The sales industry for years has sought a “next best action” or “guided selling” approach. The idea is that technology would recommend the right action at the right time for sellers based on the current state of a deal. Powerful concept. It didn’t work. The old approaches were basically simple if-then statements.
Old-school guided selling wasn’t equipped to deal with:
- An average of six to seven people on the buying side
- The volume of signals that make it hard for account executives (AEs) to prioritize their time
- Swivel chairing from one app to the next that slows reps down
All of these approaches left the sales teams trying to manage their workflow with confusing signals and inadequate tools – lots of them. Sellers were working for the technology and that is exactly backwards.
Salesloft Rhythm is the Future of Sales
Rhythm is Salesloft’s vision to fulfill the promise to guide sellers to success. The AI powered signal-to-action engine will take in and synthesize signals from multiple sources and rank them to produce a prioritized list of action.
Ingesting signals from multiple places means sellers don’t have to keep task switching to make sure they’re seeing all the important data. With everything in one place, sellers don’t have to keep task switching to make sure they’re seeing all the important data.
Rhythm will ingest every signal from the Salesloft Platform and will provide APIs to ingest signals from partners like DocuSign, Highspot, G2, Vidyard, or Seismic. These signals will be ranked using a patent pending AI model, to produce a prioritized list of actions. For example, if a buyer responds, calling that buyer goes to the top of the queue because that’s the most important thing right now. Triggers from data and AI models are other kinds of signals that can suggest actions based on previous outcomes. This lets sellers focus their time on revenue-generating actions.
Each action item Rhythm prioritizes comes with an explanation on why the action is important and what the likely outcome will be. This doesn’t just simplify the average rep’s day-to-day; it helps them build their skills by providing the context they need to understand why each action matters and what will come of it.
Come on the Journey With Us
Our development team is hard at work to deliver Salesloft Rhythm next year. Reach out to your customer success manager or AE to take Rhythm for a test drive when it’s ready. At Salesloft, we are not just looking to the future of sales – we are building it. Salesloft adds more than 100 capabilities per year, and Rhythm will be coming soon.
Article By
Ellie Fields, Chief Product Officer, Salesloft
Previously at Tableau and Microsoft, Ellie has deep expertise in business intelligence and analytics. In her role at Salesloft, Ellie shapes, drives, and executes Salesloft’s product strategy amid the company’s exponential growth and rapid product expansion.
Frank Dale, SVP Product Management, Salesloft
Prior to joining Salesloft, Frank was the CEO and co-founder of Costello, which was acquired by Salesloft. He has served as either CEO or COO at several investor backed software companies including Compendium, which was acquired by Oracle. Frank is a frequent speaker about entrepreneurship, team/individual performance, go-to-market strategy, and leadership at conferences around the country.
Ryan McShane, VP Product Marketing, Salesloft
Ryan led the packaging, pricing, and GTM strategies for Tableau Software prior to joining Salesloft. While at Tableau, Ryan frequently led sales-all hands product updates, analyst briefings, and customer roadmap discussions. He is a graduate of Brown University.