BDRs don’t want another dashboard. They want tools that fit their workflow
Vaibhav Gupta is a BDR at VWO, a website optimization platform serving SMB to enterprise customers with A/B testing, heat maps, session recordings, and conversion optimization tools. With 201-500 employees headquartered in San Francisco, VWO helps companies improve website performance through data-driven testing.
Vaibhav covers APAC and ANZ territories. He prospects marketers, product managers, UX designers, VPs of Marketing, and CMOs—people looking to optimize conversion rates and improve user experience.
His day splits between inbound and outbound lead generation. 60% of his time goes to outbound prospecting. That means LinkedIn Sales Navigator. That means finding prospects. That means enriching contacts with verified data.
Most sales intelligence platforms want to own that entire workflow. They push you into their dashboard. They want you to search in their system. They want to become your primary prospecting platform.
Vaibhav doesn’t want that.
Other tools try to sell you their dashboard and to be honest, I just don’t really care about it. I don’t want another dashboard in my life. I want to keep my job simple and work my way.
He already has a workflow that works: LinkedIn Sales Navigator. He finds prospects there. He wants to enrich them there. One click. No platform switching. No dashboard learning curve.
Lusha delivers that.
Ultimately, Lusha helps me save time that I can spend on prospecting, instead of searching for correct contact data. It also helps me save time, so I’m not flipping between platforms – and I can work according to my preferred workflow, in LinkedIn Sales Navigator.
When your company has access to multiple tools, and you choose one consistently, that choice says something. Vaibhav used Lusha at a previous company. When he joined VWO, he kept using it.
60-80% accuracy for APAC and Europe contacts. Sales Navigator workflow preserved. No dashboard added. Quota hit every time.
Asked to describe Lusha in one word: “Connect.”
The APAC data gap
Not all sales intelligence platforms cover all regions equally.
Many tools work well for North America. Strong U.S. coverage. Good data accuracy. Comprehensive business information.
APAC and Europe? Often weaker.
We have access to a number of tools but for prospect contact data from APAC and Europe, Lusha is more reliable. It’s our choice about which tools to use, and I choose Lusha.
VWO gives BDRs access to multiple prospecting tools. That’s not uncommon at companies with 200+ employees. RevOps negotiates enterprise contracts. BDRs get options.
When you have options, usage patterns reveal what actually works. Vaibhav consistently chooses Lusha for his APAC and ANZ territories because the data accuracy for those regions is better.
60-80% accuracy on contacts he enriches. That’s measured performance in his actual workflow, not marketing claims.
For a BDR spending 60% of his day on outbound, that accuracy difference compounds across every prospect search.
The dashboard nobody wants
Sales intelligence platforms love their dashboards.
Sophisticated interfaces. Advanced search filters. Custom saved searches. Account scoring models. Buying intent signals displayed in proprietary layouts.
All features that require you to leave your existing workflow and work inside their system.
Other tools try to sell you their dashboard and to be honest, I just don’t really care about it.
That’s not dismissiveness. That’s workflow reality.
Vaibhav already uses LinkedIn Sales Navigator for prospecting. That’s where he searches for prospects. That’s where he builds lists. That’s where he identifies accounts and contacts.
Adding another dashboard means:
Learn new search interface
Switch between platforms constantly
Duplicate prospect lists across systems
Maintain two workflows instead of one
For what benefit? Finding the same prospects he can already find in Sales Navigator?
I don’t want another dashboard in my life. I want to keep my job simple and work my way.
Simple and work my way. That’s what BDRs actually want. Not more features. Not another platform to master. Tools that fit into the workflow they already use.
One-click enrichment that actually works
Vaibhav’s workflow is straightforward:
Search in LinkedIn Sales Navigator for ideal customer profile matches
Find prospects who fit VWO’s targeting criteria
Click Lusha extension to pull verified contact information
Add to outreach sequence with complete, accurate data
One click. No platform switching. No dashboard. No manual data entry.
What Vaibhav loves about Lusha, is his ability to support his native workflow and save time, while receiving results.
60-80% of the contacts he enriches have accurate data. That means:
Emails reach inboxes instead of bouncing
Phone numbers connect to actual decision-makers
Outreach happens immediately instead of after research
Time spent prospecting instead of hunting for contact info
For a BDR measured on meetings booked and pipeline generated, that workflow efficiency matters more than dashboard sophistication.
Enriching incomplete inbound leads
Lusha doesn’t just help with outbound prospecting. It fixes inbound lead data too.
When leads submit forms on VWO’s website, the data is often incomplete. Missing phone numbers. Incorrect emails. Partial company information.
When leads arrive via the website, Vaibhav uses Lusha to complete any lead that might have missing or incomplete contact data – like a missing or incorrect phone number or email.
That enrichment happens immediately. Inbound lead comes in with partial data. Vaibhav uses Lusha to complete the contact record. Lead moves to outreach with full, verified information.
No manual research. No delayed follow-up while hunting for phone numbers. Immediate enrichment that keeps leads moving through the funnel.
60% of the day on prospecting
Vaibhav spends 60% of his workday on outbound prospecting. 40% on inbound lead qualification and other activities.
That 60% outbound time is where Lusha creates the most impact.
When Vaibhav performs outbound prospecting – which accounts for 60% of his day, he uses Lusha to enrich his prospecting efforts in LinkedIn Sales Navigator.
Every hour spent prospecting needs to be efficient. Time wasted on bad contact data or platform switching directly reduces the number of prospects contacted.
Lusha saves time in two ways:
No platform switching → Stay in Sales Navigator workflow
Accurate contact data → No time wasted on bounced emails or wrong numbers
Ultimately, Lusha helps me save time that I can spend on prospecting, instead of searching for correct contact data.
When 60% of your day depends on finding and enriching prospects efficiently, tools that add friction fail. Tools that remove friction become essential.
Bringing it from the last company
When BDRs change companies, they bring their preferred tools with them.
When Vaibhav came to VWO, he had used Lusha at a previous company, and continues to use it in his tech stack.
That continuity says something important. Most sales tools don’t travel with you. You leave them behind when you switch companies because they were company-provided, not personally chosen.
Vaibhav chose Lusha at his previous company. When he joined VWO—a company that provides access to multiple prospecting tools—he chose Lusha again.
Not because VWO forced the choice. Because it worked better for his workflow and territories.
That’s not vendor loyalty. That’s proven effectiveness across multiple organizations.
Hitting quota every time
When BDRs consistently hit quota, you can trace it back to infrastructure that works.
Vaibhav hits his targets. Multiple VWO sales reps use Lusha. The tool spread organically through the team because BDRs saw it working.
It’s our choice about which tools to use, and I choose Lusha.
Choice matters. When RevOps gives you options and one tool consistently gets selected, that usage pattern reveals value.
For Vaibhav, that value comes down to three things:
60-80% accuracy for APAC and Europe contacts
Sales Navigator workflow preserved—no dashboard added
Time saved on prospecting instead of data hunting
Ask him to describe Lusha in one word: “Connect.”
Not features. Not sophistication. Not dashboard capabilities. Connect.
Because that’s what prospecting infrastructure does. It connects you to prospects. It connects verified data to your workflow. It connects effort directly to results.
I want to keep my job simple and work my way.
Simple. My way. Connected. That’s infrastructure that works.
Website: https://vwo.com/
Industry: Technology, Information and Internet
Size: 201-500 employees
Founded: 1998
Location: San Francisco, California
