An equally important priority for Jones was providing his team with solutions to help them connect with more prospects without sacrificing personalization. For Deputy, traditional text-based emails failed to create a meaningful connection with prospects. Jones leveraged native tools, as well as those provided by SalesLoft’s growing community of integration partners to enable a better sales experience.
A solution that has helped Deputy improve its one-to-one communications efforts is Vidyard, one of SalesLoft’s original and longest-running integration partners. With Vidyard’s native integration into the SalesLoft workflow, reps are able to create powerful, personalized one-to-one video messages. These customized messages are then easily delivered via email to prospects.
According to Jones, having the ability to quickly create and send personalized email messages has been a game-changer for Deputy’s team. They’ve enjoyed frequent positive responses from prospects who might normally ignore messages from their reps. SalesLoft and its Vidyard integration help SDRs and AEs connect with potential and current customers with greater success than they had with text-based emails in the past.
The team has reached a new level of confidence in managing their inbound sales pipeline. This has resulted in driving more pipeline and being able to forecast accurately. Sales now has the ability to unequivocally tell management that “each lead will have X amount of touches,” and that to assure that every trial is getting the appropriate number of touches to drive results.
“We’re looking [for that] 10-min window from when a lead hits SalesLoft and Salesforce.com to the first activity and, given that we’re using SalesLoft Dialer, we’re able to track that and pull reports that pushed back to that activity record.”
From that activity record, the cadence “automatically fires that first email upon the close of the call.” That automation frees the rep to get more done in a 24 hour period. Reps can rest assured that prospects are being engaged at the right time, which reinforces the relationship.
Harnessing the capabilities of a sales engagement platform such as SalesLoft, Jones and his team have been able to better prioritize leads; and with a renewed focus on cadence reach the right customers at the right time.