Build quality pipeline faster with an SDR command center

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Sales teams are drowning in salestech that doesn’t do them much good.

Instead of knocking on more doors and booking more meetings, reps are struggling with siloed point solutions and overly complex workflows.

Wouldn’t it be nice if SDRs had one user-friendly interface to help them hit their numbers instead of tabbing back and forth between tools? Well, now they do.

In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place.

Let’s get this party started 🥳

What you’ll need:

Common Room (this is how we’ll create customized workspaces for sales reps—sign up for free to follow along)
Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)

Step 1: Connect data sources

Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels.

In this example we’ll connect LinkedIn, Twitter, and Slack to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover.

💡 Common Room provides dozens of natively built and fully managed integrations with popular digital channels so you can get full visibility into your buyer ecosystem.

Log in to Common Room, click on Settings in the left sidebar (the little ⚙️ icon at the bottom), and navigate to Sources.

Select Sources from Settings menu

Select LinkedIn.

Select LinkedIn

Once you hit Connect LinkedIn and authenticate your account, you’re all set. Data will start flowing into Common Room 😎

We’d follow the same general process for Twitter and Slack.

Okay, now let’s put this data to work.

Step 2: Create segments for different sales plays

Click Back to app to leave the Settings menu, then click on Segments in the left sidebar.

Select Segments

We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays.

💡 Segments in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale.

For instance, we could quickly create segments for product-qualified leads from enterprise organizations.

Or we could build segments for people with certain job titles who work in particular industries.

We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks.

The possibilities are endless.

💡 Common Room’s filters and tags make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria.

In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs.

Hit New segment and select Create new segment for contacts.

Select Create new segment for contacts

We’ll give our segment a name and short description, then click Set up management rules.

Select Set up management rules

Now we’ll hit Set criteria and configure our segment. Click Add filter and choose Contact tags.

Select Contact tags

Select Economic buyers from the dropdown list.

Select Economic buyers

Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌

But we don’t just want decision-makers—we want people who match our criteria for ideal buyers.

Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags here). We’ll hit Add filter and choose Contact tags once again. Then we’ll select Ideal persona from the dropdown list.

Select Ideal persona

Finally, let’s make sure we zero in on individuals who recently changed roles. Click Add filter one more time and choose Org change.

Select Org change

We can click on the filter itself to customize the date range to our liking.

Configure Org change filter

Once we’re done, we’ll click Save. Now every person who matches these filters will be added to this segment automatically.

This makes discovering and researching new leads for different sales plays a breeze.

We can preview or click into any individual to learn more about them, see their recent activities across our connected channels, and monitor their next moves.

View profile

If we have lead scoring set up, we can quickly hone in on the people who are most primed to buy and get a peek at the key factors that make them solid opportunities.

💡 Lead and account scoring in Common Room is based on proprietary machine learning models that are trained using your historical data so you can highlight the best opportunities based on product usage, social activity, firmographic information, and more.
View lead scores

But we want to convert prospects, not just research them.

Let’s make our segments truly actionable.

Step 3: Customize segment views and notifications

First let’s add our segments to the Home screen so they’re always the first thing we see when we log in.

Click the three-dot () icon for any segment and choose Add to Home.

Select Add to Home

Once we’ve added all our segments, we’ll click Home in the left sidebar. Voilà—now all our segments are in one easily accessible location.

Select Home

We can customize the layout however we want. We’d just hit Edit segment layout and drag and drop until we're satisfied.

Select Edit segment layout

Now comes the fun part. Click into any segment and toggle on Task view.

Toggle on Task view

This turns the segment into an interactive burn-down list you can work your way through.

View tasks

Each person (or account) in a segment is now either part of a Tasks, Completed, or Snoozed list.

Simply hit the check mark icon (✔️) on the people you’ve followed up with in the Tasks list to move them to the Completed list or snooze them (the clock icon) so they’re added to the Snoozed list for a set period of time before being moved back to your pending tasks.

Mark tasks as done

We can also manually move people back to our Tasks list from our Completed list if we need to.

The Task view option gives us lots of ways to action on leads and accounts, but first let’s make sure we’re always up to date on activity in our segments.

Click the Get notified button for any segment. This will open up a dropdown menu where we can customize how we’re alerted to activity.

Select Get notified

Let’s say we want to instantly know whenever a new individual is added to or removed from one of our segments. We’d toggle on Contact additions/removals and choose Immediately.

Configure notifications

Now we’ll never miss out on any activity we want to know about ⏰

💡 Common Room’s team alerts allow you to customize real-time notifications—and decide where they’re delivered—so you can always stay up to date on activity across your connected channels.

All right. Each of our segments is now an interactive dashboard we can use to engage prospects.

Let’s get to it.

Step 4: Streamline prospecting

Click into any segment and make sure Task view is toggled on.

Now click the dropdown arrow over any individual in the segment to open up your list of options.

View engagement options

Depending on which integrations we have set up and where buyers are active, we can add people to personalized Outreach sequences, send them Slack DMs, visit their LinkedIn profiles, sync their records with Salesforce, and more—all from the same place 😍

💡 Various business tools—including Salesforce, Snowflake, Outreach, and more—can be integrated with Common Room, allowing you to sync information with your sales source of truth, pull in product usage data, and speed up sales engagement.

Once we’re satisfied with whatever action we take, we can mark the person as complete or snooze them to remove them from our task list.

💡 Common Room gives you the ability to create segment templates for different business personas—such as SDRs, BDRs, AEs, and more—so you can assign personalized task lists to different team members.

Let’s say we have a preprogrammed email sequence for leads who recently switched jobs.

We’ll navigate to a lead in our segment, click the dropdown menu arrow, and select Add to Outreach sequence.

We’d then choose which sequence we want to add them to and which email address we want the message to come from.

Configure Outreach sequence

Then click Add to sequence and you’re good to go.

You can also add people to Outreach sequences in bulk. At any rate, Common Room will remember your last entry so you don’t have to reselect the same sequence every time.

Prospecting just went from painful to painless.

Wrapping up

And there you have it—a quick, easy way to create an SDR command center for each and every sales play.

Empowering reps to go for the gold has never been easier 🥇

Looking for a different playbook? Let us know. And if you haven’t already, try Common Room yourself for free.

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