Sales Development Representatives in EMEA have access to numerous tools and extensions, but this can leave them toggling between them to locate accurate contact data. Ultimately people want more data, but less licenses or extensions.
Firstly you should monitor your team’s monthly credit usage. Avoid purchasing individual licenses for every SDR. Leverage existing tools that offer data enrichment, or integrate another data source. For instance, LeadForensics provides access to Cognism credits.
Many traditional data tools come with hefty license fees. Transitioning to a credit-based system means paying only for the data your team actually uses, minimizing wasted spend on underutilized licenses. Many providers will do this but only if you ask.
The challenge can then be how do we avoid the multiple extensions on screen for the SDR?
This is where we recommend tools like Surfe and Upcell. These can create contact records for you from their Chrome extensions straight to CRM. With very good free credit options. Every SDR and AE could have a licence or account with them.
Upcell is also one of the best for data in the USA and quickly catching up in the UK. Whilst both can provide data enrichment.
Once you’ve done this you can move other data enrichment providers to automatically enriching in the CRM on credit and usage models. Cognism, ZoomInfo and Kaspr’s can do this in some way.
Waterfall enrichment tools similarly allow access to multiple providers with only one license or extension necessary. BetterContact is one of the best. And this can also be hooked into Surfe. So each user could have a Surfe license to create contacts, with one company license using BetterContact enrich in Surfe, and therefore CRM. FullEnrich is also fast becoming a close second place for this type of waterfall.
Remember though waterfall enrichment is only as good as the providers it searches. This is why BetterContact with its 20+ data providers and ability to connect your own other ones can be very powerful.
In summary, ask all your providers about credit and usage options. Don’t assume the only offer they have is a license per rep model. Consider tools that will create the contact records for you and then work from here to leverage others.
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