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Powering SDR Reporting with Leadspace

  • Updated

The SDR Challenge—Prioritization

Among the millions of buyers out there in the world, only a handful are in-market for an organization’s solution at any one time. Because of this reality, along with the changing nature of B2B buyer preferences, sales development teams have to be laser-focused on whom they target and highly efficient in how they spend their time. 

As we’ve discussed before in SDR Prioritization with Predictive Scoring, effective time management is a primary factor as to why “33.3% of high-growth companies cite challenges around SDR time management as one of the top three challenges for their organization." So, faced with uncertain buyer conditions coupled with the standard challenges sales teams face, how can an SDR succeed in their role, begin to understand which accounts should be targeted, determine prioritization, and manage lead volume as the pipeline grows?

A good starting point is to invoke analytics and reporting—consolidating relevant insights, attributes, and data about your pipeline and leads can lay the foundation for effective time management, prioritization, and ultimately closed / won business. 

We’ve identified the most popular reports and dashboards across our customer base—let’s walk through how to set up those reports and dashboards for your SDRs.

Popular Reports for SDR Prioritization

The identified reporting most effective for the majority of Leadspace customers often represents some key types of data, including

  • Predictive Fit Scoring 
  • 1st or 3rd Party Intent Data
  • Ideal Customer Profile Attributes
  • Ideal Persona Scoring

It’s not a prerequisite for effective reporting to have this type of data, however, these models and data streamline the prioritization of leads by SDRs, so they’re recommended. The dashboards we recommend below will include many of these data.

High Fit & High Intent - aka ‘Monday Morning’ view

A favorite amongst Leadspace customers is the ‘Monday Morning’ view—here you’ll find the newest High Fit leads in your pipeline with the most up-to-date Intent insights (as intent updates each Sunday). This report should be an SDRs go-to first thing Monday morning as the data is as up-to-date as possible.

Screen_Shot_2022-10-27_at_2.11.19_PM.png

Getting Started

  1. From the Reports tab, click New Report.
  2. Find the Accounts & Contacts report type, select Accounts, and click Start Report
  3. Go to Customize Section > Outline
    1. Format: Summary
  4. Select the following Group Rows:
    1. N/A for this report
  5. Show: All related fields
  6. Add the following Columns for your Report
    1. Account Name
    2. Propensity Bucket
    3. Intent Score
    4. Intent Drivers
    5. Company Specialties
    6. Company Expertise
  7. Define your Filters which should match the following:
    1. Show Me: My Accounts
    2. Created Date: Last 7 Days
    3. Intent Score: 
      1. Operator:  contains 
      2. Value: High 
  8. Add a Chart
    1. You can also add a chart to see the distribution of these accounts

Target Surging Accounts

Quickly referencing the Accounts you should be going after shouldn’t require you to spend more than 5 minutes to find those accounts in one consolidated place. The Target Surging Accounts Report can give you powerful insights into accounts that are surging with Intent, allowing you to tackle your day-to-day with confidence and poise. 

Screen_Shot_2022-10-28_at_9.43.32_AM.png

Getting Started

    1. From the Reports tab, click New Report.
    2. Find the Accounts & Contacts report type, select Accounts, and click Start Report
    3. Go to Customize Section > Outline
      1. Format: Summary
    4. Select the following Group Rows:
      1. N/A for this report
    5. Show: All related fields
    6. Add the following Columns for your Report
      1. Account Name
      2. Type
      3. Predictive Bucket
      4. New High Surging Intent
      5. Intent Score
      6. LS Company Industry
      7. LS Company Size
      8. LS Company Country
    7. Define your Filters which should match the following:
      1. Show Me: All Accounts
        1. My Accounts would offer a more personalized experience
        2. Created Date: Last 30 Days
        3. Intent Score: 
          1. Operator: contains 
          2. Value: High
          3. New High Surging Account: equals Yes
        4. Sort your Report
          1. Sort Ascending for Predictive Bucket Field

New Inbound Leads - High Fit 

As part of SDR workflows, assessing new leads that come in is a core competency and component of the job—so it’s critical you’re able to do it quickly and efficiently. A New Leads Report can give you the relevant insights necessary to decision quickly as to whether you pursue a lead, or recycle it. A New Inbound Leads report should contain relevant information including first and last name, title, department, persona scoring, and propensity score.

Screen_Shot_2022-10-28_at_9.51.22_AM.png

Getting Started

  1. From the Reports tab, click New Report.
  2. Find the Leads report type, select Leads, and click Start Report
  3. Go to Customize Section > Outline
    1. Format: Summary
  4. Select the following Group Rows:
    1. N/A for this report
  5. Show: All related fields
  6. Add the following Columns for your Report
    1. First Name
    2. Last Name
    3. Account Name
    4. Predictive Bucket
    5. Intent Score
    6. Persona Score
    7. LS Max Persona Score
    8. LS Person Title
    9. LS Person Department
    10. Email
  7. Define your Filters which should match the following:
    1. Show Me: My Leads
    2. Created Date: Last 7 Days
    3. Predictive Score: 
      1. Operator: contains 
      2. Value: A, B
    4. Intent Score: 
      1. Operator: contains 
      2. Value: High, Medium
  8. Sort your Report
    1. Sort Ascending for Predictive Bucket Field

High Fit x Intent Accounts & Contacts

Depending on your SDR organization, a cohort of your SDRs may be responsible for outbounding as part of their daily activities and milestones. Outbounding can be a powerful tool to generate demand and pull people into the demand engine for immediate follow-up, nurturing, or even scoring to assess the quality of those leads. If this is the case, we recommend prioritizing your outbounding efforts by looking at the cross-section of Fit x Intent, what this offers is a matrix highlighting which accounts and contacts you should prioritize.

Screen_Shot_2022-10-28_at_9.52.04_AM.png

Getting Started

  1. From the Reports tab, click New Report.
  2. Find the Accounts & Contacts report type, select Contacts & Accounts, and click Start Report
  3. Go to Customize Section > Outline
    1. Format: Summary
  4. Select the following Group Rows:
    1. Predictive Bucket
    2. Intent Score
    3. Account Name
  5. Show: All related fields
  6. Add the following Columns for your Report
    1. First Name
    2. Last Name
    3. Email
    4. LS Person Title
    5. LS Person Department
    6. LS Max Person Score
    7. Lead Score 
  7. Define your Filters which should match the following:
    1. Show Me: All Accounts
    2. Created Date: Last 30 Days
  8. Sort your Report
    1. Sort Ascending for Predictive Bucket Field

 

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