The SDR’s job is to do everything possible to catch the attention

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“We really had to look hard at our best customers to see what it was about them that made them a good fit for us.” Specifically, the team uses three primary criteria as it evaluates companies for their potential: Size of company Size of sales team Eisting use of Salesforce and other sophisticated software tools The size of the company and the sales force are signals of how many seats SalesLoft could potentially sell into the account.


And if a company had Salesforce or other sophisticated software france cell phone number list tools—that was a sign that the firm was already comfortable using software tools similar to SalesLoft. Setting new responsibilities within the sales team Once a list is created at SalesLoft, each sales development rep (SDR) is assigned roughly 100 accounts to pursue in a given month. of people within the companies on their list—with the goal of setting appointments for account eecutives.


That’s a big change from the old process, where SDRs would create a list of prospects (on their own), then work them through a cultivation cadence trying to create as many appointments as possible. Under the old process, if someone on a prospect list didn’t respond when the sequence was over, the SDR would eventually send a funny “break-up” email.