SDR tech stack checklist: five tool types and six questions
Choosing tools for your team? Module 8 of the SDR Programme Playbook covers tool stack and data. Its tool scorecard ranks each option. £29 + VAT. Tool names in it are examples only.
Most SDR teams need five types of tool. Most do not need the biggest version of each.
Five tool types
- CRM. The system of record for accounts, contacts, activity and meetings.
- Sales engagement. Runs the sequences of calls and emails.
- Dialler. Makes calls and records them.
- Data. Provides contacts and company details.
- Reporting. Shows the numbers on a dashboard.
Add intent data and call coaching later, once the first five work.
Six questions before you buy
- Which problem does it fix? Write it in one line.
- Which of the five types is it? If none, skip it.
- Does it connect to the CRM without custom work?
- Who owns it day to day?
- What does it cost for your team size over 12 months?
- How will we know in 90 days that it worked?
If question one or six has no clear answer, do not buy.
See inside
Score each tool
Give each tool a score from 1 to 5 on:
- Fit to the problem.
- Ease of use for a new rep.
- CRM connection.
- Cost.
- Support.
Add the scores. Compare two or three tools only. More than that creates delay.
Keep the data clean
A tool is only as good as the data it holds. Agree these rules:
- One owner for each field.
- Required fields on meeting creation.
- A monthly check for duplicates.
Poor data is a common reason programmes struggle. See why SDR programmes fail and the KPI dashboard template.
Review once a year
List every tool, its cost and who used it last month. Cancel anything unused.
Next step: write the stack into your playbook so new reps know which tool does what.
Questions
What tools does an SDR team need?
A CRM, a sales engagement tool, a dialler, a data source and a dashboard. Add others only when a specific problem needs them.
How do you choose between two sales tools?
Score each on fit, ease of use, CRM connection, cost and support. Pick the higher score and review it after 90 days.
How often should I review the SDR tool stack?
Once a year. List each tool, its cost and who used it last month, then cancel anything unused.
Related guides
SDR and BDR playbook template
What a good playbook includes, and how to build it in Notion.
Why SDR and BDR programmes fail
The usual causes, the warning signs and the order to fix them in.
SDR KPI dashboard template
What to show on one screen, benchmarks and what to leave off.
Turn this into a programme you can run
Module 8 has a tool scorecard that ranks each option. Tool names in it are examples only. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.