You can have a top 10 workspace with your AE Diana in this example. You can handpick the accounts in your top ten and the specific territory you're trying to break into, or if you want to collaborate with a specific AE, you can upload a Salesforce report into workspaces. 

You can prioritize your week based on Inferred Account Status and Last Activity. Use the tabs to sort your accounts in ascending or descending to see which accounts in this space you haven't touched so you can target this week or which ones you haven't touched in a while.

View Effort vs. Engagement

• Get a real-time view of prospecting effort vs. engagement to understand which accounts are more highly engaged.

   

  

   

  You can use the Effort Vs. You can use the engagement tab to quickly see which accounts are opening, clicking, or replying to what you're sending. By sorting it, you can view your account list sorted by hottest to most excellent.

   

  Assign and Update Tasks

   

  • Assign and update SFDC Tasks without having to log into Salesforce

  Loop in your AE and combine forces by assigning them tasks to help book a meeting. For example, assigning a task to your AE that says 'Sendoso Albert a bottle of wine' can make a difference in ultimately booking that meeting.

   

  

   

  Instantly Log Account Notes

   

  • You can capture notes from your planning meetings and instantly update Salesforce with learnings from prospecting activity.

     

  The Account Notes as a tab in Spaces helps with that birds-eye view approach to having an account list for easily accessible insight into the progress made so far. If you catch someone on the phone who isn't the decision-maker at an account but provides a lot of helpful info, it's essential to take those learnings down in the Account notes. Then you and your AE can see what you know so far at a glance and use that to your advantage instead of fogging around for that info in SFDC.

   

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  Research accounts and prospects in LinkedIn, ZoomInfo, and Salesforce before dropping into Flows

   

  

   

  • View account and contact history from Salesforce wherever you are researching

  Learning about the ins and outs of Salesforce takes a lot. Groove's Omnibar helps lighten the load by showing you what you need to be seeing and cutting down on the time you spend navigating the CRM. Use the Omnibar to quickly access the history of an account or contact and make edits that automatically update into your Salesforce.

   

  

   

  For example, suppose you're researching an account on LinkedIn and find a new contract that looks like a tremendous prospect. In that case, you can view what interactions people at your company have already had with the account. Check if they use one of your competitors or how engaged they have been in the past with their open and reply rates.

   

  Linkedin Sales Navigator Integration

  Connect on LinkedIn and send an InMail directly via Omnibar or within a Flow. Automatically save new Leads to Salesforce.

   

  

   

   

  It is beneficial to connect with prospects on LinkedIn right off the bat and being able to do so from Omnibar is excellent because it's so effortless to connect, save as a lead, and send a quick note.

   

  Use ZoomInfo or LeadIQ to find Contact Details.

   

  • Sync contact information to Salesforce and instantly drop into a Flow from Groove Omnibar.

     

    

   

  If you are 'hunting' for prospects via Linkedin Sales Nav and then use the ZoomInfo sidebar to pull their contact information up automatically - you can easily search for their name in the Groove Omnibar search bar and drop them into a Flow. Dropping your prospect into a Flow right then can help you guarantee you are reaching out and getting complete success from your hunting endeavor.

   

  Groove Notes

   

  • You can use Groove notes to capture valuable details while researching to use in personalized emails or calls later in your process.

     

    

     

    Use Groove Notes when prospecting and researching accounts because

     

    1. It kills two birds with one stone and helps you save time. So, when you are focusing on writing those first touches, you have some great info about them right within Groove, and you can easily recall things you've previously learned about someone.

    2. It allows other people in your Org to reference the information you've found, and it's not just trapped on a sticky note on your desk.

        

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  Best practices for mass prospecting, using personalization in 1:1 prospecting, and increasing response rates with Flows

   

  

   

  Prospect Multiple Accounts Simultaneously

   

  • Create multi-step, multi-channel campaigns that can be personalized using any field or attribute in Salesforce A/B Test subject lines and templates.

     

  Groove makes it easy to build different kinds of templates and put them together in a multi-step, multi-channel Flow. A/B Test subject lines and template because trying new things and evolving as a rep is good. You can try new things and see what is working by using A/B testing.

   

  1:1 Prospecting

   

  • Use notes from your account research to personalize 1:1 communications

  • Use video to increase engagement and response rates

  Using Groove notes to pull the info you've already found easily makes sending a personalized touch much more efficient. Sometimes, it takes more than just looking at their LinkedIn page. You can also use Vidyard proper from your Groove email steps. It's a great way to personalize a touch and put a face with a name.

   

   

  

   

  Push Engaged Contacts into New Flows

   

  • Use Automated Actions to move contacts with high engagement into new flows automatically.

     

  Automated Action is an excellent customizable feature based on results that can trigger actions for you automatically. A great way to use Automated Actions is like this: You can see here that the first command is Open 3+ times, so when someone opens one of my emails three or more times, you can have them automatically added to a Dial Flow. Then you can use that Dial Flow to call into, knowing those prospects are a bit warmer since they have opened your emails a few times and are potentially more interested.

Dialing

• Seamlessly switch between your local presence and your Direct Dial

• Use SMS or Voicemail. Drop if you reach a contact's voicemail

   

If you are an SDR that's making a lot of calls, we recommend using voicemail drop. Think of voicemails as another channel of communication. While they can certainly be personalized, using VM drop to add another touch, using your voice and assigning a voice with a name, and relaying a message about your company allows you to do all that at scale.

Some of you may be in a specific industry that is receptive to texting, for example, Real Estate. SMS is a part of Groove's Dialer and can be easily incorporated as another kind of communication so that you can cover all your bases.

Have Killer Conversations

• Reference everything you need to know about a company in the Omnibar

Make sure you do everything you can to prevent any prospect from being rightfully upset when you call them! Part of that is by referencing the Omnibar as you dial. All the info about the person, the company, and any research you've already done is on your screen.

Call Logging Options

• Groove prompts you to add the call outcome and any notes to make your records more accurate and valuable.

It's helpful to log what happened in the call from the Dialer quickly. Sometimes, it's easier to remember the outcome of a call if you had to go back and do this all manually after a call block.

Conversational Intelligence Integration

• Groove integrates Gong, Chorus, and Avoma to auto-log recordings and call transcripts to Salesforce.

Groove built a recording feature to ensure all your recordings log back into Salesforce. They are also accessible in Groove to listen to as well. LisIt'steningo, listen back to you. It is essential to call if you need to remember something or for training purposes. We have made a culture here at Groove of sharing call recordings, good or bad, with teammates for learning and feedback.

Accelerate Inbound lead response times and increase the percentage of meetings booked.