u/anyrandomboi

Every team has Apollo, Clay, AI, enrichment tools, intent data... but somehow I see reps are still jumping between tabs just to decide who to email.

Maybe I'm wrong, but it feels like we've optimized for more data instead of less work.

Shouldn't account research and prioritization become more of a RevOps/GTM Engineering function, so SDRs can just... sell?

Curious how you guys are handling this internally.

Maybe it's just me, but some days I feel like SDRs are becoming researchers instead of salespeople.

Open LinkedIn.

Check job changes.

Check funding.

Check hiring trends.

Check website.

Check news.

Check tech stack.

Check intent.

Check CRM.

45 minutes later you've written one email.

Not saying research isn't important. It absolutely is.

but sometimes I wonder if we've overcorrected from "spray and pray" to "research every account like it's a PhD thesis.

Curious how other SDRs here balance research vs actually getting outreach volume out.

How much time do you spend researching an account before sending the first touch?