With over 20 years experience in sales and operations, Richard Park has seen what works — and what doesn't — in sales organizations. In this session, learn from first-hand experience how his team at Vertafore utilized SalesLoft to rebuild the sales organization and shape the culture of the company.

1. Lofting and Leading: How the Platform
drives change
Richard Park
VP of Sales
Vertafore
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Contents

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About your speaker Rich Park, VP of Sales
Profile:
• 20+ years in high-tech sales, ops, and mgt consulting
• Currently VP of Sales at Vertafore
• Passion for training and developing leaders
Interests & Hobbies:
• AI & SciFi geek
• Cycling & Hiking
• Craft Beers
• Leadership blogs

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Summary Overview

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Transformation Journey
Our Mission: Drive and implement large-scale change & keep
the business running
FROM
No Inside Sales Executive leadership for the
last year
High turnover and low morale across Inside
Sales
2 Managers and 24 reps spread across 5
offices
Software bookings fell and win rates <35%
Highly variable and inconsistent selling
process
Low levels of customer outreach and
touches
TO
• No Executive leadership for 18 months
• High turnover and low morale
• Software bookings fell 35%
• Win-rate fell <21%
• SLA on MQL 9.2 days
• Highly variable and inconsistent selling
process
• Low levels of customer outreach and
touches

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Salesloft empowered Sellers & better connected us to Marketing
More than just an engagement platform SL was a Cultural Catalyst
2017 2018 2019
Evaluation & Buying
Evaluated Outreach, Five9,
Insidesales, Yesware
SL won due to Partnership
approach & cultural similarity
Full-scale adoption & buy-in Optimization
How did we get here?
Alignment with demand-gen
130+ distinct cadences
175 hours of call coaching
Best practices
Self-generated learning
More AB testing

7. Culture Eats Strategy for Breakfast

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Quarterly Call Blitz Powered by Salesloft

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Bookings resulting from
Salesloft Cadences
$19m

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Lessons Learned

11. Thank You
Q&A