Act I · PACE board

Pick your focus → Research → Work the week → Handoff to your AE

One week. Six accounts. One meeting your AE can work.

PACE board · SPICED underneath

First week at Relay. Six accounts, twenty action points, four people who each want something different. The win is one meeting your AE can actually work. A meeting the AE sends back counts against you.

Open SDR / BDR sample

SDRIQGISSDR

The SDR plays a real week at Relay: pick the account you can defend, research it, reach the person who owns the problem with a reason in her words, refuse the friendly wrong contact, and hand over evidence instead of optimism. Managers read the PACE board and the handoff in Revenue Command Center.

PACE board · NovaTech
20 action points

Outbound SDR at Relay · first week

Six accounts in your patch. NovaTech is rebuilding checkout under a board project called SwiftLane. One meeting your AE can actually work.

Every touch costs. Channels wear. The account has finite patience.

Who is in the room

  • Priya Weber

    Book

    Director of IT

    Runs SwiftLane. Tired of vendor slides. The meeting is about her.

  • Jennifer Ross

    Trap

    VP Sales

    Replies warmly and fast. Owns none of the SwiftLane budget.

  • Kenji Park

    Later

    CTO

    Sets the architecture bar. Only with a document as your reason.

  • Samira Patel

    Later

    CFO

    Signs later. Pitching her in week one ends the conversation.

PACE board · what the room counts

Precision

Right account, right person

82

Angle

A real reason in their words

74

Cadence

Your week spent on the right touches

41

Earned meeting

Would the AE take it

68

Klara · SDR coaching

Ross replied in four minutes. That feels like a win. Who owns SwiftLane?

A booked meeting the AE cannot work counts against you.

Research. Qualify. Hand off.

The week the SDR plays

Week: 20 points, one meeting

  1. First week, six accounts, four faces before any name. Precision, Angle, Cadence, Earned meeting. SPICED fills the pack underneath. Ross Completions is a trap.

  2. Read two briefs, then defend NovaTech under SwiftLane. Priya Weber owns the problem. Land CRM and account health are different objects from this opener.

  3. A document behind Pain and Impact. Jennifer Ross replies in four minutes, friendly, no budget. A meeting with her counts against you.

  4. 20 points. Every touch costs. Channel health and account patience. Restarting a warm thread drops Cadence.

  5. SPICED fields with a document. Ready, partial, or not ready. Claim a decision stage you never heard and the AE marks it over-qualified. Never Closed-Won.

A pack the AE can pick up cold

Loose notes vs a pack the AE can take. Tap to switch.

Handoff pack
Tap

AE rejected. Zero cited evidence.

  • Weber liked the deck.
  • Budget seems there.
  • They want to move this quarter.
  • CTO is somehow involved.

Would the AE take it?

Not ready
Partial
Ready

Ready needs Situation, Pain, Impact, and Critical Event with a document. Decision is a hint, not a claim.

Week: 20 points, one meeting

First week, six accounts, four faces before any name. Precision, Angle, Cadence, Earned meeting. SPICED fills the pack underneath. Ross Completions is a trap.

Precision: right account, right person

Read two briefs, then defend NovaTech under SwiftLane. Priya Weber owns the problem. Land CRM and account health are different objects from this opener.

Angle: a reason in their words

A document behind Pain and Impact. Jennifer Ross replies in four minutes, friendly, no budget. A meeting with her counts against you.

Cadence: do not restart a warm thread

20 points. Every touch costs. Channel health and account patience. Restarting a warm thread drops Cadence.

Earned meeting: would the AE take it

SPICED fields with a document. Ready, partial, or not ready. Claim a decision stage you never heard and the AE marks it over-qualified. Never Closed-Won.

SPICED

Winning by Design · 2010s

SPICED (Winning by Design) is buyer-conversational: Situation, Pain, Impact, Critical Event, Decision. It is the shape of the pack the AE inherits. The rep never plays against the letters; they play against a PACE board (Precision, Angle, Cadence, Earned meeting) that reads what they did. Economic Buyer, Paper Process, and Champion politics belong to the AE the SDR hands off to.

Read the framework selection reference

Manager deliverables

What an SDR / BDR run produces for the manager

  • PACE board per run: Precision, Angle, Cadence, Earned meeting, computed from what the rep did on the desks.
  • SPICED pack with a document behind each field, depth targets met or missed, and an over-qualify flag when a decision stage was claimed without evidence.
  • Ready / partial / not ready handoff verdict, plus the routing of all four contacts (Weber booked, Ross disqualified with the reason).
  • Week economy read: attention spent, channel wear, account patience. Debrief managers can open beside the AE.

Fit check

Who this seat is for

  • Outbound and inbound BDR / SDR teams handing qualified opportunities to AEs.
  • Pipeline leaders who need comparable handoff readiness across a cohort.
  • Hiring managers who will later reuse the same SPICED gates on HIRESDR.

Who this seat is not for

  • Closing AEs who need live MEDDPICC under multi-threaded pressure.
  • CSMs owning expand / renew defensibility after closed-won.
  • Teams looking for pitch-script practice without a handoff scorecard.

What the manager can open

PACE board

Precision 82 · Angle 74 · Cadence 41 · Earned meeting 68

Four plain rows the rep saw while working. Cadence low here: the week restarted a warm thread twice.

Handoff verdict

Ready, partial, or not ready

The terminus is a handoff the AE can pick up cold, not a closed-won score.

Routing

Weber booked · Ross disqualified with reason

Booking the friendly wrong contact fails AE usability even when every field is filled.

Sample debrief

Full SDR manager report

Open the public NovaTech sample to see SPICED coverage and handoff verdict in one file.

Open SDR sample debrief

The obstacles we address

Why SDR onboarding stalls and pipeline leaks

  • Shadowing and manuals create passive observers, not certified deal qualifiers with scored evidence.
  • Outbound reps rush to pitch, logging unverified Situation and Pain that AEs reject as unusable SQLs.
  • Managers lack a shared rubric across SDR / BDR cohorts in London, Berlin, or remote US pods.
  • Cold calling hygiene and opener quality stay tribal, so ramp time stays unpredictable.

Our verified solution

What SPICED handoff practice looks like

  • Fellowship spine before live play: Territory through Qualification on the same NovaTech intel.
  • SPICED element scores plus handoff readiness so AEs inherit usable packs, not tribal notes.
  • Optional Mirror baseline when no behavioural pattern map exists yet.
  • HIRESDR recruit mode for foundation through senior lead bands with silent evaluation.

What managers can review

The SDR / BDR track records the week and the handoff in a deterministic sample debrief managers can open without a runtime LLM. Win condition is a handoff the AE can pick up cold, not closed-won.

  • PACE play board while they work: Precision, Angle, Cadence, Earned meeting, computed from desk actions.
  • SPICED depth targets per field and an over-qualify check: decision-stage claims without evidence lower AE usability.
  • Week economy: attention blocks, channel health, account patience. A meeting the AE rejects scores negative.
  • Inbound on the same seat: a CRM signal starts the speed-to-lead clock on the Pipeline desk.
  • Handoff readiness verdict: ready, partial, or not ready for AE transfer.
  • Fellowship prep evidence from Territory through Qualification on the same intel pack.
  • Public SDRIQ sample debrief and HIRESDR hiring variant for comparable assessment.
  • L1 to L3 ladder: signal triage, multithread objections, then disqualify discipline under time pressure.

Klara modes: buyer guide, learning-path explainer, and training coach. In recruitment (HIRESDR), Klara is a neutral evaluator and never coaches.

Open SDR / BDR sampleOpen practice

Levels

Five levels, one world, rising pressure

  1. Level 1 · First week

    Read two briefs, pick the account you can defend, research its signals, write one opener to the right person, seal one handoff. Four PACE rows, equal weight.

  2. Level 2 · Pushback

    The opener gets an answer you did not want. You reply with a document, not charm. Angle carries the most weight; two citations on Pain and Impact are the bar.

  3. Level 3 · Routing

    Route all four contacts. Book Priya Weber. Write Jennifer Ross out of the pack with the reason so the AE never wastes a call. Marking her qualify fails AE usability even when every other field is perfect.

  4. Level 4 · Inherited notes

    A previous SDR left territory notes. Name what they missed: the real Critical Event, Ross out of scope, Impact with evidence. Restarting a warm thread wastes Cadence.

  5. Level 5 · A handoff your manager would sign

    All four rows at full weight. Unsupported claims and accepted distractors cost more than empty fields. Earned meeting decides the grade. No pitch to the CFO.

How this track sits on the path

How SDR / BDR sits on the stack

  • Mirror can insert as a free diagnostic gateway before the track.
  • Deal IQ SDR / BDR builds the hard craft of research, opener, and SQL handoff.
  • Team IQ covers pod listening and soft craft on the same path record.
  • Clean handoffs feed the AE MEDDPICC track and later CSM expand / renew seats on one deal.

How this seat differs

Where managers act next

After the run, managers act in Revenue Command Center queues and the sample debrief, then route hiring through HIRESDR when needed.

Questions buyers ask

Is SDRIQ a separate product?

No. SDRIQ is a marketing alias that resolves to SDEALQ with track=sdr. Same NovaTech world, SPICED rubric.

How long is an SDR / BDR session?

Typically 60 to 90 minutes facilitator-led, plus fellowship prep time before live turns.

What do AEs receive from the handoff?

A scored SPICED pack with readiness verdict so the AE can inherit usable context, not tribal notes.

Does this replace cold call scripts?

No. It trains research-first openers and qualification evidence. Scripts remain yours; the scorecard grades cited buyer context.

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