|---|
9:00–9:30 AM |
Review AI overnight activity: new hot leads, warm transfer queue, email replies. Plan the day. |
9:30–10:00 AM |
Follow up on yesterday’s callbacks and pending demos. |
10:00–12:00 PM |
Prime calling block. Parallel dialer on Priority 1–2 lists. Handle warm transfers from Retell AI. |
12:00–1:00 PM |
Lunch + admin: update CRM, prep for afternoon demos. |
1:00–2:00 PM |
Conduct scheduled demos. |
2:00–4:00 PM |
Second calling block. Parallel dialer on Priority 3–4 lists. Handle warm transfers. |
4:00–5:00 PM |
Follow-ups, send promised materials, update CRM, team sync (weekly). |
Performance Targets per BDR
| Metric | Daily Target | Monthly Target |
|---|---|---|
Dials (via Five9 parallel) |
80–120 |
1,600–2,400 |
Connections (live conversations) |
15–25 |
300–500 |
Warm transfers handled |
5–10 |
100–200 |
Demos booked |
3–5 |
60–100 |
Demos conducted |
2–4 |
40–80 |
Signups from demos |
0.5–1 |
10–20 |
With 3 BDRs combined: * Total demos booked: 180–300/month * Total signups: 30–60/month
These are aspirational targets at full scale (Month 3+). Month 1 will be lower as the system ramps.