SNB02. Beyond the SDR: How Other Roles Win with SalesLoft
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The document summarizes how SalesLoft helps companies go beyond just sales development representatives (SDRs) to enable other roles like marketing, sales, and account executives to win. It outlines the struggles companies face with lead lifecycles, task redundancy, and lack of benchmarks. The solution is to use SalesLoft to automate workflows, integrate systems, provide templates and tracking of collateral, and measure key performance indicators. This allows companies to reduce tasks, prevent lost leads, and see improved metrics like more calls/emails, higher reply rates, and increased steps completed in the sales process.
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SNB02. Beyond the SDR: How Other Roles Win with SalesLoft
- 1. Beyond the SDR: How Other Roles Win With SalesLoft Allye O’Brien Global Dir. Sales Development, GlobalWebIndex @GlickerA Renaissance Waverly Wifi: Renaissance_CONFERENCE / HitTheGong Cobb Galleria Wifi: EVENTS / HitTheGong
- 2. www.globalwebindex.com Because your funnel success depends on more than cold calling SalesLoft & GlobalWebIndex: Beyond the SDR
- 3. • The Struggles • The Solution • The ROI 3 Agenda:
- 5. 5 Sales/Marketing Communication Collateral Usage Benchmarks Task Reduction Sales and Lead Lifecycle Our “To Do” List Lost Leads
- 7. 7 Private and confidential GlobalWebIndex 2018 Marketing Sales Development Account Executives Hubspot Salesforce SalesLoft Salesforce
- 8. 8 Marketing MQL Sales Dev Recycle SAL Trash Disqualify Convert Pending AE Recycle SQL Disqualify Client
- 9. 9 Leads being worked Campaign alignment Lifecycle from MQL - SQO Manually logged activity No way of tracking Hard to keep track Sales/Marketing Communication
- 10. 10 Collateral Access Manual & Time Consumin g Content Success HubSpot or WOM only Collateral Usage
- 11. 11 MQL SAL SQO Conversion rates = ??? Actively Engaged = ??? Accurate = ??? Benchmarks
- 12. 12 Task Reduction Logging Activity Updating Statuses Finding Collateral Building Clunky Reports
- 13. 13 Lost Leads Leads with < 4 Touches 17,689 Leads with 0 Touches 6,321 Leads with Inaccurate Statuses ??,???
- 14. 14 Sales and Lead Lifecycle MQL # of Days? SAL SAL # of Days? SQO SQO # of Days? WON
- 15. 15 The Solution
- 16. Make the Robots Do Our Work 16
- 17. 17 Sales/Marketing Communication Collateral Usage Benchmarks Sales and Lead Lifecycle Task Reduction Lost Leads
- 18. 18 Private and confidential GlobalWebIndex 2018 Marketing Sales Development Account Executives Hubspot Salesforce SalesLoft Salesforce
- 19. 19 Private and confidential GlobalWebIndex 2018 HubSpot Salesforce SalesLoft Marketing SDR AE Sales/Marketing Communication
- 20. 20 Step 1 •Train •Clean •Identify Step 2 •Create •Collaborate Step 3 •Execute •Optimize •Measure
- 21. 21 Train General Onboarding Team Specific Integrated Apps Clean Old Cadences Templates Automation Rules Salesforce/CRM Identify Collateral Cadence Structure Admins & Process Owners
- 22. 22 Create Templates Cadences Processes Automation Rules Collaborate Template Task Force KPIs Benchmarks CRM Communication
- 23. 23 Marketing MQL Sales Dev Recycle SAL Trash Disqualify Convert Pending AE Recycle SQL Disqualify Client
- 24. 24 Marketing MQL Sales Dev Recycle SAL Trash Disqualify Convert Pending AE Recycle SQL Disqualify Client
- 25. 25 MQL to SAL SAL to Recycle SQL to Recycle
- 26. 26 MQL to SAL = Benchmarking SAL to Recycle = Tasks SQL to Recycle = Sales Cycle
- 27. 27
- 29. 29 Gold Standard (15 steps/27 days) Follow Up (8 steps/14 days) Call Blitz (15 steps/30 days) Recycle (12 steps/20 days)
- 30. 30 Team Templates: 1 piece of content Tags: By persona, area of interest & vertical
- 31. 31
- 32. 32 Instantly accessible by Sales Searchable by tag CTR, Opens, Replies Tracked!
- 33. 33 Execute New Cadences Reinforce Training Optimize Templates/Cadences Automation Rules Salesforce/CRM Measure Reporting KPIs Processes
- 34. The ROI
- 35. More Calls More Emails More Conversations Doubled Our Reply Rate! +34.8% +64% +76% +100% More Steps Completed Increase in SQOs Already! +37.3% +11%