Snippets provided a scalable, repeatable way to implement personalization across the sales organization. It helped to align internal messaging with the external communication, leading to a better customer experience. This elevated experience allows prospects to feel heard, and positions account executives as business partners.
Confidence in their data led to improved automation of the sales process. The ability to automatically sync data with Salesforce based on conversations and activity to date allows the team to A/B test. The result is a workflow that’s proven to be successful.
As Garret put it, “Data was automatically inputted in terms of what was said, the dispositions, and the added a layer on top of that was automation.” The result? The team was able to spend less time updating internal information and focus their effort on having meaningful conversations with prospects.
“What really pushed us over the edge, honestly, was the Salesforce piece.”
There are a plethora of sales tools on the market. Finding solutions that work best for your team and addresses the organization’s specific concerns can be tricky. For Garret, it was essential that the solution be capable of providing a way to templatize a process and syncing in real-time with their CRM, Salesforce.
“We looked at other tools. One of our big requirements was that we needed the ability for our reps to work out of Salesforce because of how important it is to our business. SalesLoft took the cake in terms of the best tool to do that.”
SalesLoft’s capabilities as a sales engagement platform allowed Garret and his team to achieve sales success in alignment with Smartsheet’s pillars. Pipeline generation increased, lead acceleration improved, and ramp time for new sales reps decreased. Personal and professional growth was also enhanced. Sellers gained confidence early on, which contributed to a high performing sales team.
Personalization at scale became a reality for Smartsheet. Having visibility into what is working – and the ability quickly address what isn’t – resulted cadences that positively impacted the success of the organization.