Join SalesLoft's Taylor Thompson (Sales Executive) and Meiling Arounnarath (Product Owner) for the compelling story as to why Taylor started reviewing his sales recordings once he got access to Meeting Intelligence in SalesLoft...and why you should too. You'll learn why Meeting Intelligence helps make meetings better for everyone: customer facing roles, managers, and most importantly, customers. They'll have bonus content as well. The team from Dogpatch Advisors is sharing how they helped personalize SalesLoft's GTM for Meeting Intelligence.

1. A Different Vantage Point:
Improve Meetings for Everyone
Kyle Williams
Advisor, Dogpatch
Mercy Bell
Advisor, Dogpatch
Meiling Arounnarath
Product Owner, SalesLoft
@m_arounnarath
Taylor Thompson
Senior Sales Executive,
SalesLoft
@ThompsonT08
Renaissance Waverly Wifi: Renaissance_CONFERENCE / HitTheGong
Cobb Galleria Wifi: EVENTS / HitTheGong

3. Where we’re going
Model for Scaling
Relevance
Meeting Intelligence
Story
Making It
Real

4. Quick Recap

5. Relevance Secret:
The best outbound
concepts aren’t concepts
nor from outbound

6. OUTBOUND SALES CS

7. OUTBOUND SALES CS

8. Relevant custom assets created in sales cycle
Discover Sell Negotiate CloseProspect

9. Data Dynamic
Process
SDR + Scaled
Content
Scaling Sales Content for Outbound
Tech Used
Persona
Company Type

10. Data Dynamic
Process
SDR + Scaled
Content
Scaling Sales Content for Outbound
Tech Used
Persona
Company Type
We want this!

11. CHALLENGE
“Meeting Intelligence
launches in one month.”

12. FROM HERE...

13. TO HERE...

14. How do you scale
without losing
relevance?

15. TEMPLATE CADENCE
ADD
PROSPECTS
CUSTOMIZE
(MANUAL)
1 2 3 4
+ =

16. TEMPLATE CADENCE
ADD
PROSPECTS
CUSTOMIZE
(MANUAL)
1 2 3 4
+ =

17. REPLACE PROXY INSIGHT
MANUAL SCALEto

19. AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
VP NAME
AE NAME
AE NAME
SLIDE DECK
(WITH LOGO)
Relevant Terms
Relevant Conversation

20. AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
AE NAME
VP NAME
AE NAME
AE NAME
REPLACE

21. AE NAME
MANUAL
REPLACE

22. AE NAME
SCALE
REPLACE
DOMAIN VP / AE Query

24. SLIDE DECK
(WITH LOGO)
REPLACE

25. MANUAL
REPLACE

26. LOGO
SCALE
REPLACE
DOMAIN LOGO API

28. Relevant Terms
PROXY

29. MANUAL
PROXY

30. Key Terms
SCALE
PROXY

31. Competitor
Name
SCALE
PROXY

33. "This picture is really beautiful! Thanks for puttingthis together for us."
"I appreciate the attention to detail with the X-Ray
topics [...].
Our logo enough caught my attention."
"I'm impressed with the mock up image."
"This is sweet! Sign us up."
"This image is killer. I wish our reps could do this."

34. Relevant Conversation
INSIGHT
Meeting Title

35. Ever lost a deal to a
competitor?
With your best prospect?

36. {Competitor}
We just had a meeting with {Competitor} about {key term} and they said...
{Top Prospect} Discovery Call
INSIGHT

37. MANUAL
INSIGHT
Who’s similar?

38. SCALE
Top Prospect
uber.com
INSIGHT

39. Braintree
We just had a meeting with Braintree about accepting payments and they said...
Uber Discovery Call
INSIGHT

40. REPLACE
PROXY
INSIGHT
TEMPLATE CADENCE
ADD
PROSPECTS
CUSTOMIZE
(MANUAL)
5
1
2
43

41. How to Get Started
Talk to your best storytellers (likely Sales and CS)
What are they doing manually today?
What are the core insights? The “Ah-ha” moments
Think creatively about sourcing data

42. Thank You!

43. FIN

44. © 2019. SalesLoft. All Rights Reserved.
13%

45. © 2019. SalesLoft. All Rights Reserved.
13% of customers believe
their salesperson fully
understands their needs
Source: Brian Williams, PhD, The Brevet Group

46. © 2019. SalesLoft. All Rights Reserved.
Taylor Thompson
Sr. Sales Executive
SalesLoft
Meiling Arounnarath
Product Owner
SalesLoft

47. Meeting Intelligence is valuable
for everyone

48. © 2019. SalesLoft. All Rights Reserved.
Our focus for today
Customer Facing
Manager
Customer

49. Customer Facing

50. I leverage Meeting Intelligence to
Listen
Understan
d
Engage

52. © 2019. SalesLoft. All Rights Reserved.
Listen
60% to 80%
listening time
in a meeting
17% to 25%
information
processed and
remembered
Source: Harvard Business Review

53. Active Speaker Detection %

55. © 2019. SalesLoft. All Rights Reserved.
Understand
● Could I have said something differently?
● Did I ask the right questions?
● What insights can I extract?

56. Listen Up to 3x Speed

58. © 2019. SalesLoft. All Rights Reserved.
Engage
● Allows for more thorough follow ups
● Share relevant information
● Bring new stakeholders up to speed

59. Manager

60. For Managers
Coaching
Collaborating
Onboarding

62. “
28% higher win rates when using dynamic
coaching programs to increase sales productivity
Source: Brainshark

63. X-Ray Topics & Notes

65. Collaborating

67. Onboarding
4.5 months: average ramp time
for AEs to hit full quota
80% say ramp times range
between 3 to 7+ months for AEs
Source: The Bridge Group

68. Customers

69. For Your Customers
Enable champions
Bring new stakeholders up to speed
Share highlights

70. © 2019. SalesLoft. All Rights Reserved.
53% of customer loyalty
stems from the buying
experience
Giving customers
artifacts builds trust and
leads to champions
Enable Champions
Source: Gartner

71. “
© 2019. SalesLoft. All Rights Reserved.
Buying teams typically comprise of 6-8
individuals on average.
They bring competing priorities, new
perspectives and different criteria for
purchasing to a buying decision.
Sources: Gartner and CEB

72. Share Highlights

73. Customer Facing
Listen
Understand
Engage
Leveraging Meeting Intelligence

74. Customer Facing
Listen
Understand
Engage
Manager
Coaching
Collaborating
Onboarding
Leveraging Meeting Intelligence

75. Customer Facing
Listen
Understand
Engage
Manager
Custome
r
Coaching
Collaborating
Onboarding
Enable champions
Bring
stakeholders
up to speed
Share highlights
Leveraging Meeting Intelligence

76. Are you ready?

77. Questions?