Vendor Cert Logo
Vendor and SalesLoft

Sales Prospecting & Engagement

SalesLoft

SalesLoft’s sales engagement platform, introduced in 2014, helps sales organizations deliver a better sales experience for their customers. More than 2,000 customers use the company’s category-leading sales engagement platform to engage with more relevance, authenticity, and sincerity.

Headquarters: Atlanta, GA

Offices: San Francisco, CA, New York, NY

Pricing / Packaging

SaaS monthly subscription with pricing options based on function including Dialers for US/Canada and Rest-of-World (ROW); recording, transcription, storage of sales meetings; and implementation packages.

Implementation / Usage

For 15+ users, six to eight weeks. Work with customer to create implementation project plan, coordinate meetings, and organize training sessions. Salesforce Admins will need to assist with field configuration, install a dashboard package, and build reports from SalesLoft data.

salesloft.com

About Vendor Neutral Certified Profiles™

Profiles are based on an in-depth questionnaire and follow-up interview with the vendor. All content prepared and presented by Vendor Neutral. No warranty is expressed or implied, or verification of actual vendor claimed function. For more information visit:
• Vendor Certification

Download PDF
SalesLoft White

CERTIFIED PROFILE

Category: Sales Prospecting & Engagement

PRODUCT

The SalesLoft sales engagement platform offers real-time activity tracking, an integrated sales dialer, social communications, and conversational intelligence so sales leaders can be confident sellers are executing the most effective selling process for their organization.

CUSTOMER BASE

Customers: 2,000+

Seats: 40,000+

Reference Customers: Alteryx, Dell, MuleSoft, Square, TriNet.

FOCUS INDUSTRIES & GEO

  • Financial Services
  • Medical Devices
  • Professional Services
  • Media
  • Pharmaceutical
  • Technology

Geos

  • North America
  • EU / EMEA
  • APAC

CHALLENGES ADDRESSED

  • Know who needs coaching with Live Call Studio, call recording, and analytics.
  • Faster ramp times with proven engagement schedules, templates, and scripts that drive and track seller activities.
  • Improve outcomes from interactions with schedules and templates.
  • More prospect conversations with activity tracking so sellers know when they should prospect, research and execute.
  • Better quality and quantity of CRM data with automatic activity logging.
  • Stronger sales process discipline with best practice codified multi-channel cadences. Analytics offer insights into who needs coaching.
  • Improve seller skills by codifying the sales process with engagement schedules, templates, and scripts.
  • Reduce apps in use by working from Salesforce, SalesLoft, or email inbox. With 45+ integrations reduce open tabs and screen-switching.
  • Higher win rates by focusing on activities efficiency, and velocity.
  • Faster lead response with automation rules, instant auto-responders, and notifications for inbound leads.

KEY PERFORMANCE INDICATORS

  • KPI 1: Up to 40% increase in seller activities that drive engagement.
  • KPI 2: Increase opportunity creation and conversion by 10-20%.
  • KPI 3: Grow deal sizes up to 35% with improved account targeting.
  • KPI 4: Measurable increase in pipeline with more and larger deals.
  • KPI 5: Higher win rates with up to 10% increase in number of opportunities.

KEY CAPABILITIES

Key Capabilities

  • Track activity by channel, results, and adherence to cadences.
  • Strategic orchestration for regular, targeted, and personalized sales correspondence with multi-channel cadences tailored to buyer personas.
  • Automate account-based plays with continually optimized cadences.
  • Leverage personal and team email templates with dynamic tags and suggested alternative email content.
  • Use intelligent insights, tailored by persona, to reach the right prospects at the right time with the best content.
  • Automate lead assignment and execution involving the right people based on persona, activity, or account tier.
  • SalesLoft partners with Sendoso to send direct mail, gifts, and treats.
  • IP geolocation and browser detection show when an email is opened, how it’s being read, and where it’s being viewed.
  • Live Website Tracking lets sellers see buyers’ browsing behavior.
  • Record videos in emails along with a thumbnail image.

Administrative Portal

Create individual and team user profiles including role, territory, accounts and related CRM fields.

  • Profiles include seller skills for lead assignment.
  • Assign templates, scripts and other actions based on profile.

Alerts / Notifications

  • Notify when email opened by pop up within Chrome extension, product, Salesforce, and Slack.
  • Alerts based on status changes, success, replies to an email, clicks link in email.

Analytics

  • Drip and marketing campaign reports by wins/losses, campaign, ad group, and keyword.
  • Analytics for content including email/text templates used in wins/losses and engagement.
  • Customized reports including fields from CRM and marketing automation integrations.
  • Email engagement with bounced, not delivered, number of times opened, time opened, time spent.
  • Website activity with clicks, time and corporate domain of visitor.
  • Impact on forecast/pipeline of monitored activities.
  • Seller/team activities including lead response time and communication scoring and response.
  • Seller and sales management dashboards with live activity feed, notifications, task/cadence status, next steps, product updates.

Calendaring/Scheduling Meetings

  • Native meetings and conference calling capabilities. Also integrations with 3rd party and with video conferencing.
  • Automating scheduling of emails to propose meetings.
  • Built-in meeting scheduler with automated follow-up, reminders, and options to change meeting time.
  • Drop-downs supported for field selection.

Campaigns

  • Drip campaigns assignable by seller.
  • Build campaign lists from CRM and marketing automation.
  • Lead routing based on campaign.
  • A/B testing.

Contact Information

  • Add contact info and automatically append to CRM.
  • Display contact information prior to sending email.
  • Sync contact information to Gmail and Outlook.
  • Import data from CSV files, Excel, and Google Sheets.

Content

  • Create content links in emails and texts.
  • Create templates for emails and content.
  • Customize content from within product for emails and templates.
  • “Snippets,” such as paragraphs can be used in emails with dynamic tags to insert content based on template.
  • Searchable content library.

Dialer / Call Functionality

Phone dialing, tracking and reporting functions supported as add-on module.

Email & Text

  • Multiple text/mobile accounts.
  • Multi-channel sending (email, phone, LinkedIn, Twitter).
  • Mass emails with personalization (mail merge, templates).
  • Access templates in-solution, email, or CRM.

Feedback

Users can provide comments/ratings on templates and other elements.

Gamification / Leaderboards

  • Support for leaderboards.

Workflows

  • Create sales cadences, guided selling, and track related activities.
  • Automate lead distribution based on lead score, geo/territory, round robin, current queue, work schedule, and availability.

AI / MACHINE LEARNING

Recommendation engine for next best actions. For steps within a cadence, elevation of next steps based on actions identified as indicating intent.

INTEGRATIONS

  • Business Intelligence/Marketing Automation: Via API and from Salesforce.
  • CRM: Runs native within Salesforce.
  • Email / Calendars: MS Exchange and Outlook, Google.
  • Conference Calling / Video: Cisco Webex, GoToMeeting, Joinme, Uber Conference, Zoom.
  • Content Management / Sales Enablement: Costello, Docsend, Highspot, Nova.ai, OneMob, Sendoso, Showpad, Sigstr, Videolicious, VidGrid.
  • Sales Intelligence: Extensive list of 3rd party data sources. Requires separate fee to access and use data.
  • API/SDK: Available

PARTNERS / CHANNELS

Supports multiple instances.

SUPPORT

Customer Support: Online knowledge-base, email and chat 12 hours a day, 5 days a week.

Services

  • For fee services for enhanced onboarding, group and customized workshops, utilization audits, and augmented admin services.

Device / WebSupport

  • Web: All current browsers, extension available for Chrome.
  • Mobile / Tablet: Android, iOS, any device that can support a modern browser.

Language Support:

User Interface: English.