{"id":83844,"date":"2020-12-29T08:00:09","date_gmt":"2020-12-29T13:00:09","guid":{"rendered":"https:\/\/www.drift.com\/?p=83844"},"modified":"2020-12-18T16:06:57","modified_gmt":"2020-12-18T21:06:57","slug":"whats-new-december-2020","status":"publish","type":"post","link":"https:\/\/www.drift.com\/blog\/whats-new-december-2020\/","title":{"rendered":"Updates to Drift Prospector, Drift Email, and More: What’s New December 2020"},"content":{"rendered":"

2020 might be coming to an end, but the Drift team is still hard at work rolling out important product updates. This month, we released enhancements for everything from Drift Prospector<\/a> to Drift Email<\/a> and so much more to make the Drift experience even better for you (and your customers).<\/p>\n

Read on to learn more about these important updates.<\/p>\n

Can\u2019t wait a whole month for more update news? Keep up with Drift updates and see how other customers are using them in the <\/em>Drift Community<\/em><\/a>.<\/em><\/p>\n

Grouped Activity Feed in Drift Prospector<\/h2>\n

It\u2019s great when multiple account contacts visit your site.\u00a0 But what\u2019s even better? When those contacts come back multiple times to learn more about your offering. Less exciting though is scrolling through pages of activity to see which contact was engaging with what and when.<\/p>\n

Drift Prospector<\/a> now clusters activity around a given time period, making it easy to find those important details. Critical actions, like meetings booked, are listed at the top of the feed and you can easily click in to view contacts and their activity history.<\/p>\n

\"Prospector<\/p>\n

Contact-specific Location Information in Drift Prospector<\/h2>\n

With everyone working from home, a company\u2019s location may not necessarily indicate a contact\u2019s location. That\u2019s why it\u2019s important to get as granular as possible with data.<\/p>\n

Drift Prospector<\/a> now shares contact-level location information, making it easy to not only identify who\u2019s on the buying committee but where they\u2019re located \u2013 and the best time to reach out.<\/p>\n

Upgrade to the V2 Widget<\/h2>\n

If you\u2019re a Drift Admin, you may have noticed a banner in your account prompting you to upgrade to the V2 widget.<\/p>\n

Drift\u2019s V2 widget is designed to improve your overall Drift experience. New options include custom widget placement, better accessibility, Giphy support, and more.<\/p>\n

\"\"<\/p>\n

Click here to upgrade today.<\/strong><\/a><\/p>\n

Org-wide Meeting Types in the Email Extension<\/h2>\n

Last month, we announced the ability to create Universal Meetings<\/a> to help Drift Admins standardize meeting types for their organization.<\/p>\n

Now, you can share those Universal Meeting types via email when you\u2019re using the Drift email extension.<\/p>\n

\"Universal<\/p>\n

Learn more about the Drift email extension.<\/strong><\/a><\/p>\n

“Or” Conditions in the Routing Rule Builder<\/h2>\n

Routing is a critical component of Drift since it helps to ensure that the right person ends up in the right place. Depending on the size of your sales organization, this is no easy task.<\/p>\n

Drift now supports \u201cor\u201d logic in the Routing Rule Builder, making it easier to target and route reps based on multiple conditions.<\/p>\n

Update Routing Rules here.<\/strong><\/a>\u00a0<\/strong><\/p>\n

Single Campaign Enrollment for Drift Email<\/h2>\n

It\u2019s important to strike the right balance when nurturing your prospects via email campaigns. You want to keep them informed, but not overwhelm them.<\/p>\n

Now you can configure Drift Email<\/a> so individual prospects are only enrolled in one campaign at a time.\u00a0 Updates also give you the ability to build a more unique audience for each campaign \u2013\u00a0giving you more control than ever.<\/p>\n

Click here to learn more about Drift Email.<\/strong><\/a><\/p>\n

We\u2019re working hard every day to make Drift better for you. You can get up to speed with more product updates here<\/a> and here<\/a>.<\/p>\n

Happy New Year.<\/p>\n

Ready to accelerate your revenue and connect your sales team to more buyers faster? Get a demo of Drift Prospector today<\/a>.<\/h3>\n

\"\"<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

2020 might be coming to an end, but the Drift team is still hard at work rolling out important product updates. This month, we released enhancements for everything from Drift Prospector to Drift Email and so much more to make the Drift experience even better for you (and your customers). Read on to learn more […]<\/p>\n","protected":false},"author":218,"featured_media":83924,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false},"categories":[79,42],"tags":[245,304,305],"acf":{"evergreen_content":false,"hero_image":{"ID":83923,"id":83923,"title":"2012 December Product Releases HERO@2x","filename":"2012-December-Product-Releases-HERO@2x-scaled.jpg","filesize":197400,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","alt":"","author":"218","description":"","caption":"","name":"wp-attachment-2012-december-product-releases-hero2x","status":"inherit","uploaded_to":83844,"date":"2020-12-18 19:42:07","modified":"2020-12-18 19:42:07","menu_order":0,"mime_type":"image\/jpeg","type":"image","subtype":"jpeg","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":2560,"height":1244,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-150x150.jpg","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","medium-width":2560,"medium-height":1244,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","medium_large-width":768,"medium_large-height":373,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","large-width":2560,"large-height":1244,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-1536x747.jpg","1536x1536-width":1536,"1536x1536-height":747,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-2048x996.jpg","2048x2048-width":2048,"2048x2048-height":996,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-324x324.jpg","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","profile_24-width":24,"profile_24-height":12,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","profile_48-width":48,"profile_48-height":23,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","profile_96-width":96,"profile_96-height":47,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","profile_150-width":150,"profile_150-height":73,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-HERO@2x-scaled.jpg","profile_300-width":300,"profile_300-height":146}},"inject_into_header":"","include_customer_story_fields":false,"index_image":{"ID":83924,"id":83924,"title":"2012 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19:42:16","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1200,"height":627,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","medium-width":1200,"medium-height":627,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","medium_large-width":768,"medium_large-height":401,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","large-width":1200,"large-height":627,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","1536x1536-width":1200,"1536x1536-height":627,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","2048x2048-width":1200,"2048x2048-height":627,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","profile_24-width":24,"profile_24-height":13,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","profile_48-width":48,"profile_48-height":25,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","profile_96-width":96,"profile_96-height":50,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","profile_150-width":150,"profile_150-height":78,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2020\/12\/2012-December-Product-Releases-INDEX-UNFURL.png","profile_300-width":300,"profile_300-height":157}},"bottom_cta":{"title":"","subtitle":"","button_text":"","button_link":"","button_text_two":"","button_link_two":""},"related_posts":[{"ID":64732,"post_author":"260","post_date":"2020-09-03 08:00:07","post_date_gmt":"2020-09-03 12:00:07","post_content":"An SDR on my team can have an account list that is anywhere from 200 to 500 accounts. Maybe even more. Manually working through and prioritizing all of these accounts is not realistic or efficient. And, as an SDR, time is literally money \ud83d\udcb8\r\n\r\nI\u2019m Julianne Thompson, Head of Sales Development at Drift, and I know this struggle all too well. But recently, my team started using something that\u2019s made a big impact in a short amount of time. With Drift Prospector<\/a>, my team is able to identify who they want to talk to and easily<\/em> start conversations with them.\r\n\r\nDrift Prospector helps my team be more productive by engaging the right people at the right time. Prospector automatically prioritizes target accounts, centralizes insight on behavior across the buying team, and gives direct access to follow up \u2013 all from a single interface.\r\n\r\nHere are some ways my team and I leverage Prospector to close more deals and get results \ud83d\udc47\r\n

1. Prioritizing Target Accounts<\/h2>\r\nBefore Prospector, my team was spending time on blind outreach to accounts we assumed were our ideal customer profile<\/a>. But, the results were mixed and the time spent on doing this wasn\u2019t always productive. With Prospector, you can see exactly what accounts are engaging with you and even get a prioritized list to focus your outreach efforts on.\r\n\r\n\"\"\r\n\r\nIn this example, you can see a stack ranked list of your most engaged accounts. You get insight into both who is on your site and what content or pages they\u2019re engaging with. You can also see how engaged each account is through an engagement score given on the right-hand side. If you were an SDR, you might consider prioritizing reach out to Acme and Digitos because they are the most engaged with you \ud83d\udd25\r\n

2. Identifying Decision-Makers<\/h2>\r\nAfter identifying your accounts, you need to figure out the contacts at each account to reach out to. More often than not, SDRs based their outreach efforts around titles. Maybe your team goes after \u201cDirector\u201d or \u201cSales\u201d in titles. And, often, the lack of visibility into who <\/em>is on your site means that you have to rely on the types of titles you think might be interested in purchasing from your business.\r\n\r\nWith Prospector, you can see exactly who was on your site, and from what company, so you can get a full picture of your buying committee. The average B2B buying decision involves 6.8 stakeholders<\/a> and identifying them can help your team engage and speak with each of them in the right way.\r\n\r\nIn this example, we clicked into Acme to see all the stakeholders who may have engaged with you so you can start identifying and building a buying committee.\r\n\r\n\"\"\r\n

3. Knowing What to Say<\/h2>\r\nOnce you have figured out the right accounts and people to talk to, the next step is to figure out the right thing to say. Gone are the days of generic emails and one-size-fits-all. These days, customers expect a personalized experience, and a sales email<\/a> from your SDR team is no different.\r\n\r\nWith Prospector, you can review LinkedIn profiles or Salesforce history for a particular contact to see what topics interest them, what emails they\u2019ve opened in the past, and what content they have consumed. You can use this information as a way to spur conversation and reach out to prospective customers \u2013 just like Tate does with this email.\r\n\r\n\"\"\r\n

4. Capitalizing on Buyer Intent<\/h2>\r\nAfter you have figured out the who and the what, it\u2019s all about the when. You have to take action quickly when a buyer has expressed interest or intent to buy. The chances of engaging someone and getting that meeting booked decrease significantly the longer you wait.\r\n\r\nWith Prospector, you can engage with a high-value contact in multiple ways. You can start a conversation on LinkedIn, you can email them directly, or you can drop them into and Outreach sequence. This is in addition to live chat<\/a> and notifications your team is already leveraging with Drift.\r\n\r\nIn this example, an SDR can start a conversation with Zach Boyce via email, enroll them in an Outreach sequence or look them up on LinkedIn.\r\n\r\n\"\"\r\n\r\nAll of the information within Drift Prospector helps you accelerate the deal cycle by knowing who to engage and what to say. It lets your SDR team be more productive and spend their time on the activities that generate revenue for your business \ud83d\udcc8\r\n

Want to accelerate your revenue by helping your sales team connect with more buyers faster? Get a demo of Drift Prospector today<\/a>.<\/h3>\r\n\"\"<\/a>","post_title":"How My SDR Team Uses Drift Prospector to Improve Efficiency and Accelerate Revenue","post_excerpt":"","post_status":"publish","comment_status":"closed","ping_status":"closed","post_password":"","post_name":"sdr-team-prospector","to_ping":"","pinged":"","post_modified":"2020-10-29 15:13:50","post_modified_gmt":"2020-10-29 19:13:50","post_content_filtered":"","post_parent":0,"guid":"https:\/\/www.drift.com\/?p=64732","menu_order":0,"post_type":"post","post_mime_type":"","comment_count":"0","filter":"raw"},{"ID":81938,"post_author":"260","post_date":"2020-10-26 08:00:07","post_date_gmt":"2020-10-26 12:00:07","post_content":"I used to joke that I was a great sales development rep<\/a> (SDR) because I didn\u2019t want<\/em> to be an SDR. I wanted to be promoted \u2013 and I knew the fastest path to promotion was to be a great SDR.\r\n\r\nFor any SDR, getting that promotion requires a lot of hard work. I\u2019m not going to sugarcoat it \u2013\u00a0getting promoted is not the easiest thing to do (especially when only 48% of SDRs consistently meet their quota<\/a>).\r\n\r\nYou log all those calls, emails, LinkedIn messages, videos, and live chat<\/a> sessions \u2013 and it can still feel like odds are stacked against you.\r\n\r\nAdd in a global pandemic, and all bets are off, right? Not quite.\r\n\r\nBecause hard work pays off. <\/strong>In fact, Q3 2020 was the best quarter in history for our SDR team. We set new company records in meetings booked, held, and opportunities generated each month of Q3. That doesn't mean we're finished \u2013 those records make up our new standard.\r\n\r\nWe're raising the bar \ud83d\ude4c<\/strong>\r\n\r\n2020 taught us a lot about trying new things and stepping out of our comfort zones. So we decided to share some of our biggest lessons learned with you. Whether you\u2019re a sales development leader<\/a> (like me) or an SDR who doesn\u2019t want to be an SDR forever (I know the feeling), follow these 7\ufe0f\u20e3\u00a0 tips from Drift\u2019s SDRs to finish out the year strong.\r\n

Create a Repeatable Process That Works for You \ud83d\udcdd<\/h2>\r\nWhen I first sat in the SDR seat, I made a point to meet with everyone who was hitting quota and pick their brain<\/strong>. I took a piece I liked from everyone's workflow and created my own repeatable process. Now I start each day by ranking the tasks I need to get done in order of importance. Then I work my way through the list.\r\n\r\nThe trick is to stick to your process \u2013 even when there are tough weeks. And trust me, there are going to be tough weeks. There\u2019s no way around that.\r\n\r\nI\u2019ve seen a lot of reps yo-yo and try to shake up their process when they have a few bad days. Some will switch between only making calls, or only sending templated emails, or only working on a few hyper-personalized emails. But most of the time, they only dig themselves deeper.\r\n\r\nIf you have a consistent process that you know works for you<\/em>, abandoning it when times get tough is the worst thing you can do. Stick with it. Trust that you\u2019ve got this. And remember that making a few extra dials never hurts either.\r\n
\r\n
\"\"<\/div>\r\n
\r\n

\u2013 Michael McCool, Mid-Market SDR<\/h3>\r\n<\/div>\r\n<\/div>\r\n

Build Your SDR Pipeline<\/h2>\r\nThis means that every time you get a high intent inbound lead, an \u201cI\u2019m not the right contact\u201d email, a \u201ccall me later\u201d on the phone, a \u201cnot the right time\u201d response on Linkedin \u2013 WRITE IT DOWN. I call this my SDR pipeline and it\u2019s been a game-changer for keeping track of leads and accounts<\/strong> that are good fits for Drift, but for whatever reason, the timing isn\u2019t right.\r\n\r\nHere\u2019s a video<\/a> of me walking through how I set up my SDR pipeline and how it helps me increase engagement \ud83d\udc47\r\n\r\n\"\"<\/a>\r\nAdding this to my process has helped me turn cold leads, into warm leads, into meetings, into opportunities. It helped me hit my quota<\/a> in Q3 and helped me start Q4 off strong.\r\n
\r\n
\"\"<\/div>\r\n
\r\n

\u2013 Lorraine Chon-qui, Inbound SDR<\/h3>\r\n<\/div>\r\n<\/div>\r\n

Zero in on What Your Prospect Cares About \ud83c\udfaf<\/h2>\r\nAs an Enterprise SDR, I talk with the C-suite every day. So my messaging needs to be refined constantly. Add in the fact that Drift can accelerate revenue<\/a> for any industry, so the type of target account I\u2019m interacting with varies greatly. It keeps me on my toes \u2013 and I love it.\r\n\r\nThat said, I\u2019ve yet to be on a cold call where a C-level executive needed to learn every single feature of a platform in the first 30 seconds. Especially if they never even expected to get that call from me in the first place.\r\n\r\nThat\u2019s why personalized messaging is the game in the enterprise space<\/strong>. Drift Prospector<\/a> is the solution.\r\n\r\nHaving the ability to immediately understand what someone from a specific target account was interested in learning about is crucial. Coupling that with having instant communication makes reaching quota that much easier.\r\n\r\nHere\u2019s a recent example. At the beginning of September, I used data from Drift Prospector to book a meeting with a Fortune 100 CMO. I booked it from the very first email I sent out \u2013 that\u2019s all it took to get this exec to come to our site, chat with me about that topic, and book a meeting on my calendar within three minutes.\r\n\r\nProspector cuts down my research time and gets right to the key topics that enterprise buyers<\/a> care about to book more qualified meetings. What\u2019s not to like?\r\n
\r\n
\"\"<\/div>\r\n
\r\n

\u2013 Danny Saldivar, Enterprise BDR<\/h3>\r\n<\/div>\r\n<\/div>\r\n

Try Cold Videos to Break the Ice \u2744\ufe0f<\/h2>\r\nWrite down what has worked in the past and try it again<\/strong>. If it stops working, how can you revamp it? Any SDR will tell you that it\u2019s hard to get people on the phone, so I created a little Drift Video<\/a> I refer to as, \u201cThe Nobody Likes a Cold Call Video<\/a>.\u201d\r\n\r\n\r\n\"\"\r\n<\/a>\r\n\r\nThe message can be super simple, \u201cHey, noticed my email was opened a few times, and since nobody likes a cold call, this is what I wanted to tell you on the phone...\u201d And then I add a personalized email to the individual persona, company, and\/or use case. That\u2019s it.\r\n\r\nIf you\u2019re hitting a wall and not getting responses to your cold outreach, try making a video. What do you have to lose?\r\n
\r\n
\"\"<\/div>\r\n
\r\n

\u2013 Fernando Chon-qui, Inbound SDR<\/h3>\r\n<\/div>\r\n<\/div>\r\n

Unlock the Goldmine in Your Call Recordings Library \ud83d\udcb0<\/h2>\r\nAs an Enterprise SDR, I have a lot on my plate. I work with big accounts, within a ton of industries, with a variety of personas, and through numerous channels. I understand that the best SDRs study the art and science of sales to invest in their personal expertise. But with a hectic schedule and an ambitious number to hit, it can be tough to carve out time for learning.\r\n\r\nGong<\/a> is the perfect solution for this. In fact, I almost always have an internal sales call playing in the background throughout my day. Why? Because the takeaways are invaluable.\r\n\r\nListening to my team\u2019s calls empowers me to try different selling techniques, understand buying behaviors, and explore alternative ways of pitching our solution.<\/strong>\r\n\r\nLast week, I listened to a call hosted by an Enterprise AE at Drift. This was a discovery call<\/a> with a buyer in the sales automation industry. My ears perked up when I heard my colleague answer an objection I hadn\u2019t come across. The execution was flawless.\r\n\r\nThe next day, I made a cold call with a buyer in a very similar industry \u2013 and I found myself getting a very similar objection. I channeled my colleague\u2019s technique and articulated a thorough response based on my learnings. My pitch resonated, and I booked the meeting.\r\n\r\nListening to call recordings is an easy way to learn from industry experts. And you never know \u2013 what you hear might be the key to booking your next big meeting<\/strong>.\r\n
\r\n
\"\"<\/div>\r\n
\r\n

\u2013 Tate Knapp, Enterprise SDR<\/h3>\r\n<\/div>\r\n<\/div>\r\n

Use Drift Prospector Like a Floodlight \ud83d\udca1<\/h2>\r\nPersonalization and information are gold when it comes to the outbound motion. Why would you go into a dark tunnel with no light and try to find your way out \u2013 when you can be armed with a floodlight that illuminates everything<\/em>? That\u2019s what Drift Prospector<\/a> does for me. I know exactly who to reach out to and exactly what topic I should be reaching out about. It helps me spend less time on research and more time on the motions that make meetings happen<\/strong>.\r\n\r\nMy AE and I regularly get together to plot out which accounts we want to break into and how we\u2019re going to do it. The best meetings are when I bring information and insights on my accounts that my AE wasn\u2019t aware of \u2013 it just gives me this huge leap forward. Because now instead of having to wait for my AE to bring everything to the table, I can provide a holistic overview of all the accounts we\u2019re working, not to mention bubble up some details that otherwise may have gone unnoticed.\r\n\r\nThanks to Prospector, I was able to capitalize on two different accounts that weren\u2019t on my radar last month. Here\u2019s how I did it: I sorted by account activity and was able to identify the key players who were on the site. Then I sent them content directly based on their activity. In just one week, both accounts set up meetings<\/strong>. I was pumped \u2013 and so was my AE.\r\n
\r\n
\"\"<\/div>\r\n
\r\n

\u2013 Adam Abraham, Enterprise SDR<\/h3>\r\n<\/div>\r\n<\/div>\r\n

Bring Authenticity to Everything You Do \ud83d\udc4b<\/h2>\r\nThe best SDRs stay authentic<\/a>. Although you may be given a specific framework and outbound cadence, it\u2019s critical to embed your own style and words in your calls, emails, videos, GIFs, and DMs.\r\n\r\nThe fact of the matter is that sales is a relationship game<\/strong>. Buyers are more likely to respond to genuine outreach.\r\n\r\nP.S. Pick up the phone and start dialing \ud83d\ude42\r\n
\r\n
\"\"<\/div>\r\n
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\u2013 Kahlil Trocm\u00e9, Enterprise SDR Lead<\/h3>\r\n<\/div>\r\n<\/div>\r\nNow let\u2019s go get Q4!\r\n\r\n\"\"<\/a>","post_title":"Drift's SDRs Share Their Best Pro-Tips for Hitting Quota","post_excerpt":"","post_status":"publish","comment_status":"closed","ping_status":"closed","post_password":"","post_name":"sdr-quota-tips","to_ping":"","pinged":"","post_modified":"2023-02-24 20:33:35","post_modified_gmt":"2023-02-25 01:33:35","post_content_filtered":"","post_parent":0,"guid":"https:\/\/www.drift.com\/?p=81938","menu_order":0,"post_type":"post","post_mime_type":"","comment_count":"0","filter":"raw"},{"ID":65202,"post_author":"218","post_date":"2020-09-25 08:00:07","post_date_gmt":"2020-09-25 12:00:07","post_content":"How we go-to-market (GTM) is changing<\/a>. Not just in the software industry, but across economies.\r\n\r\nNew technologies are accelerating messages<\/a> and products to the marketplace faster than ever before.\r\n\r\nBut there\u2019s a problem: <\/strong>Some internal teams are struggling to keep up.\r\n\r\nAnd this friction is killing more than just their buyer and customer experience<\/a>, it\u2019s killing their bottom-line outcomes.\r\n\r\nFor years marketing, sales, and customer success (CS) gurus have pointed to a simple solution: Alignment. If we simply align our revenue teams around the customer, that\u2019ll be enough. But alignment isn\u2019t enough. <\/em>\u00a0<\/em>\r\n\r\nWhen it comes to building a better GTM strategy, actions<\/em> speak louder than alignment. Your strategy needs both.\r\n\r\nThat\u2019s why I\u2019m sharing how you can drive action across your revenue teams<\/a> with examples from Drift and our customers. In each example, you\u2019ll see how these companies combined GTM strategies and technology to align and action marketing and sales.\r\n\r\nLooking to solve your pain fast? You can navigate from here \ud83d\udc47\r\n\r\nCreate Engagement at the Top-of-Funnel<\/a>\r\n\r\nDrive Conversions Through Personalization & Site Coverage<\/a>\r\n\r\nBook More High-Quality Sales Meetings<\/a>\r\n\r\nFast-Track Opportunities to Close<\/a>\r\n\r\nCreate & Grow Customer Relationships<\/a>\r\n\r\n\"\"<\/a>\r\n

Create Engagement at the Top-of-the-Funnel<\/h2>\r\nMarketing\u2019s job is to generate pipeline for sales. Top-of-funnel marketing is all about engaging with buyers in a meaningful way. To achieve both, marketers must gather the right insight and engage with buyers at the right time.\r\n\r\nTo collect these insights, some marketers sacrifice real-time personalized engagement in favor of data gathering through antiquated forms \u2013 all at the expense of the buyer\u2019s experience. For years marketers have relied on this process for lead generation, coupled with complicated lead scoring and routing happening in the background \ud83d\udc47\r\n\r\n\"\"\r\n\r\nTo be clear: This process works. But it\u2019s not efficient. And it certainly isn\u2019t buyer-friendly.\r\n\r\nAccording to Drift\u2019s State of Conversational Marketing<\/em><\/a> report, B2B buyer demand for real-time engagement has only grown:\r\n
\u201c46% of respondents reported that they expect a response within 5 seconds or less when using a chatbot; 43% expect the same using online live chat; and 33% when using a phone or video call. In fact, this need for immediacy grew across the board averaging an increase of 25%. And expectations even rose 33% over the last year for inherently sluggish web forms.\u201d<\/em><\/blockquote>\r\nSmartling\u2019s<\/a> Director of Brand Strategy and Communication, Adrian Cohn<\/a>, recognized how online forms were hurting lead conversion and lead quality<\/a> across their website:\r\n
\u201cI knew a form wasn\u2019t the way anymore. We had to modernize our web experience and make it easier for potential customers to connect with us. \u2013 Adrian Cohn, Director of Brand and Communication at Smartling<\/em>\u00a0<\/em><\/blockquote>\r\nTo solve their conversion and quality issues at the top-of-the-funnel Adrian started by rebuilding and refreshing Smartling\u2019s website. As part of the website redesign, Adrian and his team decided to rip out their forms and replace them with Drift Live Chat<\/a>.\r\n\r\nUsing Conversational Marketing<\/a>, SDRs can now engage with buyers using live chat, and qualify them if they are a good fit \ud83d\udc47\r\n\r\n\"\"\r\n

Drive Conversions Through Personalization & Site Coverage<\/h2>\r\nOver the years, customers have come to expect a certain level of personalization in their customer experience. And they\u2019re willing to pay for it. In a study from McKinsey<\/a>, companies that personalized their buyer experience reported:\r\n