Outbounding is Fun, Again: Michael Cooper, Sanity SDR
Michael Cooper, a top SDR at Sanity, a content management platform used by 500,000 developers, describes Koala as “the main hub for his workday” — helping him pinpoint leads, discover new prospects and maximize his efficiency (aka: book more meetings in less time)
Michael has streamlined his daily workflow using Koala
He keeps three Koala tabs open. This setup allows him to get a bird’s eye view of his accounts and focus his efforts where they matter most.
- Target accounts filtered to his account executives.
- An alternate view of his accounts showing LIVE visitors.
- Another for unowned accounts that are high-intent, ICP fits.
"Before Koala, outbounding just wasn’t fun. The whole aspect of it was just rather daunting," Now he’s able to get insights into who prospects are and what they’re looking for before he even reaches out.
Landing a big win in his favorite space
Equipped with these insights, Michael says he can be highly selective about who he reaches out to. He shared a recent win with a major combat sports manufacturer who he saw was deep in exploration on their website.
“I’m super into martial arts as a hobby,” says Michael, “so when I saw this brand as a high-surging account, I knew exactly who they were and what they do.”
He was able to tailor his messaging perfectly, leveraging his personal knowledge and the insights collected through Koala to successfully book a meeting.
And, this was just one of many wins
He estimates 40% to 60% of his meetings now happen because of Koala.
"It’s a really great tool for any SDR to get a grasp on how to approach prospecting,” he says, “working with your AEs, you have a certain degree of intel, but it’s nice to have these first-hand insights to give you real visibility"
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