Sales development has changed. It’s no longer about sheer volume—it’s about targeting the right accounts, working smarter with AI, and using data to drive action.
That’s exactly what we tackled in our latest webinar, Clari Live: Groove for SDRs, where Ellie Markert (Account Executive and former SDR, Clari) and I discussed how sales development reps (SDRs) can use Clari Groove to streamline their workflow, prospect faster, and book more high-quality meetings.
Missed the live session? Don’t worry—we’ve got the top takeaways right here.
What is Clari Groove?
Groove brings together the power of revenue orchestration and sales engagement into one unified platform. With this combination, sellers no longer have to toggle between disconnected tools or waste time on manual busywork.
Clari manages all internal revenue workflows, including forecasting, pipeline inspection, revenue cadences, and more. Groove extends that orchestration to every external seller workflow—like email outreach, call execution, meeting scheduling, and buyer engagement. For SDRs, this means one streamlined place to do their job, measure what works, and accelerate productivity, while giving managers all the data and insights they need to effectively manage their teams.
Groove is purpose-built for sales teams. It helps SDRs:
- Take revenue-critical actions directly in their flow of work
- Personalize outreach across every channel
- Use AI to eliminate guesswork
- Track engagement across accounts
- Collaborate seamlessly with AEs
And because it sits natively on top of Salesforce, sellers gain full visibility without ever losing momentum.
“Before I used Groove, there were spreadsheets flying around, manual notes in Slack… it just wasn't always clear which accounts were ones I was trying to prioritize.” – Ellie Markert, Account Executive, Clari
Top 5 Best Practices for SDRs Using Groove
1. Prioritize your day with Groove Spaces
Groove Spaces keeps teams aligned on account progress and enables real-time collaboration by centralizing account information, tasks, and strategies in one actionable workspace.
Best Practice: Use Groove’s "effort vs. engagement" score to filter accounts that are highly active and align those with AE priorities inside Groove Spaces.
“Groove will automatically surface which accounts are the most engaged or the least engaged, or have opened up an email pretty frequently or recently. So I can really prioritize the accounts that are worth my time.” – Ellie Markert, Account Executive at Clari
2. Increase productivity with Groove Omnibar
Groove’s Omnibar enables reps to work directly within Salesforce, Gmail, or LinkedIn—no tab switching required. Reps can view full contact and account history, add leads to flows, and take notes in real time directly from where they want to work.
Best Practice: Download the Groove Chrome extension and use the Omnibar to get access to Salesforce data from your workflow to boost efficiency and productivity during your workday.
“With the Groove Omnibar I have everything that I need from Salesforce... I can look at open opportunities. I can look at any account notes right in my browser without having to leave LinkedIn.” – Ellie Markert, Account Executive at Clari
3. Personalize at scale with Groove Flows and GenAI
Groove Flows enable reps to automate multi-touch, multi-channel outreach. You can mix 1:1 personalization with 1:many email steps, add call tasks and LinkedIn steps, and use Clari AI to create contextual emails that feel human.
Best Practice: Create different flows by target persona or industry. Use Salesforce merge fields to insert titles, industries, and past interactions. Ellie noted she can "personalize every touch point" using these fields, and with GenAI, "it pulls in a ton more insights than I might be able to do one by one.
4. Cold call more efficiently with Groove Dialer
Groove Dialer allows SDRs to make the right calls at the right time by helping them manage call steps efficiently across time zones and improve cold call speed and success rates. With our Salesforce integration, every call is logged to Salesforce, ensuring reps stay productive and their work gets noticed without extra manual effort.
Best Practices:
- Use time zone-aware scheduling to ensure you're calling at optimal hours for connect rates.
- Use bridge dial to power through call steps hands-free while maintaining flexibility.
- Record voicemail drops by persona to save time and maintain consistency.
- Use local dial to increase pickup rates with localized caller ID.
“I really like taking my cold calls from my cell phone, so I'm able to route any of the calls I'm making through my dialer to my cell phone in order to walk around when I'm actually making the call and not be at my desk. It really makes my power hour of dialing more seamless because I can simply press call and then continue to keep ringing out.” – Ellie Markert, Account Executive at Clari
5. Track what works with Groove Outcomes
Groove Outcomes provides full visibility into every engagement—which emails are being opened, who’s replying, and which flows are driving results. It also feeds into Salesforce, creating a closed loop of activity data.
Best Practice: Review Groove Outcomes weekly to refine messaging and flow design to learn which email templates and call scripts are leading to conversions. You can get very granular with Outcomes, Ellie explained she can spot patterns, like how "it's not just day one, but it's step three on day one" that often triggers replies, so she knows to double down on that subject line.
BONUS: Book smarter with Groove Scheduler
SDRs don’t have to send back-and-forth emails to set meetings. With Groove Scheduler, reps can share their AE’s calendar availability and insert custom booking links into emails.
Best Practice: Save time when booking meetings by creating multiple meeting types (intro call, demo, 15-min follow-up) in Scheduler before engaging with prospects.
"I use the Scheduler probably the most of anything with Groove." – Ellie Markert, Account Executive at Clari
Real Questions from Real SDRs: Highlights from the AMA
The follow-up Ask Me Anything: Groove for SDRs session gave attendees a chance to dig deeper into Groove best practices. Here are just a few of the questions that came up:
- How do I write one-off emails with Groove?
- Where can I see if a person has ever been in a Groove Flow, and which Flows they've been in?
- How do I follow up on an email in the same email thread using Groove?
- How do I share availability for my AE, SE, or other people on my selling team with Groove Scheduler?
- How to add contacts to CRM (and then your Flows) with Groove, LinkedIn, and Zoominfo?
Dying to know the answers? You can explore every question and answer in the Clari Customer Community. All you’ll need to do is sign up for the Clari Community with your customer email to view all questions in the forum.
This is just the beginning
Clari Live: Groove for SDRs is one of five sessions in our Clari Live: Unlock Your Productivity with Groove series. This educational series is built to help SDRs, AEs, CS teams, and RevOps leaders simplify their stack, reduce manual work, and drive more revenue—faster.
Want to rewatch the Groove for SDRs webinar? View it on-demand here.
Don’t have Groove in your tech stack but wish you did? Schedule a demo to learn more about how Groove can power your day.