Guide: Supercharge Your SDR Outreach with Twain’s Expanded Research

Overview

This guide walks Sales Development Representatives (SDRs) through how to use Twain, specifically the Expanded Research feature, to create more personalised outreach, have better conversations, and improve meeting booking rates.

Twain uses AI-driven research to surface deep, individual-level insights about prospects, helping SDRs cut through the noise in a crowded outbound landscape.

Why Twain for SDRs?

Outbound sales has become increasingly competitive. Many AI tools generate templated messages that lack genuine personalisation. SDRs often understand their product at a persona or industry level but struggle to connect it to the specific challenges of an individual prospect.

Twain helps bridge this gap by:

• Creating genuinely personalised emails rather than generic templates
• Providing individual-level insights into a prospect’s role, priorities, and challenges
• Reducing ramp-up time for new SDRs by supplying relevant context quickly
• Enabling better conversations by giving SDRs talking points grounded in real context

Twain is particularly valuable for SDRs working mid-market or enterprise accounts, where deal sizes are larger, TAMs are smaller, and high-quality manual prospecting matters.

Key Features: Expanded Research

Twain’s Expanded Research provides a detailed breakdown of both the prospect and their company, tailored to your business context. This typically includes:

1. About
   Three bullet points summarising the individual’s role, responsibilities, and likely areas of interest.
2. Insights
   Context about the prospect’s company, often pulled from sources such as their website or review platforms, and framed in relation to your product.
3. Discovery Questions
   Suggested questions designed to uncover pain points that your solution can address.
4. Talking Points
   Prospect-specific language and examples that show how your product solves relevant problems, based on the context you provide about your company.
5. Why Now?
   Timely reasons to reach out, such as recent role changes, company initiatives, or broader market shifts.
6. Why Us?
   A tailored explanation of why your solution is a good fit for this prospect, often including relevant social proof.
7. Call Opener
   A suggested starting point for cold calls that incorporates context, hypotheses, and credibility.

How to Use Twain for Personalised Outreach

Step 1: Set up your persona

Providing strong persona context is essential. The more accurate the input, the better the output.

• Add your company and product name
• Define the pain points you solve
• Describe the cost of inaction
• Outline how your product solves those problems
• List common objections and how you address them
• Highlight competitive advantages
• Include relevant social proof
• Specify target job titles

Twain can generate a starting persona automatically, but this should always be reviewed and refined using your own knowledge.

Step 2: Add your leads

You can add prospects in two ways:

• Manual entry for high-priority accounts, typically using a LinkedIn URL
• Bulk upload via CSV for larger prospect lists

Bulk uploads are useful when preparing research ahead of a day or week of outreach.

Step 3: Review and use the Expanded Research

Once a lead has been processed, review the output carefully:

• Read the About and Insights sections to understand background and context
• Use the Discovery Questions to guide call planning
• Incorporate Talking Points into emails and call scripts
• Reference Why Now and Why Us to build relevance and urgency
• Adapt the Call Opener to fit your existing playbooks

Treat the research as a starting point, not a final script.

Step 4: Use the Chat with Research feature

Twain allows you to ask follow-up questions directly within the research interface. This is useful if you want to explore a specific angle or request additional detail based on the existing context.

Benefits for SDRs

• Stronger personalisation at the individual level
• More confidence going into calls and meetings
• Less time spent on manual research
• Higher engagement and meeting booking rates
• Faster onboarding for new SDRs

Best Practices

• Provide detailed and accurate persona context
• Use Twain primarily for high-value accounts where personalisation matters most
• Combine the research with your existing sales playbooks
• Experiment with different persona inputs to see how outputs change

Conclusion

Twain’s Expanded Research gives SDRs access to individual-level insights that are difficult to gather manually at scale. When used correctly, it enables more relevant outreach, better conversations, and stronger results across outbound efforts.