Developing a Comprehensive User Manual for SDR Systems: Best Practices and Practical Guidelines for Using Sales Intelligence Platform - Lusha
Magomadov, Emir (2025)
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2025120733356
https://urn.fi/URN:NBN:fi:amk-2025120733356
Tiivistelmä
This product-based thesis investigates the construction and application of a user-oriented manual for Sales Development Representatives (SDRs), which is developed for the successful use of Lusha, an AI-based sales intelligence platform.
As the role of digitized sales processes continues to grow in B2B sales, the demand for standardized training and onboarding opportunities has increased. SDRs are typically unguided regarding procedure and lead generation, prospecting, and data management.
This thesis aims to fill this gap by producing a hands-on, task-centric handbook to facilitate the actual implementation of Lusha among sales personnel. Chapters 1 and 2 of the thesis discuss the role of SDRs in the current context of sales and delve further into specific theoretical areas like Customer Relationship Management (CRM), sales enablement, instructional design models, and the inclusion of Artificial Intelligence into sales tools.
The next chapters investigate the way Lusha acts as a sales intelligence platform, its characteristics, ethical concerns regarding data privacy, and how AI aids in sales processes. The last sections describe the process for the manual, step by step, to include platform testing, tool comparisons, and ethical considerations.
The goal of this thesis was that it would offer theoretical underpinning along with practical resources to be utilized to build better SDR workflows and onboarding techniques. This handbook now has clear, simple, handbook-style instructions for daily use and focuses on the importance of usability using task, ethical data practices, and AI-driven efficiency. Intended for an organizational setting, the manual is scalable and usable in various businesses, e.g., across industries where sales teams rely on digital prospecting tools.
As the role of digitized sales processes continues to grow in B2B sales, the demand for standardized training and onboarding opportunities has increased. SDRs are typically unguided regarding procedure and lead generation, prospecting, and data management.
This thesis aims to fill this gap by producing a hands-on, task-centric handbook to facilitate the actual implementation of Lusha among sales personnel. Chapters 1 and 2 of the thesis discuss the role of SDRs in the current context of sales and delve further into specific theoretical areas like Customer Relationship Management (CRM), sales enablement, instructional design models, and the inclusion of Artificial Intelligence into sales tools.
The next chapters investigate the way Lusha acts as a sales intelligence platform, its characteristics, ethical concerns regarding data privacy, and how AI aids in sales processes. The last sections describe the process for the manual, step by step, to include platform testing, tool comparisons, and ethical considerations.
The goal of this thesis was that it would offer theoretical underpinning along with practical resources to be utilized to build better SDR workflows and onboarding techniques. This handbook now has clear, simple, handbook-style instructions for daily use and focuses on the importance of usability using task, ethical data practices, and AI-driven efficiency. Intended for an organizational setting, the manual is scalable and usable in various businesses, e.g., across industries where sales teams rely on digital prospecting tools.