How to get started Onboarding with TotalSDR

How To

How to get started Onboarding with TotalSDR

Introduction

TotalSDR helps you create more, and better, top of funnel sales pipeline. TotalSDR has developed a proprietary ‘SalesAI’ to generate high quality leads for B2B sales professionals. The TotalSDR solution creates highly tailored ICPs, technical/opportunity landscapes, company deep dives, and customized outbound messaging. By automating and iterating the sales research process, sales productivity is accelerated, increasing “at bats” for the sales team.

In this blog we will walk you through how to set up an individual account, how to create your company’s profile, build an ICP, and start generating meaningful research, and outbound messaging. This is meant to be followed start to finish and will result in you being able to scale your outbound motion drastically.

Definitions

ICP (Ideal Customer Profile) – The definition for the best fit for users of your product or service
Opportunity Landscape – A visual repersentation of the overall competitive landscape for the customer you are targeting who is like to be experiencing the same pains and use cases as your target company
Deep Dive – A visual repersentation of the pains and use cases at a single target company along with the title or personas typically responsible for solving those pains
Email Style – A templated style used to generate outbound messaging, like emails, phone scripts, LinkedIn messaging etc
Persona – The title and profile generated from resumes, linkedin profiles or other sources specific to a user or use case

Overview

1. Register for an account. This is done Here
2. Tell TotalSDR about “your company” so we can generate a profile for you
3. Tell TotalSDR about your Ideal Customer Profile so we can generate your ICP
4. Use TotalSDR to generate an “Opportunity Landscape”
5. Use the Opportunity Landscape to generate a “Deep Dive”
6. Use the identified Personas to generate compelling and personalized outbound messaging

Walkthrough

Registering for an account

TotalSDR needs your Name, Email, Company and Phone Number to set up your account. Dont worry, we wont spam you or sell your data. This can be your company email or personal email to get started.

Setup "Your Company"

You are then taken to a screen to generate your company. You will start by filling out your company name. As an example we will use TotalSDR.

Add in a few sentences about what is important for your company that is outside of what we can find on your webpage and other collateral. For TotalSDR we might say something like: TotalSDR is a new to market product utilizing large reactive graph models to store and optimize complex relationships with companies, customers, messaging, and reactions to create compelling personalized narratives and excellent lead recommendations.

We then include atleast one blog article to link for TotalSDR to process.

Adding competitors is also very important as TotalSDR can use that to understand how your company fits in the market and how you compare to your competitors in your offering.

Filling this infomarmation out gives TotalSDR the information it needs to generate a company profile. Once this profile is generated we can use it to generate ICPs, messaging, target companies, Opportunity Landscapes, Deep Dives and more. Here is an example of a generated company profile for TotalSDR.

TotalSDR is an innovative company specializing in automating and optimizing the top-of-funnel customer engagement process for B2B sales professionals. With their breakthrough technology, TotalSDR empowers sales teams to generate high-quality leads and streamline sales research.

One key offering is the creation of tailored Ideal Customer Profiles (ICPs) using advanced machine learning. TotalSDR helps sales professionals identify and target the most promising prospects, enabling them to focus their efforts on potential customers who are more likely to convert.

TotalSDR also provides comprehensive technical and opportunity landscapes, giving businesses valuable insights into their target market. By uncovering key players, emerging trends, and untapped segments, sales teams can make informed strategic decisions and develop targeted sales and marketing strategies.

Additionally, TotalSDR offers detailed deep dives into target companies, including industry, size, key decision-makers, and recent news. Sales professionals can leverage this information for more effective outreach efforts, tailoring their messaging to address specific pain points and challenges.

The TotalSDR solution automates the generation of personalized outbound messaging using AI technologies such as ChatGPT, Bard, and BingAI. By analyzing target user profiles and resumes, TotalSDR crafts highly relevant and personalized outreach messages that increase the chances of a positive response and build trust with potential clients.

Through automating and iterating the sales research process, TotalSDR accelerates sales productivity, allowing teams to have more quality conversations and increase their success rate. With their data-driven approach and optimized conversion strategies, TotalSDR helps businesses achieve sales goals, drive growth, and stay ahead in a competitive market.

Generate your Ideal Customer Profile

Once you are happy with the generated Company Profile, you will now set up your first Ideal Customer Profile (ICP).

Here you will fill out the name of your ICP. I would recommend setting the first ICP you create as Default. This will be used later on to select which ICP you want to use to generate Opportunity Landscapes and eventually will be used to process inbound leads.

Fill out the information you know. Like what does your problem solve. In the case of TotalSDR one of the problems we solve is poor outbound messaging generation.

The titles for most of the personas who have this problem would be SDR, BDR, AE, Sales Leader, Marketing Manger. Just put what you know best here.

Fill out what pain points and challenges your persons will face specific to this product or solution. For TotalSDR we would say something like: inability to personalize messages to the specific use case, company targets, and persona in a scalable manner.

Now what motivates them to make a purchase: In the case of TotalSDR we would say scaling the ability to make additional personalized messaging with a low Total Cost of Ownership.

To answer what is their decision making process for building TotalSDR’s first ICP I would say: They would do a Proof of Concept during a 14 day trial followed by an seat based licensing purchase.

Answering who is the competition for this use case we would answer something specific for this use case, not just my companies generic competitors. Here I would say: Lavendar.ai, Regie.AI, Jasper. These competitors are different from our generic competitors like ZoomInfo and NextRoll.

And for Brand Awareness I would say 1. This is a very qualitative measure and is just based on your gut feel.

Fill out information about what your differentiators are in this use case. For TotalSDR I would say: we use a SalesAI, commodity LLMs, scalable graph implementation and use feedback based learning models.

Lastly fill out the Use Case. This is probably the most important field to populate and is used to generate everything utilizing ICPs. For TotalSDR’s specific default ICP: utilizing AI to generate scalable personalized messaging

The generated ICP I would create with this form would generate the following ICP that is then used for generating outbound messaging, Opportunity Landscapes, and inbound lead processing.

Now what motivates them to make a purchase: In the case of TotalSDR we would say scaling the ability to make additional personalized messaging with a low Total Cost of Ownership.

To answer what is their decision making process for building TotalSDR’s first ICP I would say: They would do a Proof of Concept during a 14 day trial followed by an seat based licensing purchase.

And for Brand Awareness I would say 1. This is a very qualitative measure and is just based on your gut feel.

The generated ICP I would create with this form would generate the following ICP that is then used for generating outbound messaging, Opportunity Landscapes, and inbound lead processing.

Generate an "Opportunity Landscape"

Once the Company Profile and ICP are generated, use the home page to generate your Opportunity Landscape. You will Select your company from the first dropdown and the generated ICP in the second dropdown.

Then put a company you want to target in the next box. This can be a company you want to target or a company you have been successful selling to in the past. An Opportunity Landscape will tell you about the company you are targeting and many other companies that compete in the target companies space. This can help you find other companies that are similar to companies you had success selling to.

The greyed out options are useful for adding additional information and non-deterministic filters for our opportunity landscape generation.

In this example I am targeting the company Couchbase using the use case of using AI to generate scalable personalized messaging. In this case we want to increase Couchbase’s ability to create outbound messaging.

I am not including any filters for minimum or maximum ARR, the number of employees or the territory. If you use those filters they are not guaranteed to be accurate but help guide the model for generating the graph.

Here we can see the Opportunity Landscape generated for Couchbase. You can see all of the companies similar to Couchbase, the verticals Couchbase competes in and other companies that compete in those verticals. Notice the number of arrows going to each company. The more arrows the more similar that company is to Couchbase. From here you can click on the companies, understand their value props, and how my company helps them with this use case. We also get to view a narrative describing the ICP match for this company and our ICP.

Company: Couchbase

Company Does:

Couchbase is a a NoSQL database platform that offers an enterprise-class, distributed database. It is designed to deliver predictable high performance and scalability with no downtime, allowing enterprises to cost-effectively build and deploy applications on an always-on service. Couchbase is a powerful NoSQL solution for applications that need an always-on, reliable and resilient data platform, capable of handling terabytes of data. With Couchbase, users can easily migrate their existing applications to the cloud, and quickly build new applications with extended capabilities. With advanced features such as data clustering, replication and global data distribution, Couchbase can be used to create applications that can handle terabytes of data while still scaling to meet the demands of billions of users.

How we help:

HOW COUCHBASE BENEFITS FROM UTILIZING TOTALSDR

Couchbase, a leading company in the database management industry, stands to gain significant advantages by leveraging TotalSDR’s cutting-edge technology and expertise in automating and optimizing the top-of-funnel customer engagement process. With a particular use case of utilizing AI to generate scalable personalized messaging, Couchbase can expect the following benefits:

Higher Quality Leads: By leveraging TotalSDR’s breakthrough technology, Couchbase’s sales teams can generate high-quality leads. TotalSDR’s advanced machine learning capabilities allow for the creation of tailored Ideal Customer Profiles (ICPs). This helps sales professionals identify and target the most promising prospects, increasing the likelihood of conversion.
Insights into Target Market: TotalSDR provides comprehensive technical and opportunity landscapes, offering Couchbase valuable insights into their target market. By uncovering key players, emerging trends, and untapped segments, Couchbase’s sales teams can make informed strategic decisions and develop targeted sales and marketing strategies.
Detailed Company Information: TotalSDR offers detailed deep dives into target companies, including industry, size, key decision-makers, and recent news. This information empowers Couchbase’s sales professionals to tailor their outreach efforts, addressing specific pain points and challenges faced by potential clients, resulting in more effective messaging and higher engagement rates.
Personalized Outreach Messages: TotalSDR’s solution utilizes AI technologies like ChatGPT, Bard, and BingAI to automate the generation of personalized outbound messaging. By analyzing target user profiles and resumes, TotalSDR crafts highly relevant and personalized outreach messages. This personalized approach increases the chances of a positive response and builds trust with potential clients.
Increased Sales Productivity: By automating and iterating the sales research process, TotalSDR accelerates sales productivity for Couchbase’s teams. With a data-driven approach and optimized conversion strategies, sales professionals can have more quality conversations, increasing their success rate and overall productivity.

In summary, by utilizing TotalSDR’s innovative technology and expertise in automating and optimizing the top-of-funnel customer engagement process, Couchbase can expect higher quality leads, valuable insights into the target market, detailed company information, personalized outreach messages, and increased sales productivity. These benefits contribute to Couchbase’s ability to achieve their sales goals, drive growth, and stay ahead in the highly competitive market of database management.

ICP Match:
Based on the description of Couchbase as an enterprise-class, distributed database platform, it appears that they may be a good fit for the use case of utilizing AI to generate scalable personalized messaging. As a company focused on providing reliable and resilient data platforms, Couchbase may have a need for personalized messaging to engage with their customers and stakeholders. However, further research and assessment would be required to determine the exact match between Couchbase’s needs and the ideal customer profile of the selling company.

Generate a "Deep Dive"

From this point you can then generate a DeepDive or create outbound messaging. In this case we will generate a DeepDive

Here we can see some of the pains Couchbase may be experiencing that TotalSDR can solve and the titles of the personas who would be most likely responsible for solving this problem. From here you will know the titles of the people you need to reach out to at the company you need to reach out to. If you click on one of the pains you can get a deeper understanding the pain and the way your company helps solve that problem. This is a great thing to run before having a call with someone at the target company to better understand the pains and problems your company can solve. Here is an example of a pain and solution:

Company: couchbase
Title: Low response rates and difficulty in building trust with potential clients

Description:

THE PAIN OF LOW RESPONSE RATES AND DIFFICULTY IN BUILDING TRUST WITH POTENTIAL CLIENTS FOR COUCHBASE

As an experienced sales and marketing professional, I understand the challenges faced by companies like Couchbase when it comes to low response rates and building trust with potential clients. These issues have a significant impact on the company’s overall success and growth.

LOW RESPONSE RATES

Low response rates can be frustrating for any company, especially when trying to generate leads and close deals. For Couchbase, this pain may result in missed opportunities and a slower sales cycle. The reasons behind low response rates can vary, but some common factors may include:

Ineffective or poorly targeted marketing campaigns
Lack of compelling messaging or value proposition
Competition and saturation in the market
Difficulty reaching decision-makers or key influencers
Unresponsive or disengaged leads

To address these challenges, Couchbase may need to re-evaluate their marketing strategies, refine their messaging, and improve their lead qualification processes. It may also be beneficial to invest in marketing automation tools or seek assistance from professional marketing experts to boost response rates.

DIFFICULTY IN BUILDING TRUST

Building trust with potential clients is crucial for Couchbase’s success. However, it can be a complex and time-consuming process, particularly in industries where competition is high and skepticism towards new technologies exists. Some reasons for this difficulty in building trust may include:

Limited brand awareness or visibility in the market
Insufficient customer testimonials or success stories
Lack of credibility or industry recognition
Perceived risk or uncertainty associated with adopting Couchbase’s solution
Distrust in the company’s ability to deliver on promises

To overcome these challenges, Couchbase should focus on establishing a strong brand presence, building credibility through industry partnerships and certifications, showcasing customer success stories, and offering transparent and reliable customer support. Additionally, fostering long-term relationships with existing clients can help generate positive word-of-mouth referrals and enhance trust with potential clients.

By acknowledging and addressing the pain associated with low response rates and difficulty in building trust, Couchbase can refine its sales and marketing strategies to achieve better results and attract more clients.

How we help:

THE PAIN OF LOW RESPONSE RATES AND DIFFICULTY IN BUILDING TRUST WITH POTENTIAL CLIENTS FOR COUCHBASE

LOW RESPONSE RATES

Ineffective or poorly targeted marketing campaigns
Lack of compelling messaging or value proposition
Competition and saturation in the market
Difficulty reaching decision-makers or key influencers
Unresponsive or disengaged leads

DIFFICULTY IN BUILDING TRUST

Limited brand awareness or visibility in the market
Insufficient customer testimonials or success stories
Lack of credibility or industry recognition
Perceived risk or uncertainty associated with adopting Couchbase’s solution
Distrust in the company’s ability to deliver on promises

Create your Outbound Messaging

Now that we have validated a specific use case, customer, pain and personas lets go back and generate some messaging for this use case. Back in the Opportunity Landscape window we can now pick generate messaging. But we will set the persona to something that came from the deep dive. Here we will pick CRM Specialist. We want to make an email and we will use the Default email style. (We can create more styles in a later blog). Click generate Content and look at the email created.

REQUEST FOR A MEETING: TOTALSDR AND COUCHBASE

Dear [First Name],

We hope this email finds you well. We are delighted to introduce TotalSDR, a leading provider of sales and marketing automation solutions. We have specifically tailored our services to cater to the needs of CRM Specialists like you.

With our expertise in CRM systems and proven track record in boosting sales performance, we believe TotalSDR can greatly benefit your organization’s existing CRM setup powered by Couchbase.

We understand that optimizing your CRM data and processes is crucial for effective pipeline management, customer engagement, and driving revenue growth. Our solutions are designed to address challenges commonly faced by CRM Specialists, including:

Increasing CRM adoption rates among sales teams
Streamlining lead qualification and nurturing processes
Improving data cleanliness and accuracy
Automating sales and marketing workflows
Enhancing reporting and analytics capabilities

We would love the opportunity to discuss in more detail how TotalSDR can help you unleash the full potential of your Couchbase CRM. We propose setting up a meeting to demonstrate our solutions targeted at your specific pain points and goals.

Please let us know a convenient date and time for a brief 30-minute presentation. You can reach us at [phone number] or [email address]. Alternatively, you can reply directly to this email.

We look forward to having a productive conversation and showcasing how TotalSDR can help you achieve your CRM objectives.

Best regards,

The TotalSDR Team

Conclusion

We have now onboarded into TotalSDR, created our Company Profile, ICP, our first Opportunity Landscape, a Deep Dive, and some outbound messaging. There is still much we can do here, but this should easily help you scale your number and quality of leads.