Freddie Marryat, Product & Marketing Manager

 

After 10 years and over 800,000 intelligent conversations into the end user market we have learnt a thing or two about the tools that make SDRs more effective.

We have been prospecting from the Yellow Pages and Excel right through to modern AI base systems. Back in the 90s a phone and a can-do attitude would have kept you competitive, but now the landscape has changed, and reps need to be fully equipped before you send them into metaphoric battle. This means reps might use up to  9 sales tools – a significant number. This short blog post will explore the bare minimum to keep your SDRs performing.

Dedicated Prospecting Platform:

CRMs are great at customer relationship management, no surprises on that really. What they are not good at is providing a clean interface where an SDR can prospect into the end user market and track their pipeline effectively. It’s pretty clear that to effectively prospect you need to be making between 70-120 outreaches per day and that just isn’t possible if you are having to navigate around sales, marketing and business operations notes.

These days there are some great tools on the market and even the leading CRMs have created dedicated outbound apps to plug into their platforms. Obviously, we have a biased view on this as EngageIQ combines intelligent data with cutting edge MI algorithms to make sure your SDRs are optimised (if you want the best for your SDRs then we really do provide a world class solution). However, if your budget doesn’t allow for EngageIQ then why not check out SalesLoft or Outreach, who both tackle this issue.

Click to Dial:

I’m not sure about you but I can’t remember the last time I had to dial in a number into my phone, and those 11 key taps to dial really seem like an arduous task now. The ability to quickly dial a prospect through your prospecting platform allows an SDR to hit the top outreach numbers listed above. Ontop of this, tools like AirCall have functionality now that will auto dial through a list so that as the rep you can focus on nailing your pitch rather than who to call next.

Second to this, a calling platform allows you to seamlessly keep track of your outreach attempts, when last contacted X, did they answer? Did you have a conversation? and to listen back to the conversation.

 

Coaching:

Look, Ronaldo isn’t walking into training every week and remembering how the game went to pick up areas he could improve on. He is watching back hours of footage of both his performance and others he could emulate. When you are in the moment you, rightfully so, are focusing on doing your job not where you can improve. That’s why coaching software has become an integral part of an SDRs tool stack.

We partner with a software called Refract and have been using them ourselves internally for a number of years now. Refract is a call coaching platform that allows leaders to gain accurate, quantifiable, and observable insights into conversations and their teams abilities. Leaders can use this information to better coach, train and upskill their team and as a result the team can learn faster, improve and grow.

Whilst this is the bare minimum that an SDR needs to perform, check out our blog on the 8 best prospecting tools to find out 4 more!

By combining EngageIQ with these two other tools you can set up your SDRs for success.