Salesforce is the CRM of record for many sales teams. As such, products that make it's use more efficient are game changers. Here's what you can do as an Sales Development Rep to get the most out of Salesforce and your Sales Enablement tools.

1. 4 Keys To
Using Salesforce
As a Sales Development Rep

2. Salesforce is
hard to ignore.
WHAT WE KNOW

3. %
In fact, by 2018:
62
of all CRM software will be
cloud-based, with Salesforce
solidifying its market
leadership position.

4. How do you use Salesforce to
better engage prospects?
WHICH BEGS THE QUESTION

5. 1. Leverage Lead Records
The more information you have, the more
likely you are to get a response, simply
because you can tailor your messages with
more personalization and precision.
Why? Because they’re packed
with valuable information.
Information like…
Date/Source
Score or Grade
Activity
This helps you understand the “when” and
“where” of each lead and know how to
approach each.
Know how well each prospect fits your ideal
customer profile and when the best time to
reach out is.
Always know who has contacted or touched a
lead in the past.

6. Salesforce recently updated their user interface. The screen on
the left is the product’s traditional UI. The screen on the right is
the product’s new “Lightning” UI. Depending on your accounts
configuration, what you see may be a little different.
THE MORE YOU KNOW

7. 2. Engage With Email Cadences
SDRs can create multiple cadences and sales
email templates for different audiences, and
share them across the team. Each activity is
automatically logged into Salesforce,
streamlining workflow and empowering
Sales Operations with a single source.

8. Persistence is key.
ALWAYS REMEMBER:
The best tools allow you to send email directly from
Salesforce, while providing a framework that allows SDRs to
stay organized, stay on top of their leads, and stay persistent.

9. 3. Use A Sales Dialer
Dialer technology allows you to drop pre-
recorded voicemails, auto-log tasks and
notes, and sync directly to Salesforce.
Eliminate the manual activity.

10. 4. Master Lead Handoff
Once that appointment is set, it’s time to hand
off the lead to an Account Executive, or
whichever sales function services the middle
and bottom portions of your sales funnel.

11. Simply update a leads status and reassign
to a new user, making the SDR-to-AE
handoff seamless. That lead’s records
will have all of the relevant activity data
from your dialer and email tools, as well
as any notes or comments you’ve added.
Salesforce makes passing
the baton easy.

12. Read the full
eBook today.
WANT TO LEARN MORE?
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