Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. For a new SDR, that’s huge. It’s the difference between struggling to find your rhythm and finally feeling like you belong in the role.

But here’s the truth: It didn’t happen by accident. It wasn’t luck. And it definitely wasn’t easy.

I’ve been in sales development for over a year and a half, working at companies that ranged from AI-powered revenue tools to go-to-market strategy firms. Each role taught me something different. But when I joined Allego, I found a game-changer: a system that helped me work smarter, learn faster, and sell more effectively.

In this post, I’ll break down exactly how I did it—what worked, what didn’t, and what I’d tell any SDR looking to ramp up fast. If you want to know how to book more sales meetings as an SDR and build the habits of a top performer, keep reading.

7 Habits That Helped Me Book More Sales Meetings as an SDR

To book more sales meetings as an SDR, it isn’t just about making calls and sending emails. It’s about how you manage your time. In my third month at Allego, I learned that the difference between a packed calendar and missed targets comes down to daily habits.

Time is an SDR’s most valuable resource—and the easiest thing to waste.

Here are seven key things I did to take control of my schedule, stay productive, and consistently book meetings. Let’s start with the most important one: time management.

1. Mastering Time Management

Time is an SDR’s most valuable resource—and the easiest thing to waste. I quickly realized that if I wanted to book more sales meetings as an SDR, I had to be ruthless with how I structured my day. No more guessing what to do next. No more “I’ll get to it later.” Every minute had to have a purpose.

Here’s how I made it happen:

Blocking My Calendar with Clear, Achievable Goals

Instead of labeling time blocks with vague descriptions like “Prospecting” or “Emails,” I made them specific and outcome driven. For example:

✅ “Send 10 emails” instead of just “Email outreach.”
✅ “Make 15 cold calls” instead of “Call prospects.”
✅ “Send 3 LinkedIn videos” instead of “Social selling.”

This small shift changed everything. It kept me focused, helped me track progress in real-time, and made my workload feel more manageable—not overwhelming.

Creating a Consistent Daily Rhythm

I stopped treating my calendar like a free-for-all and started building structure into my day:

• Same time, same tasks. Prospecting blocks happened at the same time every day. Cold calls had a dedicated window. Follow-ups? Locked in. This routine helped me stay disciplined and eliminated decision fatigue.
• Color coding for clarity. I organized my calendar with color-coded blocks for calls, emails, LinkedIn outreach, and training. One quick glance, and I knew exactly what was next.
• Monday morning prep. Every Monday morning, I dedicated an hour to catching up on emails and LinkedIn messages. That way, I wasn’t constantly getting distracted throughout the week.

Holding Myself Accountable—No Excuses

It’s easy to justify distractions: “I’ll send that follow-up later.” “I’ll make those calls after lunch.” Before you know it, the day’s over, and you’ve barely made a dent in your outreach.

I had to stop that cycle. So, I set non-negotiable rules:

🚫 No skipping prospecting blocks—even when I didn’t feel like it.
🚫 No checking Slack or LinkedIn outside designated times.
🚫 No making excuses for low activity. If I fell behind, I made it up that day.

Discipline isn’t about motivation—it’s about making a decision and sticking to it. Once I committed to that, my productivity skyrocketed.

Mastering time management didn’t just help me get more done—it helped me work smarter, not harder. And with a strong routine in place, I could focus on the next key to success: learning from top performers.

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2. Learning from Top Performers

Success leaves clues. If you want to book more meetings, don’t reinvent the wheel—study the people who are already winning.

Early on, I made it a habit to listen, watch, and learn from the best SDRs and account executives (AEs) around me. The goal? Pick up what works, adapt it to my style, and execute.

Listening to Calls—A Masterclass in Sales

Every week, I carved out time to listen to at least five sales calls to learn how to book more sales meetings as an SDR:

🎧 3 SDR cold calls – to hear different outreach styles, opening lines, and objection handling.
🎧 2 AE discovery calls – to understand how top reps qualify prospects and set up deals.

I didn’t just passively listen—I took notes, filled out feedback forms, and looked for patterns. What tone worked best? How did they handle pushback? What questions got prospects to open up?

Over time, I started recognizing winning strategies and bringing them into my own calls.

Breaking Down What Works (and What Doesn’t)

Listening to calls wasn’t just about copying top reps—it was about understanding why certain things worked.

• What phrases grabbed the prospect’s attention?
• How did the best SDRs steer the conversation when a prospect was hesitant?
• What small tweaks made their messaging more compelling?

By analyzing the details, I was able to refine my approach and avoid making the same mistakes twice.

Asking Questions, Seeking Feedback

I stopped trying to figure everything out on my own. If I heard something great on a call, I’d ask the rep why they did it. If a discovery call went well, I’d message the AE and ask what they focused on. Sales is a team sport. The more I learned from those around me, the faster I improved.

By actively listening, taking notes, and applying what I learned, I started sounding less like a “new SDR” and more like someone who knew what they were doing.

And that’s when things really started to click—especially once I started leveraging the Allego sales enablement platform to make learning even faster.

3. Leveraging Allego for Faster Learning and Smarter Outreach

In my first few weeks at Allego, I noticed something: the top SDRs weren’t just working harder—they were working smarter. They weren’t scrambling to find the right messaging or guessing at the best way to handle objections. They had everything they needed—content, coaching, and call insights—at their fingertips.

That’s when I realized: The Allego sales enablement platform wasn’t just a tool. It was my secret weapon for learning how to book more sales meetings as an SDR.

Self-Coaching: Learning from the Best in Minutes, Not Hours

One of my biggest challenges as a new SDR was figuring out how to improve fast without spending hours on training. With Allego, I could:

🎧 Listen to top-performing calls instantly – No need to wait for a live shadowing session. I could search for specific call topics, hear how the best reps handled them, and start applying what I learned right away.
⚡ Use AI-powered call summaries – Instead of rewatching full-length recordings, I could skim key takeaways in seconds.
📈 Track what was working – I could compare my own calls to top reps and spot areas where I needed to improve.

On-the-Go Sales Coaching: Real-Time Feedback That Actually Sticks

One of the biggest game-changers for me? Having my manager’s feedback embedded directly into my calls.

With Allego, every one of my calls was:

✅ Uploaded to the platform and reviewed – My manager could listen and add comments at exact timestamps, giving me real, actionable feedback.
✅ Full of coaching moments – Instead of vague advice like “be more confident,” I got specific suggestions on things like tonality, pacing, and objection handling.
✅ Easy to revisit – If I wasn’t sure about something, I could go back, rewatch, and make adjustments before my next call.

This made improvement instant, not delayed. Instead of waiting for a 1:1 meeting to get coaching, I had real-time feedback, exactly when I needed it.

Prospecting Smarter with Digital Sales Rooms (DSRs)

Most prospects don’t want just another email. They want something engaging, something that stands out. That’s where Digital Sales Rooms (DSRs) come in.

With Allego, I can:

📌 Create personalized content hubs for prospects – Instead of sending a basic email, I built a dedicated space with videos, case studies, and product insights tailored to their needs.
📌 Follow up with real value – After a “send me an email” call, I didn’t just drop a generic message—I sent relevant content that actually addressed their objections.
📌 Make my outreach more interactive – Instead of plain text, I could send video messages and voice notes, making my follow-ups feel more personal and engaging.

Staying on Track with Flashcard Drills and Simulators

Even after onboarding, there were always things I needed to sharpen—whether it was objection handling, product knowledge, or competitive positioning. Allego made it easy to:

📝 Use flash drills to reinforce key messaging.
🎭 Practice with dialogue simulators to improve my responses before live calls.
❓ Take quizzes to test my knowledge and make sure I was always leveling up.

The Bottom Line? Allego Helped Me Ramp Faster and Sell Smarter

Instead of spending months figuring things out, I had instant access to top-performing calls, real-time coaching, and interactive sales content that helped me engage prospects better.

And the best part? I wasn’t just learning. I was applying what I learned every single day.

Next up: how I made sure I used every possible channel to reach prospects.

4. Diversifying Outreach: No Channel Left Behind

If you’re only using one outreach channel, you’re leaving money on the table.

Early on, I caught myself favoring certain channels—leaning too much on email or spending too much time on LinkedIn. But I quickly realized that sticking to just one method meant missing out on potential meetings. Some prospects never respond to emails. Others ignore cold calls. Some live in their LinkedIn DMs.

So, I made a rule: no outreach channel gets left behind.

Cold Calling: The Fastest Way to Get a Yes (or No)

A lot of SDRs avoid cold calling. It’s uncomfortable. It can feel like a grind. But here’s the truth: It’s the quickest way to get a real answer.

📞 It forces a response. Unlike emails that sit unread, a live conversation means instant feedback—whether it’s a yes, no, or a “not right now.”
📞 It builds real connections. People buy from people, and hearing my voice made my outreach more personal.
📞 It sets me apart. So many reps rely only on email, so a well-placed cold call immediately made me stand out.

To make the most of my calls, I:

• Called at different times to test when prospects were most responsive.
• Used LinkedIn research to personalize my openers.
• Left compelling voicemails that gave prospects a reason to call back.

Email: Making Every Message Count

Emails are easy to send—but easy to ignore. I knew I had to make mine stand out.

Instead of sending generic, templated messages, I focused on:

✉️ Personalization at scale – I referenced specific pain points, recent company news, or shared connections to grab attention.
✉️ Keeping it short – Prospects don’t read novels. My emails were concise, clear, and action-driven.
✉️ Using visuals and content – Thanks to Allego, I could embed videos, case studies, or interactive assets to make my outreach more engaging.

LinkedIn: Turning Cold Prospects into Warm Conversations

LinkedIn isn’t just a place to connect—it’s a goldmine for relationship-building.

To make LinkedIn outreach work, I:

💬 Sent voice notes and video messages – Text-based DMs get ignored. A quick, personalized voice note or video message? Way more engaging.
📌 Commented on prospects’ posts before reaching out – This warmed up conversations and made my outreach feel less like a cold pitch.
🎯 Used LinkedIn as a follow-up tool – If someone didn’t respond to my email, I sent a LinkedIn connection request with a short, friendly message.

Texting: The Underrated Secret Weapon

Most SDRs don’t use texting—but they should.

If I had a strong initial call with a prospect, I’d follow up with a short text:

“Hey [Name], great chatting earlier! Just sent over the case study we discussed. Let me know if you have any questions!”

Simple. Personal. Effective.

The Multi-Channel Formula for Success

Using all four channels—cold calling, email, LinkedIn, and texting—helped me reach more prospects, increase response rates, and book more sales meetings as an SDR.

Some prospects answered my calls. Others replied to emails. Some engaged on LinkedIn first. The key was staying flexible and using every tool available.

And once I made that part of my daily routine, there was only one thing left to do: follow up relentlessly.

5. Consistency in Follow-Ups

Most deals aren’t won on the first touch. Or the second. Or even the third.

The reality? Most prospects need multiple follow-ups before they even respond.

Early on, I made the mistake of reaching out once or twice and assuming if someone didn’t reply, they weren’t interested. Wrong. I wasn’t being persistent enough. The truth is prospects are busy, distracted, and bombarded with messages. If I wasn’t following up, I was losing opportunities before they even started.

So, I changed my approach. I committed to consistent, strategic follow-ups—and it made all the difference.

The Fortune Is in the Follow-Up

I stopped assuming silence meant “no” and started treating it as “not yet.” Here’s what I did differently:

📅 Followed a structured cadence – Every prospect went into a multi-step follow-up sequence across email, LinkedIn, and calls. No one got left behind.
📝 Added value with every touch – I never sent a lazy “Just checking in” email. Instead, I shared a relevant case study, a thought-provoking question, or a piece of industry news.
⏳ Spread out my touchpoints strategically – I didn’t spam people. I spaced my follow-ups over days and weeks, keeping my name top of mind without being annoying.

Mixing Up My Follow-Up Approach

The key to great follow-ups? Variation. I didn’t just repeat the same message over and over—I switched things up:

• Day 1: Initial email or LinkedIn message
• Day 3: Cold call + voicemail
• Day 5: Follow-up email with a relevant article or case study
• Day 7: LinkedIn voice note or video message
• Day 10+: Continue alternating between calls, emails, and LinkedIn until I got a response

By changing my approach with each touchpoint, I stayed persistent without feeling pushy.

Handling the “Send Me an Email” Brush-Off

One of the most common responses in sales? “Just send me an email.” I used to take this at face value—until I realized it was often a polite way of saying no thanks.

Now, when I hear this, I don’t just send a generic email and hope for the best. Instead, I

📌 Ask a follow-up question – “Absolutely! Just so I send the most relevant info, are you more interested in [specific topic] or [another topic]?” This keeps the conversation going.
📌 Send a DSR – Instead of a plain-text email, I use Allego to share a personalized, interactive content hub that makes my follow-up stand out.
📌 Set a reminder to follow up again – I never assume one email is enough. I always check back in a few days later.

Persistence Pays Off

By committing to consistent, value-driven follow-ups, I started seeing real results.

Prospects who ignored my first email responded on the fourth. Someone who brushed me off on a cold call booked a meeting after my second LinkedIn message. This is exactly why follow-up is crucial when learning how to book more sales meetings as an SDR. Deals that would’ve been lost turned into real pipeline—simply because I didn’t give up.

And while follow-ups were key, I also learned that success doesn’t come from doing everything alone. That’s why I made sure to lean on my team and seek out different perspectives.

6. Seeking Guidance & Team Collaboration

Sales isn’t a solo sport.

When I first started as an SDR, I thought I had to figure everything out on my own. I spent hours overanalyzing emails, second-guessing call scripts, and trying to solve problems without asking for help.

Big mistake.

Once I started leaning on my team—asking for feedback, sharing ideas, and learning from different perspectives—everything changed. My outreach got sharper. My confidence grew. And most importantly, I booked more meetings.

Learning from My Team: The Shortcut to Success

One of the biggest game-changers for me was surrounding myself with top performers.

👂 I listened to their calls – I studied how they handled objections, how they opened conversations, and how they navigated tough prospects.
❓ I asked for advice – If I struggled with an objection or a specific persona, I didn’t waste time guessing—I asked my teammates how they handled it.
📊 I shared what was working – If I found a subject line that got high response rates or a cold call opener that resonated, I shared it with the team. Sales is about helping each other win.

Coaching = Fast-Track Improvement

My manager wasn’t just there to check my numbers—they were there to make me better. But to get the most out of sales coaching, I had to actively seek it out.

📌 I reviewed my own calls before 1:1s, identifying areas where I needed feedback.
📌 I asked for specific coaching – Instead of saying, “How can I improve?” I asked, “How can I handle pricing objections more effectively?”
📌 I implemented feedback immediately – If my manager gave me a suggestion, I tested it on my next call. Small tweaks lead to big results.

Fresh Perspectives = New Strategies

One of the best things I did? I talked to people outside the SDR team.

👥 AEs taught me how to qualify better – Understanding their priorities helped me book better meetings.
📈 Marketing gave me insight into messaging – What subject lines were converting? What content were prospects engaging with?
🎯 Other SDRs shared different approaches – Every rep has their own style. Learning from multiple people helped me find what worked best for me.

The Power of Teamwork

I stopped trying to go it alone and started leveraging the collective knowledge of my team. The result?

✅ Better calls
✅ Smarter outreach
✅ More booked meetings

And once I had the right habits in place, there was only one thing left: push past my targets and aim even higher.

7. Aiming Higher Than Your Target

Hitting quota is the goal. Exceeding it is the mindset.

At first, I focused on just meeting my numbers—hitting my daily call goals, booking my required meetings, and doing the bare minimum to stay on track. But then I noticed something:

The top SDRs weren’t just meeting their targets. They were consistently surpassing them. 

So, I made a decision: I wouldn’t just aim for my number—I’d aim higher.

The Rule of +3

I started following a simple rule: Set my goal three meetings higher than my quota. If I needed 10, I aimed for 13. If I needed 15, I pushed for 18.

By aiming higher, a few things happened:

• I stopped playing it safe. Instead of slowing down once I hit my target, I kept pushing.
• I worked with more urgency. A higher goal meant I had to stay disciplined and proactive every single day.
• I created more pipeline. Extra meetings meant extra opportunities—so even if a few fell through, I was still ahead.

Why Overachieving Pays Off

Aiming higher isn’t just about bragging rights. It’s about setting yourself up for long-term success.

📈 More meetings = more opportunities. The extra effort compounds over time, leading to more wins.
💡 It builds momentum. The more I pushed myself, the more confident I became. Success fuels success.
🚀 It opens doors. Consistently exceeding targets doesn’t go unnoticed. It positions you for bigger opportunities—promotions, leadership roles, and career growth.

Never Settle, Always Push

The difference between being a good SDR and a great one? Never getting comfortable.

So, I keep raising the bar. I push for more. And I remind myself:

Quota isn’t the ceiling—it’s the baseline.

Final Thoughts: The Habits That Changed Everything

In my third month as an SDR, I booked 10 meetings—not because of luck, but because of deliberate, consistent effort.

🚀 I mastered my time.
🎧 I learned from top performers.
📲 I leveraged Allego to work smarter.
📞 I diversified my outreach.
📅 I followed up relentlessly.
🤝 I leaned on my team.
🎯 And I always aimed higher than my target.

If you’re an SDR looking to level up and master how to book more sales meetings, these habits work. Start small, stay consistent, and keep pushing. Your booked meetings (and your career) will thank you.

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About the Author: Abigail Parker is an SDR at Allego, where she helps drive pipeline by prospecting, qualifying leads, and setting up sales meetings. With two years of sales experience, she started her career with no training, no coaching, and no clear path for growth—an experience that shaped her passion for helping other SDRs succeed. Outside of sales, Abigail is a proud cat mom and a car fanatic who loves modifying cars, attending events, and keeping up with Formula One (Go Red Bull Racing!). She’s always happy to connect on LinkedIn and support SDRs looking for guidance.

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Want to Ramp Up SDRs Faster? Sales Enablement Can Help

The right sales enablement strategy gives SDRs the training, coaching, and content they need to succeed. Learn how to maximize your sales enablement investment and equip your team with the tools to prospect smarter, handle objections effectively, and book more meetings. Get the eBook now.