# SDR Training

> Maximize outreach efficiency through AI-powered prioritization and research

Source: https://docs.graph8.com/training/sdrs/

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

> **Tip: 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 |
| Company Intelligence | Deep research on priority companies | 30-45 min/company |

---

## Week 1 Workflow: Company 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 Companies by ICP**
   
   Go to **Companies** tab, use filters to match ICP criteria, sort by **total_score** (highest first). These are your priority companies.

**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 **Companies → Import**, upload CSV, map fields. Auto-enrichment queues for new contacts.

2. **Run Company Intelligence**
   
   For top priority companies: select company, click **Run Intelligence**, review 6 generated categories, note key talking points for outreach.

3. **Review Stakeholders**
   
   Within company, go to **Contacts** subtab. Check **buying_role** assignments and **engagement_score** (0-100).

---

## Daily Outreach Prep Workflow

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

Research per Company (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
```

---

## Copilot Commands for SDRs

| Task | Example Command |
|------|-----------------|
| Company research | "Summarize what we know about TechCorp" |
| Find contacts | "Who are the VPs in our companies?" |
| 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" |

---

## 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

---

## 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.

---

## 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 |

---

## Conversion Metrics to Track

| Metric | Definition |
|--------|------------|
| **Companies Worked** | Companies with logged activity |
| **Contacts Added** | New stakeholders mapped |
| **Intelligence Complete** | Companies 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.

---

## Outreach Checklist

Before reaching out to any company:

- [ ] ICP score reviewed (≥60 for personalized outreach)
- [ ] Company 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

---

## 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 |
| Company not appearing | Check org filter; confirm import completed |

---

## Best Practices

> **Tip: 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

---

## What's Next?

**ICPs & Personas**

    [Understanding ICP scoring](https://docs.graph8.com/studio/global/)

**Company Intelligence**

    [Deep research workflows](https://docs.graph8.com/studio/accounts/)

**Campaigns**

    [Campaign creation](https://docs.graph8.com/studio/campaigns/)