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Trends in Action: Join the 2019 Sales
Revolution
Richard Harris
CEO,
The Harris Consulting Group
@rharris415
Craig Rosenberg
Co-founder & Chief Analyst,
TOPO
@funnelholic
Renaissance Waverly Wifi: Renaissance_CONFERENCE / HitTheGong
Cobb Galleria Wifi: EVENTS / HitTheGong
© 2018. SalesLoft. All Rights Reserved.
AGENDA
Engagement is highly targeted
Engagement is multi-channel
Engagement is multi-function
But onboarding is key
Customer engagement is the new black
Engagement is highly
targeted
© 2018. SalesLoft. All Rights Reserved.
The target account list
is one of the key
elements to success
© 2018. SalesLoft. All Rights Reserved.
And it seems to work
68%
higher account win rates for
organizations with a strong Ideal
Customer Profile (ICP)
Engagement is across
multiple channels
© 2018. SalesLoft. All Rights Reserved.
The touches continue to increase
© 2018. SalesLoft. All Rights Reserved.
Is LinkedIn still a viable channel?
© 2018. SalesLoft. All Rights Reserved.
What are your thoughts on direct mail?
© 2018. SalesLoft. All Rights Reserved.
Chat is hot – where will chat end up in 2019?
© 2018. SalesLoft. All Rights Reserved.
What role is video playing in SDR and sales processes? (pun
intended)
© 2018. SalesLoft. All Rights Reserved.
Will bots take over for SDRs?
Engagement is across
multiple functions
© 2018. SalesLoft. All Rights Reserved.
Everyone is involved
© 2018. SalesLoft. All Rights Reserved.
Marketers favorite
channel is…SDR
outbound!
CHANNEL % USING % SATISFIED*
SDR Outbound (email, phone) 87% 82%
Digital Advertising 79% 85%
Direct Mail 73% 69%
SDR Social (e.g. LinkedIn) 72% 61%
Marketing Email 70% 83%
Events 67% 78%
Executive-to-Executive Outreach 64% 59%
Content Syndication 48% 73%
Content Development 47% 61%
Site Personalization 37% 63%
SDR Personalized Video 28% 50%
Site Chat/Messaging 17% 74%
“What channels and tactics do you use for your account based efforts?”
Quality engagement requires
onboarding
© 2018. SalesLoft. All Rights Reserved.
Teach them to engage: onboarding is the key strategy for
success
Factors Contributing to Sales Development Success
© 2018. SalesLoft. All Rights Reserved.
<1 month
Average ramp time for world class
SDR organizations
Customer Engagement is a
2019 imperative
© 2018. SalesLoft. All Rights Reserved.
New data suggests
more investment in
driving expansion –
starting with the SDRs
© 2018. SalesLoft. All Rights Reserved.
Account based
campaigns are
increasingly focused
on customer functions
– CS/AM
Questions?

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SLS08. Trends in Action: Join the 2019 Sales Revolution

  • 1. Trends in Action: Join the 2019 Sales Revolution Richard Harris CEO, The Harris Consulting Group @rharris415 Craig Rosenberg Co-founder & Chief Analyst, TOPO @funnelholic Renaissance Waverly Wifi: Renaissance_CONFERENCE / HitTheGong Cobb Galleria Wifi: EVENTS / HitTheGong
  • 2. © 2018. SalesLoft. All Rights Reserved. AGENDA Engagement is highly targeted Engagement is multi-channel Engagement is multi-function But onboarding is key Customer engagement is the new black
  • 4. © 2018. SalesLoft. All Rights Reserved. The target account list is one of the key elements to success
  • 5. © 2018. SalesLoft. All Rights Reserved. And it seems to work 68% higher account win rates for organizations with a strong Ideal Customer Profile (ICP)
  • 7. © 2018. SalesLoft. All Rights Reserved. The touches continue to increase
  • 8. © 2018. SalesLoft. All Rights Reserved. Is LinkedIn still a viable channel?
  • 9. © 2018. SalesLoft. All Rights Reserved. What are your thoughts on direct mail?
  • 10. © 2018. SalesLoft. All Rights Reserved. Chat is hot – where will chat end up in 2019?
  • 11. © 2018. SalesLoft. All Rights Reserved. What role is video playing in SDR and sales processes? (pun intended)
  • 12. © 2018. SalesLoft. All Rights Reserved. Will bots take over for SDRs?
  • 14. © 2018. SalesLoft. All Rights Reserved. Everyone is involved
  • 15. © 2018. SalesLoft. All Rights Reserved. Marketers favorite channel is…SDR outbound! CHANNEL % USING % SATISFIED* SDR Outbound (email, phone) 87% 82% Digital Advertising 79% 85% Direct Mail 73% 69% SDR Social (e.g. LinkedIn) 72% 61% Marketing Email 70% 83% Events 67% 78% Executive-to-Executive Outreach 64% 59% Content Syndication 48% 73% Content Development 47% 61% Site Personalization 37% 63% SDR Personalized Video 28% 50% Site Chat/Messaging 17% 74% “What channels and tactics do you use for your account based efforts?”
  • 17. © 2018. SalesLoft. All Rights Reserved. Teach them to engage: onboarding is the key strategy for success Factors Contributing to Sales Development Success
  • 18. © 2018. SalesLoft. All Rights Reserved. <1 month Average ramp time for world class SDR organizations
  • 19. Customer Engagement is a 2019 imperative
  • 20. © 2018. SalesLoft. All Rights Reserved. New data suggests more investment in driving expansion – starting with the SDRs
  • 21. © 2018. SalesLoft. All Rights Reserved. Account based campaigns are increasingly focused on customer functions – CS/AM