The document outlines strategies for maximizing value using Salesloft, focusing on automation, multichannel cadences, and standardization in processes. Key methods include utilizing automation rules for efficiency, integrating video for higher engagement, and establishing clear cadence naming conventions and tagging systems. Overall, it emphasizes the importance of standardized practices and continual improvement in sales processes.

1. Three Simple Truths:
Maximize Value with SalesLoft
Mónica Cottrell
Professional Services Consultant,
SalesLoft
Stephen Gladney
Product Owner, SalesLoft
@stephengladney
Renaissance Waverly Wifi: Renaissance_CONFERENCE / HitTheGong
Cobb Galleria Wifi: EVENTS / HitTheGong

2. © 2019. SalesLoft. All Rights Reserved.

3. Three Simple Truths
Maximize Value with SalesLoft
Mónica Cottrell, Professional Services
Stephen Gladney, Product Owner

4. © 2019. SalesLoft. All Rights Reserved.
Activity
Process
Skill

5. © 2019. SalesLoft. All Rights Reserved.
Activity
Process
Skill

6. More Input or More Output

7. More Input

8. © 2019. SalesLoft. All Rights Reserved.
Three Simple Truths Maximize Value with SalesLoft
Keith Jones
Global RevOps Manager
Using Automation Rules to
Increase Activity
● Importing into cadences is 100% automated
● Predictable & repeatable change events
● “Guardrails” built into automation rules

9. © 2019. SalesLoft. All Rights Reserved.

10. © 2019. SalesLoft. All Rights Reserved.

11. © 2019. SalesLoft. All Rights Reserved.

12. More Output

13. © 2019. SalesLoft. All Rights Reserved.
Three Simple Truths Maximize Value with SalesLoft
David Priel
Global Sales Training
Manager at ChannelAdvisor
Using MultiChannel Cadences to
Increase Activity
● LinkedIn and Video Integration
● Increased Engagement
● Increased Activities and Adoption of the platform

14. “The hardest part of the sales process is
getting engagement.”
Trish Bertuzzi
Author of "The Sales Development Playbook," CEO of The
Bridge Group, Inc. and Inside Sales Evangelist

15. ““With Video I can see your sincerity, I can tell that you
care, I can get a feel for you as a person.”
John Barrows
CEO, J. Barrows Consulting

16. © 2018. SalesLoft. All Rights Reserved.
Video increases reply rates by 26%
Based on an analysis of 134
million emails of which 4.5
million (3.3%) contained video

17. © 2018. SalesLoft. All Rights Reserved.
Data-science optimized outbound cadence:
15-touches over 16 business days
Day 1 Day 2 Day 3 Day 4 Day 5 Day 6 Day 7 Day 8
Data integrity
+ Social
Follow
Call 2 (AM) Call 4 (AM) Social
connect
Email 3
Call 1 (VM) Call 3 (PM) Email 2 Call 5 (VM)
Email 1
Day 9 Day 10 Day 11 Day 12 Day 13 Day 14 Day 15 Day 16
Call 6 (AM) Call 7 (PM) Call 8 (VM)
Email 4 Email 5
Move to
nurture

18. © 2019. SalesLoft. All Rights Reserved.
Activity
Process
Skill

19. Standardize how you standardize.

20. © 2019. SalesLoft. All Rights Reserved.
Three Simple Truths Maximize Value with SalesLoft
Ryan Splain
Marketing Operations &
Analytics Manager
Standardization at Scale
● Naming conventions for cadences
● Utilizing tags for cadence organization
● Using cadence priority consistently

21. Cadence Naming Conventions

22. © 2019. SalesLoft. All Rights Reserved.
Cadence names should communicate the
important points to your reps...
Objective
Target Persona
Differentiators
Steps and Days
Prospecting, Nurturing, Confirming meetings, Meeting follow up, Sales
cycle, Closed Lost
VP of Sales, Sales Operations, SDR Managers, C-level executives
Prospect categorization (Account Tier, Region, Industry etc)
Prospecting cadence is 8 touches over 25 days, Nurture cadence is 4
touches over 90 days

23. © 2019. SalesLoft. All Rights Reserved.

24. © 2019. SalesLoft. All Rights Reserved.

25. © 2019. SalesLoft. All Rights Reserved.

26. © 2019. SalesLoft. All Rights Reserved.

27. Cadence Tags

28. © 2019. SalesLoft. All Rights Reserved.
Cadence Tags help you find the right cadence
when you need it.
Roles
Target Persona
Time-sensitivity
Creation Date
SDRs, AEs, CSMs, Executives
VP of Sales, Sales Operations, SDR Managers, C-level executives
Trade shows, Conferences, Quarterly initiatives
Quarter + Year (Q1 2019)

29. © 2019. SalesLoft. All Rights Reserved.
This is bad...

30. © 2019. SalesLoft. All Rights Reserved.
This is good...

31. © 2019. SalesLoft. All Rights Reserved.
This is good...

32. Cadence Priority

33. © 2019. SalesLoft. All Rights Reserved.

34. © 2019. SalesLoft. All Rights Reserved.
Always setting a
cadence priority
always keeps
everything in
order...
Demo request
This is a very time-sensitive lead and
timing to first contact is crucial.
Marketing automation score
These prospects have a slightly lower
level of interest, but interest nonetheless.
Unresponsive inbound leads
These prospects are showing low interest
and already have been contacted at least
2-3 times.

35. © 2019. SalesLoft. All Rights Reserved.
Activity
Process
Skill

36. We can always do better.

37. © 2019. SalesLoft. All Rights Reserved.
Three Simple Truths Maximize Value with SalesLoft
Hannah Braye
Sales & Marketing
Enablement Team Lead
Listen. Understand. Engage.
● Standardize use of Meeting Intelligence in 1:1’s
● Identify specific areas of calls to review
● Deploy across the entire organization

38. © 2019. SalesLoft. All Rights Reserved.
Using Meeting
Intelligence in 1:1s
● Have a specific call selected to review
● Manager should listen to call prior to
1:1
● Manager should have notes prepared
● Call review should be a two-way
conversation

39. © 2019. SalesLoft. All Rights Reserved.
Identify specific areas
to review
Examples: Discovery, Product talk tracks,
Object handling, Pricing, Next Steps, Closing
● Make a checklist
● Use the time-stamped notes feature
● Highlight areas of excellence as well
as areas of improvement

40. © 2019. SalesLoft. All Rights Reserved.
Prospecting
Use Meeting Intelligence throughout the
entire customer journey
Intros
Call scripts
Objection Handling
Asking for the meeting
Sales
Mutual agreement
Discovery
Demo
Next Steps
Implementation
Goal setting
Functionality
explanation
Customer Feedback
Success
QBR conversations
Training calls
Objection Handling

41. © 2019. SalesLoft. All Rights Reserved.
Conclusion...
Skill We can always do better.
● Standardize use of Meeting Intelligence
● Identify specific areas to review.
● Use Meeting Intelligence across the entire customer journey.
Process Standardize how you standardize.
● Cadence naming conventions for context
● Cadence tags for organization
● Cadence priority
Activity More input or more output.
● More input with automation rules
● More output with multi-channel cadences

42. Thank you