SDRs live and die by meetings booked. The right tools find good prospects, help you reach them efficiently, and track your activity. We surveyed 50+ SDRs and tested their recommended tools to build the essential prospecting and outreach stack.
Apollo combines B2B data, sequences, and dialer in one platform. The free tier is remarkably generous. Find prospects, enroll them in sequences, and track everything. The best starting point for most SDRs.
Starting priceFree/$49
Strengths
All-in-one platform
Generous free tier
Good data quality
Sequences included
Dialer built-in
LinkedIn integration
Limitations
Data not as good as ZoomInfo
Less enterprise features
Email deliverability varies
Who it's for: Best all-in-one for SDRs, especially those starting out.
Outreach is the enterprise standard for sales engagement. The most powerful sequence builder with AI suggestions. Analytics show exactly what's working. If your company provides it, use it well.
Starting priceCustom
Strengths
Most powerful sequences
AI suggestions
Enterprise scale
Detailed analytics
A/B testing
CRM sync
Limitations
Enterprise pricing
Complex
No data included
Who it's for: The standard for enterprise SDR teams.
ZoomInfo provides the best B2B contact data. Direct dials, verified emails, and intent signals. Expensive but the data quality difference is real. Worth it if your company invests.
Starting priceCustom
Strengths
Best data quality
Direct dials
Intent signals
Org charts
Tech install data
Integrations
Limitations
Very expensive
Enterprise sales process
Overkill for some
Who it's for: Essential for enterprise SDR teams with budget.
SalesLoft provides strong cadence management and calling. The Rhythm feature helps prioritize daily tasks. Good Outreach alternative with similar capabilities.
Starting priceCustom
Strengths
Strong cadences
Dialer included
Rhythm prioritization
Good analytics
Call coaching
Easier than Outreach
Limitations
Enterprise pricing
No data included
Similar to Outreach
Who it's for: Great alternative to Outreach for enterprise teams.
Sales Navigator is essential for LinkedIn-based prospecting. Advanced search finds ideal prospects. Lead recommendations surface new targets. InMail credits for direct outreach.
Strengths
Advanced LinkedIn search
Lead recommendations
InMail credits
Account tracking
CRM sync
Essential for LinkedIn
Limitations
Expensive
LinkedIn only
Limited outreach
Who it's for: Essential for any SDR doing LinkedIn prospecting.
Lavender coaches your email writing in real-time. AI suggests improvements based on what gets replies. The free tier is very usable. Makes every SDR a better email writer.
Starting priceFree/$29
Strengths
Real-time coaching
AI suggestions
Reply rate data
Great free tier
Chrome extension
Improves over time
Limitations
Email only
Suggestions not always right
Learning curve
Who it's for: Every SDR should use this for better emails.
Gong helps SDRs improve by reviewing their calls. AI identifies what top performers do differently. Listen to successful discovery calls and learn. Great for coaching.
Starting priceCustom
Strengths
Call recording
AI insights
Learn from peers
Talk ratio analysis
Question tracking
Self-coaching
Limitations
Company decision
Expensive
Requires calls
Who it's for: Great for SDRs who want to improve call skills.
Vidyard lets you send personalized video messages. Stand out in crowded inboxes. Track who watches and for how long. The free tier works for testing video.
Starting priceFree/$19
Strengths
Video prospecting
Track engagement
Free tier
Screen share
Email embed
Stand out
Limitations
Video not for everyone
Time per video
Not all prospects like video
Who it's for: Great for SDRs wanting to differentiate with video.
We surveyed SDRs and tested tools based on impact on meetings booked and rep productivity.
Meetings Impact (35%) — Does it help book more meetings?
Productivity (25%) — Time saved per day.
Ease of Use (20%) — Quick to learn and use.
Integration (10%) — Works with SDR workflow.
Value (10%) — ROI for SDR investment.
How to Choose
Choose Apollo.io if you need Just starting out.
Choose Outreach + ZoomInfo if you need Enterprise team.
Choose Lavender if you need Better emails.
Choose Sales Navigator if you need LinkedIn focus.
Choose Vidyard if you need Stand out.
Common Questions
Apollo.io (free), Sales Navigator ($99/mo), Lavender (free), Calendly (free). Complete prospecting capability for under $100/month.
ZoomInfo has better data quality, especially direct dials. Apollo is 90% as good at 10% of the price. Start with Apollo, upgrade to ZoomInfo if needed.
For the right prospects (executives, personalized outreach), yes. For high-volume spray-and-pray, no. Test with Vidyard free tier.
Very similar. Outreach slightly more powerful, SalesLoft slightly easier. Use whichever your company provides. Both are excellent.
