Engage the Full Buying Group With Salesloft + LeanData

In order to get ahead in the hyper-competitive B2B landscape, selling into the full buying group is no longer optional - it’s essential. Research shows that 93% of B2B buying decisions are made by groups of two or more people, and sellers can increase conversion rates by 4.4x when they engage at least 11 people during the sales cycle.

To shorten sales cycles and accelerate revenue, you need to identify and engage with all members of the buying group. That’s where Salesloft and LeanData come in. LeanData captures buying signals across your campaigns and triggers immediate seller action in Salesloft for the most valuable signals. 

Together, Salesloft and LeanData can help your revenue team respond swiftly to buying signals, automate workflows, and deliver exceptional customer experiences. This synergy not only automates manual processes but also enhances the quality of customer interactions, making every engagement count. 

Looking to create your seamless revenue orchestration workflow using Salesloft and LeanData? We’ve outlined the best practices for you below. 

#1: Prioritize high-intent signals from your buying groups

It’s not easy to engage every decision-maker influencing a deal you are working on, but according to Gartner, companies that engage the full buying group have seen win rates improve by up to 50%. With Salesloft and LeanData, this is a reality. The integration captures buying signals from any engagement (or intent data, like from 6Sense) and triggers the next best action for the assigned rep using a Salesloft Play. 

For example, let’s say one of your reps is working an open deal - but they’re only engaging a couple of stakeholders. A new stakeholder from the IT department visits your website and engages with a marketing campaign. LeanData identifies the contact, matches them to the opportunity, and sends the buying signal to Salesloft. Salesloft uses AI to prioritize an introductory email at the top of the rep’s workflow, helping them act fast without losing time to manual processes.  

Hot tip: Use Salesloft Plays to work contacts in an active sales cycle. That’s what makes the buying signal meaningful for a sales rep to respond. For prospecting best practices, keep reading!

#2: Improve marketing to sales handoffs to convert leads

The modern buying process is complex, and you need to deliver exceptional customer experiences across your website, marketing campaigns, and seller interactions to win deals. This requires seamless handoffs between marketing and sales, from first visit to your website all the way to closing a deal. LeanData and Salesloft connect your revenue tech stack, CRM, and sales team so that you never miss a beat. In addition to triggering Salesloft Plays from buyer signals, LeanData can initiate high-volume seller nurture through Salesloft Cadences.  

For example, when a qualified lead enters the funnel, LeanData routes the prospect to the right rep and enrolls them in a Cadence. Cadence steps are automatically prioritized for the rep in Salesloft with AI, helping them stay focused on the leads that are most likely to convert. Throughout this process, the rep can view all LeanData activities without ever leaving Salesloft, ensuring every interaction is timely and relevant.

#3: Simplify even the most complex GTM motions

Did you know that 78% of customers buy from the first company that responds? But responding to interested buyers isn’t as simple as it sounds. You need to identify interest (and not just from demo requests), match the lead to an account, gather context on other stakeholders in the buying group, route all of this info to a rep, and then prioritize an email or call from the seller. LeanData and Salesloft can handle this workflow in real time - and even automate that first touch to connect with leads faster. 

For example, let’s say a lead comes in late on a Friday. Instead of waiting until Monday to engage, LeanData automatically reviews the activity, routes the lead, and enrolls them in a Salesloft Cadence with an automated first step. The lead gets an immediate, personalized response, and the rep can pick up the conversation on Monday with full context, minimizing lag time and maximizing the buyer experience.

Salesloft + LeanData FAQs

• How do I get started with integrating Salesloft and LeanData?
  • Salesloft admins can enable the integration in LeanData. Make sure Salesloft Cadences are set to “Team Cadence” to be available in LeanData workflows. To access all LeanData integration functionality in Salesloft, you should enable both the "Salesloft" and the "Salesloft Rhythm" integrations. 
• What are some tips for creating Plays in Salesloft that make good use of LeanData signals?
  • Use LeanData to connect signals from across your revenue tech stack to meaningful seller activity. For example, use the “6sense High Intent Prospect via LeanData Routing” Play to activate your account-based signals. 
• What package do I need to use the Salesloft + LeanData integrations?
  • All Salesloft customers with LeanData’s Advanced or Premier package can use the integration.

Recommended for you:

• The Age of Revenue Orchestration is Here
• Engaging Your Entire Buying Group with Auto-Buying Capture