How to Get the Most Out of Salesloft

Hey guys, thanks for stopping by! I set a goal to learn everything that I could about succeeding in sales in one month. I read books, listened to podcasts, did a ton of research, and put what I learned into practice. And I documented my process for it. This is one piece of my project; check out the entire project here!

In sales, time is money, so having the right tools to be as efficient as possible is essential for sales teams to flourish. At the start of this month, I didn’t know much about the different tech tools that sales representatives use, so I reached out to people who are currently in similar roles to find out which one’s I should learn more about. Almost every sales rep I reached out to highly recommended Salesloft.

So I learned as much as possible about how Salesloft works and why it’s so important. I quickly realized why everyone was so quick to praise it. Salesloft has a ton of beneficial capabilities.

I dissected what I learned and put together a list of strategies that I would use to get the most out of everything SalesLoft offers. I also noticed some things that I thought would be detrimental to use, so I went over what I’d steer away from utilizing.

Salesloft lets you be like Kobe.

Salesloft gives you the ability to do what Kobe Bryant (one of the greatest basketball players ever) was famous for; it lets you study the film of the top performers.

It analyzes and displays data on how every sales cadence in the entire company is performing. So, if one team member has success with a certain cadence, the whole team can automatically adopt it.

Sales teams are not about competing against the other salespeople in their own company (Friendly competition can be good for the team, but it’s not the ultimate goal); it’s about beating out the company’s competitors. So, instead of learning from only what you experiment with, you can 10x your ability to get better by seeing what everyone else in your company is succeeding with. That’s why I love Salesloft’s ability for everyone in the company to get access to the most successful sales plays, cadence examples, and best practices.

Salesloft analytics does a lot of cool stuff. It analyzes things like:

• Which cadences deliver the most booked meetings.
• The number of touches it takes to get a response.
• What email templates have the most success.
• When the best time to call a customer is.

These functions are incredibly valuable, but the sales rep still needs to know how to get the most out of these functions. Salesloft shows the data, but it doesn’t show you exactly how to use the data. Salesloft enables you to create templates and see your team’s most successful sales cadences, but reps still have to customize their strategy and sales cadence based on the different lists they build.

So I wouldn’t just say, “oh, this sales cadence would fit well with this list of prospects” and choose it and let the automation take over. I would go into the cadence and personalize it based on the type of leads it is going to.

If it’s just a small list of similar leads, I would not go through and personalize a 25 step sales cadence if I know that the average number of touches it takes to get a response is only 7. I would only create a 7–10 step cadence and add on to it if a large majority of the people from that specific list did not respond.

Salesloft is a great example of the impact tech tools have on businesses. But salespeople should never be content. Finding subtle strategies like the few I just went over can be a great way to get the absolute most out of Salesloft.

Salesloft is the Snapchat for sales reps.

On Snapchat, you can call, text, facetime, and communicate however you want all on one platform. That’s what Saleloft gives sales reps the ability to do. It’s part of Saleloft’s all-in-one platform, so you don’t need to go back and forth between all these different ways to communicate. It turns calling, emailing, and LinkedIn messaging into a seamless part of your process and workflow.

Salesloft makes it easy to get your message heard.

Selling via text messaging isn’t the most common sales tactic, but it is something that I believe is incredibly underrated in the sales World. I believe as technology continues to advance and the younger generations continue to make their mark on the industry, text message sales will become more and more common.

Text messages have almost unbelievable open rates. There is nothing like it. It’s normal to completely ignore an email, but when was the last time you completely ignored a text? At the very least, people will see your message. The open rate for text messages is over 95%. That high of percentage is unheard of in the sales world. Text message sales almost guarantee a prospect sees your message, which is a big portion of the battle.

People like to be informed and don’t like getting random calls that they aren’t expecting, but the prospect would be more likely to answer if they were to get a message from someone indicating who they are, when they were going to call next, and why they were calling.

Also, a lot of people feel more comfortable over text. If they want to learn more, instead of having to jump on a call with a salesman, all they have to do is send a text. After they get their general questions out of the way, they can then decide what they want to do.

Salesloft makes text message sales easy. It makes the legal issues of texting a prospect a non-factor because they have an automatic way for people that receive messages to easily opt out.

I think all reps should be taking advantage of this feature in Salesloft.

Salesloft puts a tracking device on your leads.

Not all responses to outbound messages will be the same, but because sales reps at the same company send similar messages, there will be similar responses. With Salesloft you can create templates for different types of responses, so sales reps don’t have to spend as much time writing out the entirety of every one of their replies. This is one of the easiest ways to streamline the communication process.

In addition, all of the emails are tracked in Salesloft, including responses, clicks, and views. When buyers respond, you can have automation rules in Salesloft route them to the best workflow with the most relevant messages. Then all the sales rep has to do is do a little customization and send out the email. It makes the process simple and saves loads of time. It’s a must-use feature.

Salesloft is the personal assistant that you don’t need to pay

With Salesloft, you can easily sync your calendar to Salesoft and share your schedule to easily book meetings. This makes the process of setting up a meeting more frictionless. The more back and forth you do, the less likely a meeting will be booked. So, Salesloft’s ability to sync your calendar and easily book meetings is a must-use technology.

The two features I would stay away far away from

The “I am stalking you” feature.

Salesloft has the ability for cold callers to use the local area code of their prospect. This is a pretty cool capability and would likely increase the chances of a prospect picking up the phone, but I would steer far away from using it. Here’s why. When someone sees a call from their area code, they expect it to be someone they know in the area (hence why it’s more likely the caller will pick it up). But when they pick up the phone and realize it’s not someone they know, they will likely be annoyed and upset. People don’t like to be tricked or fooled, but using this tactic is a great way to make them feel that way. It’s hard to get people on the phone, but tricking them will do nothing, in my opinion, but lose the prospect for good

I like the approach of leading with honesty. I would rather wait for someone to answer one of my several emails, call attempts, or voicemails because I piqued their interest with something I said. Although it might take longer to get a response, doing it the genuine way will lead to more trust and ultimately more sales.

The “You’re just one of the 100 calls I need to make today” feature.

Salesloft has a feature that enables salespeople to be more efficient by setting up pre-recorded voicemails. Pre-recorded voicemails speed up the process, but, in my opinion, it’s the best way not to get a callback. Sales, especially in today’s world, is all about personalization. People don’t want to hear something that has nothing to do with them, they want to hear how you can solve their specific pain point. There is no way to scale personalization when it comes to voicemails. Prospects want to hear their name, and they want to know that sales reps are reaching out to them for a specific reason. So, I’d suggest staying away from sending out tons of the same voicemails. It might save you time, but it won’t get you callbacks. If you have done the research, you should have many personalized things to say in the voicemail, so do it!

The quality of your attempts is more important than quantity. Don’t just drop a default voicemail on an unanswered call and move onto the next prospect.

Salesloft is a gold mine.

I enjoyed breaking down my thoughts on getting the most out of this software, and I learned why Saleloft is so highly recommended. It’s simple; every sales professional should be using this software.

This is just one of the many posts I wrote this month about sales psychology, different sales softwares, and everything that goes into being successful in sales. If you want to check those out, check them out here!