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 few opportunities closest to the finish line. Don’t worry, most AE’s are guilty of this.
But what if you could do both?
With the right engagement platform, the quality of your sales engagement doesn’t have to falter due to the number of accounts in your pipeline. SalesLoft allows you to strike the balance between automation and personalization to engage every account in your pipeline.
That’s why we invited Peter Haas, one of our leading Account Executives, to share first hand how beneficial SalesLoft is to his day-to-day as a sales rep.
Hi, Peter Haas here, an Account Executive at SalesLoft and today I want to talk with you through some tips and tricks on how to successfully engage with your entire pipeline as an account executive. As an AE, it can be daunting to add people to the top of your funnel or to your pipeline while still working those deals that are further along within the sales cycle. So today, I want to give you three tips on how to attentively engage with your entire sales pipeline.
My first tip is how to engage effectively with your entire pipeline without losing that quality of messaging your touch. Every salesperson knows that personalization is crucial to a meaningful connection, but when personalization comes so far that it’s hard to keep up with the volume of your pipeline is when a problem begins to arise. That’s why I use automation to dramatically reduce the time I spend personalizing my messaging. Dynamic tags allow you to easily include any kind of personal information, name, suggested meeting times, even any kind of field you track in Salesforce, down to your prospect’s favorite color.
Taking it a step further, I use snippets or certain sentences or paragraphs that I use quite often, so you just drop into my emails with a single click. For example, when following up on maybe a demo I’ve done earlier, if someone wants to see pricing for a certain tier that we offer or they’re more about our advanced telephony features, I’ve got a snippet right there, I can just drop it into my email and move on to my next prospect.
As you’re constantly executing and closing deals, it’s hard to take time to go back and reevaluate how your process is actually working. What is particularly useful and my favorite feature in our analytics is the heat map of calls and emails. So I can go back and see based on when I’m connecting with my prospects when’s the best time to call them or send those emails off.
On top of analytics and automation, the ability to run my entire cadence right out of Salesforce with the SalesLoft sidebar is a huge value-add. While within Salesforce, I can run all of my cadence steps, easily access any kind of personal information or things like CrystalKnows. Additionally, I can go ahead and add prospects to any kind of cadence so I can take immediate action on them right away. And while I’m working my current opportunities, I can easily see all previous activity, any engagement I’ve had with my prospects right there from Salesforce. I can send an email, give them a quick call, have all that activity seamlessly track back into Salesforce for me from a single click.
Thanks again for listening to my three tips today. Hope you all are able to take something away. Please feel free to reach out if you’d love to learn more about SalesLoft and how full-cycle reps use SalesLoft to drive more opportunities or engage with their pipeline. As always, happy lofting.
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