ools echnology art 13 Core sales development tools P SDR tand t Covering the Who, What and Where of ABSD: Where: Where: Human email/sales email Orchestration Who: To streamline and automate the creation, To synchronize interactions that span channels Data vendors sending, and tracking of highly relevant emails (email + phone + social + demand gen) and To identify and prioritize target accounts, – ideally emails that are personalized, reviewed, departments (Marketing, Sales Development, find accurate contact data, and maintain and human-to-human. Sales, and Customer Success) into coordinated data quality. multi-step Plays. Example vendors: Example vendors: Dun & Bradstreet, Leadspace, Engagio, Outreach, SalesLoft, ToutApp, Yesware… Example vendors: Engagio (Yep – just us!) DiscoverOrg, Email Hunter, Norbert, Datanyze, LeadGenius… Where: Phone/dialer “Orchestration is the big step – What: To increase efficiency and improve the quality the leap from old-school sales Account insight and consistency of phone and voicemail To understand account and market dynamics interactions. development to the new Account and find relevant issues that will resonate Based Sales Development.” in target accounts. Example vendors: InsideSales.com, FrontSpin, RingDNA, Ring.io, Velocify… Kristina McMillan, Example vendors: LinkedIn, InsideView, Sales Development Mattermark, DataFox, Owler… Where: Social media Practice Leader, What: To monitor and interact with prospects and TOPO Person insight customers via social channels. To help research individual prospects and customers to tailor your messaging. Example vendors: LinkedIn, Twitter, rFactr, Nudge… Example vendors: LinkedIn, Crystal, Accompany, Triggerfox, CharlieApp… 129