SalesLoft
SalesLoft
Blog Post
  • What makes account-based strategy so hard? It’s a straightforward strategy, but it requires one simple thing that very few companies are capable of: consistent, effective communication between sales and marketing. Without proper communication, account-based efforts between your sales and marketing teams may become disorganized and result in lost sales stamina or, even worse, lost deals. […] The po...

SalesLoft
SalesLoft
Blog Post
  • When it comes to call coaching, the majority of sales leaders fall into one of two managing styles to keep their reps’ skills strong: a proactive or reactive approach. Proactive managers prioritize coaching their reps for the future to help further their development. Reactive managers on the other hand, respond to the reps’ past performance, […] The post 3 Ways to Be More Proactive About Your Call...

SalesLoft
SalesLoft
Blog Post
  • Sales success has always required reaching your prospects where they are. Often times that’s at their office via a phone call or at their computer via email. But phone and email don’t even come close to covering all the touchpoints used by the modern buyer. That’s why SalesLoft has a category of steps that can be added […] The post Creative Ways to Use Customizable “Other” Steps in Your Sales Cade...

SalesLoft
SalesLoft
YouTube Video
  • We’re thrilled to announce our integration with LinkedIn Sales Navigator as a member of the Sales Navigator Application Platform. This will allow our customers to view and take action on LinkedIn Sales Navigator data directly from the SalesLoft platform. Gain real-time insights on the companies you’re engaged with, see current and shared connections at those companies to build authentic relationsh...

SalesLoft
SalesLoft
Blog Post
  • How does an automated sales process sound to you? Putting your lead management, sales engagement, and workflows on autopilot sounds like a huge win, right? Well before you dive headfirst into a sea of automation rules and turn your sales process into a well-oiled machine, it’s important to remember that every sales team is unique. […] The post The Do’s and Don’ts of Automation Rules [Infographic] ...

SalesLoft
SalesLoft
Blog Post
  • In an ideal world your sales team spends the vast majority of their time engaging with your potential buyer. Unfortunately, your reps get bogged down with additional responsibilities like client management, CRM upkeep, and admin responsibilities in addition to their selling tasks. But modern sales technology automates the responsibilities that pull your reps away from […] The post 3 Automation Rul...

SalesLoft
SalesLoft
Blog Post
  • If the DC and Marvel franchises have taught us anything, it’s that one superhero may be great, but a team of superheroes coming together is a force to be reckoned with (and box office gold). When it comes to account-based sales, your sales heroes may be ready for action. But the most effective account-based strategies […] The post Aligning Your Marketing and Sales Teams for Account-Based Success a...

SalesLoft
SalesLoft
Blog Post
  • A/B testing for sales emails has become pretty standard in most sales processes. Whether your reps test different subject lines or compare the use of GIFs versus plain text, testing confirms which messages generate the best responses from your prospects. But the modern sales rep shouldn’t be restricted to A/B testing email alone. They should […] The post Increase Cold Call Connection Rates with A/...

SalesLoft
SalesLoft
Blog Post
  • During each and every interaction you have with your prospects you should exemplify the qualities of a modern sales professional to encourage a business relationship. But while building that relationship, some sales reps allow casual mannerisms in their speech, dress, or overall behavior to degrade their professional demeanor. When you are trying to make a […] The post How Modern Sales Professiona...

SalesLoft
SalesLoft
Blog Post
  • Few things light a fire under a sales development rep more than a new inbound lead. When a lead fills out a form, downloads some content, or takes any other type of inbound action, an experienced SDR knows that time is of the essence. Luckily, the right technology can help you respond to leads lickity-split. […] The post The Tech Inbound SDRs Need to Maximize Response Time appeared first on SalesL...

SalesLoft
SalesLoft
Blog Post
  • For Sales Development Reps (SDRs) aspiring to climb the sales career ladder, the next step is often graduating to an Account Executive. If you’re an SDR, this is likely the goal motivating much of your work and performance. However, once you attain that sought after AE title, a whole new type of work begins. Many […] The post How to Transition From an SDR to the Top of the AE Leaderboard appeared ...

SalesLoft
SalesLoft
Blog Post
  • While you’re reaching out to the accounts in your pipeline, the last thing you want to worry about is whether or not your emails land in your prospect’s inbox. But some sales reps are still plagued by emails that don’t make it to their intended destination. Since spam accounts for half of the messages sent […] The post Maximize Email Deliverability: 4 Ways To Get Into the Inbox appeared first on S...

SalesLoft
SalesLoft
Blog Post
  • Building personal relationships is crucial to sales success. But since every person you interact with is unique, the thought of catering your process to each potential buyer’s personality may seem overwhelming. Fortunately, people tend to fall into a limited number of personas based on common traits. Personas make it easier to understand your future customers, […] The post Get Personal With Person...

SalesLoft
SalesLoft
Blog Post
  • SalesLoft customers amaze us everyday with the innovation and sincerity they employ to drive modern sales success. We’re humbled to serve such an awesome group and to contribute to building a community of genuine, like-minded sales professionals. This past Thursday, the SalesLoft community came together in cities across the country to swap stories at the […] The post Community Building Coast-to-Co...

SalesLoft
SalesLoft
Blog Post
  • Single channel prospecting is a thing of the past. Here’s why. The fastest growing companies depend on multiple channels to boost connection rates. In 2016, TOPO’s Sales Development benchmark report revealed that 80% of high growth sales teams were using the triple touch method — sending an email, leaving a voicemail, and a LinkedIn InMail within minutes […] The post The 5 Prospecting Channels You...

SalesLoft
SalesLoft
Blog Post
  • When it comes to efficiently managing your pipeline as an AE, it seems like there are never enough hours in the day for all of your opportunities. Ideally, you’d like to spend time cultivating new opportunities and moving them through the pipeline, but the truth is that you likely spend most of your time on […] The post How To Achieve Quality Engagement Across Your Entire Pipeline appeared first o...

SalesLoft
SalesLoft
Blog Post
  • Offering a trial when a prospect is deep in the sales cycle seems like a logical way to push your sale along. You already know the value of your product. Giving a prospect the chance to take your product for a test run and experience the benefits themselves sounds like a sure way to seal […] The post Successfully Manage Trial Adoption With a Hands-On Approach appeared first on SalesLoft.

SalesLoft
SalesLoft
Blog Post
  • For an AE, starting a product demonstration can feel a little like the curtain rising on a theatrical production. Your product is the star of the show and your potential buyer is waiting to be amazed. But putting your product on display shouldn’t be the only purpose of your demo calls. Your product is just […] The post Research Shows This One Thing is The Hardest Part of a Sales Demo appeared firs...

SalesLoft
SalesLoft
Blog Post
  • As an AE, sourcing your own pipeline is a lot like making your own meals. Sure, it’s a lot simpler when someone prepares a meal for you and it saves a lot of time. But when you make your own food you can be sure you’re preparing enough to fill your dietary needs for a […] The post Serving Up Your Own Pipeline with Time Left Over appeared first on SalesLoft.

SalesLoft
SalesLoft
Blog Post
  • New hires take an average of 4.8 months to ramp to full productivity according to TOPO’s latest benchmark report. That’s well over an entire quarter spent in rigorous training sessions without an actual sale in sight. Don’t get me wrong, onboarding correctly is important. New account executives need to develop an in-depth knowledge of your […] The post Reduce New Hire Ramp Time With the Right Tech...

SalesLoft
SalesLoft
Blog Post
  • It seems like every day a new piece of research finds that it takes five, no ten, no fifteen touches to make first contact with a prospect. While research firms can endlessly debate whatever that exact number may be, one thing is crystal clear: sales development requires persistence. But being persistent should not be confused with […] The post Persistent or Pestering? Technology Helps You Stay on...

SalesLoft
SalesLoft
Blog Post
  • When your business starts to grow, there comes a time when it no longer makes sense to focus your reps’ attention on the smaller-sized deals. In fact, to reach annual revenue goals, increasing the size of your deals is the most cost effective way to expand. But telling your team, “We need to close bigger […] The post What’s the Fastest Way to Increase Revenue? Increase Your Deal Size appeared firs...

SalesLoft
SalesLoft
Blog Post
  • When your opportunities shift from mid-market to enterprise level, not only do the deals get larger as more decision makers and money become involved, the length of your sales cycle will undoubtedly increase as well. According to TOPO’s 2017 Benchmark Report, the average sales cycle of enterprise deals is 7.7 months. So roughly 2/3 of […] The post Slow and Steady: Winning the Long Sales Cycle appe...

SalesLoft
SalesLoft
Blog Post
  • Account-based sales development requires at least 16 to 20 touches per contact according to TOPO research. To successfully complete that high number of touches, your account-based efforts require strategy and alignment across your entire sales organization. Just like an offensive coordinator in football, sales managers have the visibility to see the entire playing field and […] The post 3 Ways to ...

SalesLoft
SalesLoft
Blog Post
  • When the stakes are high and quota is on the line, your sales reps knee-jerk reaction may be to focus of the accounts that are later in the sales cycle. Their rationale is that the rest of their pipeline can be put off until an account warrants their attention. For now, they need to go […] The post Want Better Pipeline Coverage? Start Doing These Two Things appeared first on SalesLoft.

SalesLoft
SalesLoft
Blog Post
  • There are a number of reasons that an opportunity may need to be marked as “Lost.” Maybe the account is in another contract, going through changes in management, or they “just can’t make it happen right now.” Whatever the reason, it doesn’t mean you stop your pursuit of the sale. If you stopped pursuing all […] The post Nurturing Strategies to Take Your Prospects From Cold to Close appeared first ...

SalesLoft
SalesLoft
Blog Post
  • Teams using an account-based approach must align their sales efforts across their organization in order to efficiently penetrate their targeted accounts. This requires a complete awareness of which accounts are being worked, which contacts within the account have been contacted, and where the account is in the sales process. As a sales ops professional, you […] The post How to Get Your Salesforce ...

SalesLoft
SalesLoft
Blog Post
  • “Don’t wait for mama bird to feed you.” An account executive used this phrase with me recently as we were discussing pipeline sourcing, and I thought it was telling of the strategy being employed by many of the companies we speak with each day. While many companies have a team of SDRs that focus on […] The post 4 Ways For Your AEs to Self-Source Their Pipeline appeared first on SalesLoft.

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