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Work Sales Deals like a Modern, Specialized Team

3 min read
Updated Aug. 10, 2021
Published Dec. 6, 2016

We’ve preached the importance of sales development since our very beginning. We’ve believed in the modern sales process that specializes from the top down, giving each rep a specific role in the funnel process. Sales Development Reps are the ones setting the appointments, handing them off to Account Executives to run appointments and work sales deals.

But for some teams, there isn’t this luxury of hyper-specialization. Their sales teams are simply Full Cycle Sales professionals who own the top, middle, and bottom portion of the sales funnel, all on their own.

This can seem overwhelming at times, but with the right sales dialer and email tools to augment Salesforce, they’re still able to keep that constant stream of leads flowing throughout their prospecting process, filling their pipeline in a consistent and scalable way.

Thanks to the built-in bond between Salesforce and Salesloft, both are a tremendous help while Full Cycle Sales pros source and work sales deals. That’s why we created the ebook,“Salesforce for Sales Engagement: Full Cycle Sales Professionals,” to show these reps how to make that happen.



Here are three of the ways Full Cycle Sales professionals use Sales Engagement tools like Salesloft in congruence with CRM like Salesforce to work sales deals and manage their modern sales process:

1. Maintain a Consistent Pipeline

What’s an easier path to run: a series of hills and valleys, or a flat, open course? As a Full Cycle Sales professional, you want to avoid a sales process that looks like a mountain range, where you’re constantly running up and down between prospecting and working deals. In order to maintain a consistent pipeline, strike a balance between the two activities to keep a steady flow of leads and opportunities for you to work down the line.

2. Organize Your Approach

Because you’re constantly maintaining a balance of beginning, middle, and bottom of the funnel activities, you need a way to organize your approach for each and every step. Keeping track of lead records on your own can get murky if you don’t have a singular place where all of your data lives. Let Salesforce serve as your data-hub for all the information you need to close a deal, from beginning to end.

3. Never Drop the Ball.

Let’s be honest: While Salesforce is absolutely your organization solution for all things data, it’s not the most efficient tool for working a deal. It takes almost eleven clicks just to navigate between activities in Open Tasks; meanwhile, that activity might not have even been successful. That’s where integrating a modern sales engagement tool comes into play, creating a seamless platform for follow up through regular Cadences.

Because these Full Cycle Sales professionals are having to manage the entire process, from top to bottom, there’s a myriad to things they need to track and monitor. From prospecting, to connecting, all the way down to the activities it takes to work sales deals, they’re the owners of the process. These three things are just a few examples of how they can use Sales Engagement with Salesforce for a seamless, modernized process just like specialized sales teams around the world.

Download your free copy today and start getting the most out of Salesforce. While CRMs weren’t built with modern sales tactics in mind, keep in mind that the right tools can go a long way toward making the enormous task list of a Full Cycle Sales Professional a lot more manageable.