Salesloft

What do Matt Dixon, Samantha McKenna, Nate Nasralla, and GTM leaders from ZoomInfo all have in common? They're teaming up with Salesloft to bring you the Revenue Growth Playbook for 2025. You give us 90 minutes on January 22, and we'll give you 3 sessions jam-packed with wisdom from the brightest minds in revenue leadership, including: > A fireside chat with Matt Dixon & Salesloft CRO Mark Niemiec on building resilience in your team, navigating market disruptions, and how sales methodologies are evolving with the rise of AI (and more!) > A conversation with Nate and Sam on how executive voices can engage buyers before they engage you > A panel discussion about how forward-thinking organizations are mastering the modern buyer journey by shifting their GTM models with Salesloft’s RevOps VP Jamie Miller and CMO Randy Littleson and ZoomInfo's GTM COO Andrew Riesenfeld and RevOps VP Tessa Whittaker Learn more and sign up here: https://lnkd.in/eibFyim6

Give it up for all the amazing team members celebrating milestone Loftiversaries this month! Celebrating their 5-year Loftiversary: 💚 Tristram Gillen - Director, Customer Success 💚 Danielle Rose, CAPM- Principal Customer Success Manager 💚 Jaimie Giles - Director, Consulting Services 💚 Wesley Adams - Drift - AE, Strategic Enterprise 💚 Adam Abraham - Associate Renewals Manager 💚 Brynja Hill - Customer Experience Program Manager Celebrating their first year with us: 💚 Rachel Kofman - Enterprise Account Director 💚 Rafał Piekara - Senior Software Engineer 2 💚 Kuba Nowak - Senior Software Engineer 1 💚 Miron Marczuk - Manager, Software Engineering 💚 Rostislav Zhuravsky - Senior Software Engineer 1 💚 Fiodor Baczyński - Senior Software Engineer 1 💚 David Vertin - Vice President, Sales and Business Development 💚 Katarzyna Brzozowicz - Software Engineer 💚 Angel Nieves - Senior Enterprise Account Executive 💚 Dmytro Lavrynenko - Senior User Interface Engineer 1 💚 Tomek Gandia - Technical Account Manager 💚 Thomas Boudon - Senior Enterprise Account Executive 💚 Sherwin Holder - Enterprise Development Representative 💚 Rachel Foster - Senior Product Manager 💚 Maddie Young - Manager, Product Management Join this awesome team: https://lnkd.in/eEzBME6H

I ask this 1 question to every sales leader we work with. A surprising number of them can’t answer it. (I get more of a wandering story, not a short, specific answer.) → The question: “Which stage saw the biggest dropoff in your last 2 quarters?” → The typical answer: “Well, we’re pretty good at getting the HR team excited on the demo, and then, you know, Finance really started to tighten approvals, so, etc..” → The ideal answer: “40% of Stage 3 pipe converts to Stage 4, vs. our target of 75%.” That kind of clarity = focus. We don’t have do too much. We just focus on the 1 play that actually matters, right now. Here’s how we’re doing this with teams on Salesloft now: - Salesloft just dropped “Command Center” this Fall - We’re a #Salesloftpartner (integration is live baby!) So at kickoff, we: - Pull up Command Center view of conversion x stage - See how that stage conversion % changed over time - With a specific list of deals where time-in-stage > median Then we pick the play that’ll move the needle + run it on that list of deals. For example: - New customer sells to HR, who loves them - But it’s a new offering that’s de-prioritized by Finance/Ops - So reps need to engage the COO/CFO, not just the CHRO - When they don’t, deals evaporate between S3/4. So, we pick the play for S1 → S2, before deals stall at S3: 1/ Generate a written point-of-view in S1 2/ Use that content to highlight gaps in dicso 3/ Bring those gaps to HR champions in S2 4/ Then, they share with Ops/Finance before S3 Which are the 2 big ideas from our work together you can run with in 2025: 1/ 2025 is the year of mid-funnel finesse (win rate). Not just top-funnel force (pipe coverage). 2/ “Detailed” leaders are asking their teams to do *less* next year. They know what to focus on, they cut the noise, and simplify their operating rhythm. Here’s the detail on how this looks in Command Center now: https://lnkd.in/gNFhmg_8 PS, got some videos I filmed at HQ in Atlanta last month coming for you on these topics soon. Standby!

The G2 Winter Reports are out and the people have made their voices heard. (Thank you, Salesloft customers!) Salesloft is leading the way for enterprise businesses in: ✨ AI Sales Assistant ✨ Sales Coaching ✨ Sales Performance Management ✨ Conversation Intelligence ✨ Sales Analytics ✨ Sales Engagement ✨ Conversational Marketing ✨ Chatbots ✨ Buyer Intent Data Providers ✨ And more We’re happy to serve! 

As a front line leader, a super power was being able to unemotionally and strategically think through the obvious next step in deals that reps couldn't. In an hour, I could delegate a few key moves that would get replies, get information, or multi-thread effectively, like: 💡 Rep: I don't have enough of a relationship with this team to get to their Chief of Data Privacy yet, but she's key. Sam: Let's look her up - she spoke about X topic recently, she was quoted in this publication about this topic which we help with, and she posts on LI about light topics - engage twice, send her a SMYKM connection request that connects the dots on her piece, and when/if she accepts, note that you've been talking to her teams and have some key insights you can offer... 💡 Rep: The client we've talked to for a year has now decided to put this decision to RFP. Grrr. Sam: Do we know what led them to RFP? Have they written an RFP before? Do they know what to ask? Have you asked if you can help them write it or give them advice on what to focus on, given that you've built a relationship for a year? ************************************************************* Often pulled in 100 directions, a lot of that time was directed to urgent deals or forgone entirely due to travel/conferences/off-sites. What I would have done for a platform like Salesloft's Command Center, which brings a ton of benefits, but two that stand out to me specifically - - Alerts around stagnating deals - Signals on who to best nurture, easily pulling in plays from Highspot or Seismic. Rather than relying on gut on which deals to talk through, reps and leaders can pull up a dashboard and quickly see what's most deserving of their attention, and tackle a dozen or two deals in one go vs. just a handful. When I think about how 60%+ of seller time isn't focused on selling, I suspect it relates back to inefficiencies in our process, usually around having too much tech that doesn't talk to each other, or still doing our process the way we've always done it, rather than using all encompassing platforms like Salesloft. Want help with your year-end deal? As we start to shut down for the holidays, I have admin time blocked - drop a comment in below and I'll hit up as many of you as I can with a DM to help before the end of the week. #samsales #Salesloftpartner

Looking to automate more of your customer conversations? Forrester named Drift a LEADER in The Forrester Wave™: Conversation Automation Solutions for B2B, Q1 2024. With the highest possible scores in 17 out of 33 criteria, it’s no surprise that the report named us a leader. According to the report, "Drift is best suited for B2B organizations focused on enabling their buyers through their website to grow pipeline, using those insights to orchestrate outbound engagement, and automating tasks…such as appointment scheduling." See the full report: https://lnkd.in/gC-H6sUY

One of the biggest challenges I hear from RevOps professionals is - How to connect data ➡️ insights ➡️ to recommended actions RevOps professionals want - ✅ to move from tactical order taker to strategic business partner ✅ to "connect the dots" in data to tell a story ✅ to provide actionable insights to move the business forward ✅ to earn a seat at the table and demonstrate value and impact But we often spend too much time trying to - 🔎 integrate the data across disparate systems 🔎 understand and make sense of the data 🔎 draw the right insights from the data to determine the best action 🔎 create workflows to put those actions in place If you know me, you have probably heard about my wish for a "control panel" where RevOps can oversee and control the end-to-end revenue process Well, the good folks at Salesloft have created what I think is a magic wand 🪄 for us RevOps wizards 🧝♀️ 🔥 Command Center. Yes, it IS like it sounds. 🤯 Be blown away. Check it out. 💜 And thank me later. https://lnkd.in/geRitQFy #Salesloftpartner #revops #revenue

Sure, it’s called 𝘚𝘢𝘭𝘦𝘴loft, but product marketers can use it, too. Just ask our very own Gray Hardell. They use Salesloft every single day. Here’s how: >> Conversations – Discover what prospects and customers are saying about your product so you can refine your messaging >> Cadences – See how cadences are performing to see which persona messages are resonating and which need tweaking >> Deals – Find out which ones have higher deal engagement scores so you know which collateral is working the best Gray shared exactly how they use Salesloft with Nate Nasralla during an episode of Behavior Hacking. Hear how to use Salesloft for data-driven discovery ⬇️

In 2024, nearly half of companies reported a drop in win rates 🤯 Here’s the problem: With so many signals coming in, it’s a struggle to know which prospects are ready to buy vs. just browsing. That’s where Salesloft + Lift AI come in. With this one-two punch, you can predict buyer intent with unprecedented accuracy. That way your team can: > Act instantly > Drive more efficient processes > Follow up faster > Make the buyer experience seamless See how it works IRL: https://lnkd.in/e7QhkPKY

With #saleslove from all of us at Salesloft, we wish you and yours a very happy holiday season and a prosperous New Year!