SDR Training

Your role: Maximize outreach efficiency through AI-powered prioritization and personalized research at scale.

Time Savings

2+ hours per segment saved on ICP/persona research

Core Capabilities

Capability	What It Does	Time Saved
Auto-generated Personas	Buyer personas with pain points and messaging	1-2 hours/segment
Auto-generated ICPs	Scored ideal customer profiles	1-2 hours/segment
TAM Definition	Firmographic boundaries for targeting	30 min setup
Contact Import	CSV/webhook sync with enrichment	30 min/batch
Account Intelligence	Deep research on priority accounts	30-45 min/account

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Week 1 Workflow: Account Prioritization Setup

Day 1: Understanding Your ICPs

1. Review Existing ICPs

   Navigate to Audiences → ICPs tab. Each ICP has three scores that combine into a Total Score for prioritization.

2. Understand ICP Criteria

   Review the firmographic criteria: industry, company size, revenue range, geography, tech stack, and pain points.

3. Filter Accounts by ICP

   Go to Accounts tab, use filters to match ICP criteria, sort by total_score (highest first). These are your priority accounts.

ICP Scoring Breakdown:

Score	Range	What It Measures
Fit Score	0-40	Firmographic match (industry, size, tech)
Opportunity Score	0-30	Growth signals, funding, expansion
Readiness Score	0-30	Intent signals, timing indicators
Total Score	0-100	Combined prioritization

Day 2: Contact Research Workflow

1. Import Contacts

   Prepare CSV with required fields (email, first name, last name, company name, title, owner name). Navigate to Accounts → Import, upload CSV, map fields. Auto-enrichment queues for new contacts.

2. Run Account Intelligence

   For top priority accounts: select account, click Run Intelligence, review 6 generated categories, note key talking points for outreach.

3. Review Stakeholders

   Within account, go to Contacts subtab. Check buying_role assignments and engagement_score (0-100).

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Daily Outreach Prep Workflow

Morning Prep (15 min)
├── 1. Check today's priority accounts
├── 2. Run any missing intelligence
├── 3. Review research docs for key insights
└── 4. Queue personalization notes

Research per Account (5 min each)
├── Copilot: "What do we know about [company]?"
├── Check recent news/events
├── Identify key stakeholders
└── Note specific pain points for messaging

Outreach Execution
├── Reference campaign messaging docs
├── Personalize using intelligence data
└── Log activities for tracking

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Copilot Commands for SDRs

Task	Example Command
Account research	”Summarize what we know about TechCorp”
Find contacts	”Who are the VPs in our accounts?”
Pain points	”What challenges does TechCorp face?”
Competitors	”Who competes with TechCorp?”
Add contact	”Add sarah@techcorp.com as champion”
News search	”Recent news about TechCorp”

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Using Personas for Messaging

Access Buyer Personas

Navigate to Audiences → Personas tab. Each persona includes:

• Title/role patterns
• Key pain points
• Motivations and goals
• Preferred communication style
• Common objections

Matching Contacts to Personas

When researching a contact:

1. Check their title
2. Match to closest persona
3. Use persona’s pain points in messaging
4. Address persona-specific objections

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Research Reports for Outreach

Access these reports for messaging insights:

Report	Use For
Voice of Customer	Language and terminology to mirror
Buyer Psychology	Objection handling patterns
Competitive Intel	Differentiators vs. competitors
Market Trends	Industry context for relevance
Win/Loss Themes	What resonates with similar prospects

Navigate to Research tab to access all reports.

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Prioritization Matrix

Total Score	Priority	Action
80-100	Highest	Immediate, personalized outreach
60-79	High	Multi-touch sequence
40-59	Medium	Nurture sequence
0-39	Low	Batch campaigns only

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Conversion Metrics to Track

Metric	Definition
Accounts Worked	Accounts with logged activity
Contacts Added	New stakeholders mapped
Intelligence Complete	Accounts with full research
MQLs Generated	Marketing qualified leads
SQLs Generated	Sales qualified leads
Opportunities Created	Deals in pipeline

The Team Dashboard shows conversion rates at each stage.

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Outreach Checklist

Before reaching out to any account:

• ICP score reviewed (≥60 for personalized outreach)
• Account Intelligence complete (6/6 categories)
• Stakeholders mapped with buying roles
• Persona matched for primary contact
• Recent news/events reviewed
• Talking points noted from research
• Campaign messaging referenced for consistency

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Troubleshooting

Issue	Solution
Low ICP scores	Verify firmographic data is correct
Missing contact enrichment	Check email format; retry enrichment
No intelligence data	Verify website URL; run workflow manually
Account not appearing	Check org filter; confirm import completed

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Best Practices

Let AI Prioritize

Work highest ICP scores first — let AI do the heavy lifting on prioritization so you can focus on personalization.

1. Work highest ICP scores first — Let AI prioritize for you
2. Run intelligence before outreach — Personalization requires data
3. Use persona pain points — Generic messaging fails
4. Check news before calling — Recent events = relevance
5. Log everything — Your activity data informs team strategy

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What’s Next?

ICPs & Personas

Understanding ICP scoring

Account Intelligence

Deep research workflows

Campaigns

Campaign creation