A practical walkthrough with CEO Mark Bedard on fixing broken SDR workflows, boosting connect rates, and cutting data costs
If you run an SDR team, you’ve felt the pain: inaccurate data, clunky exports, duplicates in Salesforce, and multiple tools your reps don’t actually use. The result is low connect rates, high admin time, and wasted software spend.
Why This Matters
In this episode of the Transform Sales Podcast, host Dave Menjura speaks with Mark Bedard, CEO and co-founder of Upcell.io, about how B2B sales teams can rebuild their workflows for speed and accuracy. Upcell.io is a Chrome extension designed to give reps one-click access to high-quality contact data, especially mobile numbers, and automatically export those contacts into CRMs and engagement tools.
At CloudTask, we see this challenge in nearly every growth-stage SaaS company. Teams invest heavily in data tools but still struggle with efficiency and accuracy. This conversation breaks down how Upcell.io helps teams streamline their data workflows and increase pipeline results without adding complexity.
Fixing Inefficiencies in the SDR Workflow
Many SDR teams use several data providers to cover all bases, but this often leads to confusion, low adoption, and wasted spend. Most reps rely on one main tool and ignore the rest, leaving gaps in data accuracy. Upcell.io simplifies this by combining multiple providers into one streamlined Chrome extension, giving reps enriched, verified contact data with a single click.
Regional data silos are another common issue. Companies often split vendors by region, which limits access and leaves reps stuck when coverage falls short. Upcell.io solves this with automatic global enrichment, ensuring consistent data quality no matter where prospects are located.
Administrative friction also slows teams down. Exporting leads, tagging contacts, and adding notes can take several clicks per record. With Upcell.io’s customizable hotkeys, reps can move prospects from LinkedIn into Salesforce or HubSpot instantly while preserving research notes and personalization.
Finally, duplicate records are a major hidden cost. Most CRMs rely on email as the unique ID, which breaks the moment a contact changes jobs. Upcell.io prevents this through its proprietary person ID and fuzzy matching that merge and update records automatically, protecting data quality and preventing redundant outreach.
Features and Benefits for SaaS GTM Teams
High-Accuracy Mobile Phones
Upcell.io focuses on the one metric that matters most for outbound teams: connectability. By prioritizing mobile accuracy over quantity, teams can expect major improvements in call-to-connect rates and faster validation of opportunities.
One-Click Export From LinkedIn or Sales Navigator
Reps can move prospects directly into CRM systems and engagement tools without switching screens. This workflow eliminates extra clicks and keeps reps focused on conversations, not admin work.
Hotkeys and In-Flow Context Capture
Users can capture research notes or personalization details while prospecting and have that context travel with the record into the CRM or cadence. This supports genuine, relevant outreach that resonates with prospects.
Waterfall Enrichment Across Multiple Vendors
Instead of forcing companies to pick one provider, Upcell.io automatically blends the best data from several vendors behind the scenes. Teams get the highest quality information without managing multiple platforms.
CRM Matching and Deduplication
Records are matched, converted, updated, and merged automatically. This prevents messy databases and ensures each contact has a single, clean record.
Native Integration With Sales Engagement Platforms
Leads can be assigned to the right SDR and dropped into tools like Salesloft or Outreach in seconds. The process is instant, ensuring smooth collaboration between AEs and SDRs.
Slack-First Support
The Upcell.io team supports customers directly in Slack, allowing fast responses to feedback, troubleshooting, or training requests. This immediacy helps teams stay productive without waiting for email replies.
Implementation and ROI
Getting started with Upcell.io is fast because it’s built as a lightweight Chrome extension. Most teams are fully operational in less than an hour. The process starts with installing the extension, followed by a quick RevOps mapping session to define field rules, lead-to-contact conversion, and merge preferences. Next, a short training session helps SDRs and AEs customize hotkeys and workflows. Once the pilot list runs successfully, the full rollout happens quickly, supported through Slack.
The main people involved are the RevOps lead for integration setup, the SDR or AE manager for workflow design, and, if needed, a CRM admin for permissions.
Key KPIs to Measure Success
Upcell.io customers commonly track three key outcomes. First, call-to-connect rates, which show a direct improvement when using accurate mobile data. For example, Legit Security reported an increase from 1.8% to 8.4%, a 4.7x gain. Second, prospecting speed improves by 25 to 50 percent because reps spend less time switching between tools. Third, companies often see 35 to 60 percent reductions in data costs by consolidating licenses and running enrichment more efficiently.
These are the same kinds of results CloudTask customers achieve when they connect with verified sales tools and talent on the CloudTask Marketplace, fewer clicks, better connect rates, and measurable ROI on every outreach motion.
Social Proof and Expert Insight
Mark Bedard and his co-founder have over a decade of experience in the B2B data industry. After working with more than a thousand customers and helping build major data platforms, they created Upcell.io to address what they saw as the biggest gap in the market: data accuracy and workflow simplicity.
From CloudTask’s perspective, their approach reflects a broader trend. We see SaaS companies moving away from all-in-one data platforms and instead building smarter multi-vendor strategies that are unified through a single, standardized workflow. Teams that connect accurate contact data with real buyer context outperform those that rely on disconnected systems every time.
Conclusion
If your SDRs are still juggling multiple extensions, guessing mobile numbers, or spending more time updating CRMs than speaking to prospects, it’s time to rethink your workflow. Upcell.io offers a cleaner, faster approach built around accurate data, one-click exports, and smart automation that scales.