Salesloft on Salesloft: Curate your Cadence Committee

Alright. Hey, everyone. I hope everyone is having a good day so far, whether it is morning or afternoon for you.

Welcome to today's SalesLoft on SalesLoft, series where we're gonna be talking all things cadence committees. I saw that we had some folks who are excited for this topic in the chat, and I'm so excited to hear that because this is a really exciting topic to talk about. It's actually something that we, do at our own company and something that we decided, hey. This is a really good idea. What if we created a webinar and helped other people learn how to do it? Right? So, before we get into the topics of today, I wanted to start off by introducing myself.

Now, my name is Mimi Noto. I'm a part of the customer education team at SalesLoft, and I'm gonna be flying solo today. We typically have at least two webinar hosts, but I was really excited because, I actually in my role, I oversee our customer program. So, that includes helping our teams build content, helping, you know, make sure we have the right hosts.

And, I was excited because I don't get to host webinars all the time anymore.

And, this topic is special because the first time that we hosted a webinar or a training session on this topic was actually at SalesLuv, our, our conference that we host several times a year in different cities.

So if you've ever gotten the chance to attend SalesLoft, this might not be totally new information to you, but, I think is always a good refresher. But if you've never gotten a chance to attend our SalesLoft event, then this is going to be, an exciting opportunity to hear some content that you would see at SalesLoft.

And so, I hosted this for our, London and New York, SalesLoft events last year, and so excited to bring it to you all today.

And this is actually the first part of a three part series that we're doing on this.

At the end, I'm going to share, a link to register for next week's session, which we're gonna be joined by different hosts. We have our own, internal leader of our sales love or, excuse me, of our cadence committee, Sean, and, a member of the cadence committee, Brady. They're gonna be talking to you about, kind of what it's been like implementing a committee at our own company and what they've learned so far.

So lots more about that in just a moment.

So I wanna talk to you about what we are going to be chatting about today.

I hope to teach you a lot of things today, but, primarily or first and foremost, I wanna start with, kind of the main takeaways of, this webinar today. So keep in mind that this is part one of three.

The first one we're hosting today, next week, we're gonna be talking about kind of, what the initial period looks like after you've really set up your committee. And then in January, we're gonna host a, you know, continued insights. But in today's session, so part one, after attending, you should have a good understanding of what a cadence is and be able to classify the different types of cadences that you can create.

Now, by this first learning objective, you'll probably tell that we're really actually taking things back to basics today. I think it's always a good, it's a good idea to reset the foundation of what you know SalesLoft to do. Right? And so Cadence is a really powerful engine. It's a really major part of our platform, and it's always an a a good idea to kind of revisit what it is and, maybe be introduced to new types of cadences that you didn't know you could run before you hadn't thought to build them for that purpose.

You should also be able to summarize the benefits of implementing a cadence committee within your organization.

Next, you should be able to, at least execute or have a good idea of how to begin a content audit within your SalesLoft content libraries. There are multiple.

And then finally, we're gonna talk about what it means to compose your own cadence map.

So we have a lot to cover today.

I think we should probably have around thirty minutes of content today, and the rest of the time can be spent asking questions.

One of the benefits of taking the time to join a webinar live is that you can ask questions, and you can probably get those questions answered.

And so I highly encourage you to ask any questions that you have on the topics that we cover today.

Right? A lot of this information may be new or I may present it in a way that's unfamiliar to you. And so if you have a question, ask. You know, it's a perfect opportunity to get in front of somebody, and, get those answers in real time.

But, if you're anything like me, you may be someone who likes to marinate on new information.

My boss calls it, she's a crock pot, not a microwave, which I think is hilarious.

And so you may think of questions afterwards or it might come up when you attempt to implement this at your own company or, you know, are a part of it. And so if any questions come up after today, first, we host daily office hours.

You can register for those on our website. We host them twice a day every day, so that's a good place to go. But, I also wanna introduce you to a new place that you can ask questions anytime, and that's gonna be in our champions hub. I'm gonna tell you where to go in the champions hub later and also tell you what the heck it is if you've never heard of it. It's fairly new, so I'll forgive you if you don't. But, we have a, a discussions forum in our champions hub. And so that's another great place to ask questions, ask for feedback.

And the cool thing is is that you could get advice and answers from other SalesLoft customers, superfans, or even SalesLoft employees.

So that's a great place to ask questions moving forward, and we'll talk about that a little bit more later.

I think I see a question in the chat that I just want to oh, just a friendly hello. So hi, everyone. I love how engaged everyone is today. It's always fun when that is the case.

Alright. Cool. So I wanna start. And, to be totally honest, I actually have never launched a poll in this, event platform before. So it looks like it opened up immediately, which actually is nice.

And so today, we're gonna be talking about establishing a cadence committee.

And one of the main responsibility of a cadence committee is, well, one of the responsibilities and actually the benefits is that you'll set up a process for regularly auditing your content.

And so if you click over in the menu of your sidebar, you should see a section that looks like a little, like, bar graph, and it's called polls.

And if you open up that poll, you're gonna see a couple of options. And so my question is, I wanna know when and to the best of your knowledge, when was the last time your team performed a content audit within SalesLoft?

We have a couple of different options within the last six months, around six to twelve months ago, more than a year, and then, of course, never or maybe you're just completely unsure, which is totally fair.

And so this will give us a good idea of, you know, where we're at.

You know, is this a familiar process to you? Because some of you may be trying this for the first time. Some of you maybe have tried it in the past and are like, I maybe wanna hear some more tips on how to do this a little more efficiently or have some insights into what to look to. And so, fun enough, we have a pretty wide range of answers. I'm gonna leave the poll open for another moment or so, and I think I can, share the results. Yes. When I close the poll, I'll be able to share it to you all so we'll get a good understanding.

Alright. Looks like we still have some, answers filtering in. And, also, another thing that I should have said right off the top is, if you, like, just graduated from your SalesLoft onboarding, like, within the last three, six months, you're probably you won't have had to do this already, so that, can very much be an answer too. If you're a new user of SalesLoft, there's no point in auditing until you've gotten enough information to report on.

Alright. I'm gonna go ahead and close this out just for now or hopefully it'll let me. Close poll. Okay.

And then it should be visible to you in the polls, sidebar.

And so as you can see, we're pretty split between within the last six months, which is crazy and exciting, and never slash unsure, which to be honest, I thought that was gonna be the leader.

And then we have a few folks who answered that they did, audit within six to twelve months ago, so the earlier half of the year, and potentially more than one year ago. So, this is cool to know just because, it helps us get an idea of, like, hey. People are doing this. And so the goal of a cadence committee is help make this process a whole lot easier. So you may have done it and been like, oh, I never wanna do that again.

But alright. Very cool. Thank you all for participating in that poll.

And on the or in the vein of wanting to kinda bring things back to basics, I wanna talk about before getting into take cadence strategy, I wanna take us back through the basics of, like, what a cadence even is, and how we recommend that you should be thinking about building them. And so a cadence is a preconfigured series of touch points, and they can be set over a certain period of time. Right? And they allow for more targeted and personalized engagement with your potential buyers and even your customers.

We recommend thinking of a cadence like a sales playbook or a blueprint of your process, and the cadence is going to serve as the main engine behind your sellers' day to day responsibilities.

So, in addition to kind of automating or at least outlining your process, they're gonna help your team stay even more organized and informed in the process.

With cadences, you can easily segment your conversations and your strategy, and you can better align them with your sales process.

And so let's talk about the different types of cadences that we, often recommend.

So there is a very common misconception with cadences and how they can be leveraged.

This may have, something to do with the types of sellers that SalesLoft was originally built to support, which were primarily prospecting sales teams like SDRs, BDRs, maybe even AEs.

Or it could have something to do with how sales engagement is perceived by the market. Sales engagement platforms are evolving every day, and so are the types of teams that we support.

And so the SalesLoft platform has evolved a lot over the years. I've been here for, actually hitting my three year loftiversary this week, which is super exciting.

And I can tell you the platform is has expanded greatly in the three years that I've been here.

And, a huge part of that is, we were expanding SalesLoft to be able to support all different types of sellers and their sales processes.

So this means that you can expand on the types of cadences that you can build to support all of your team's processes throughout the entire sales cycle.

So let's talk about some examples of cadences throughout the entire sales cycle, and we'll start with demand generation.

So we'll see this accomplished in many different ways, including leveraging cadences for event reminders and follow-up, webinar follow ups. And you can even use cadences to run like a long form nurture, maybe reengaging cold leads over time, things like that.

Continuing on the prospect journey, you can leverage cadences to standardize the process to help build your pipeline.

So many teams set up cadences for inbound requests, for example, like a demo request or a content download.

And you can even automate the process of adding leads to these cadences with automation rules, which would reduce an otherwise manual process and help improve rep efficiency.

And cadences can also be leveraged to standardize your cold outbound prospecting.

These typically include various touch types like email, social, things like that.

Now where we get into kind of the more expanded types of cadences that you can consider as when we get into when leads begin to convert and are potentially even handed off to new sales reps. You can leverage cadences to help manage and close your deals.

So, for example, you can set up workflows that are going to standardize the steps of engagement after a meeting is confirmed.

So what can you do to help ensure that your leads actually show up?

In the same vein, you can leverage a cadence to help your sellers stay on top of key touch points to ensure that the deal progresses smoothly, meaning at a good pace and they are keeping this process top of mind for their prospect.

And then if a deal is closed lost, we encourage teams to set up a nurture cadence to remind your sellers to check-in with their point of contact to hopefully reengage when the time is right.

Right? And finally, cadences can be leveraged by your account managers or if you have customer success teams.

And the cadences can help drive success with your customers.

So for teams who are responsible for renewals and upsells, mapping out the customers at first year touch points with a cadence helps your rep stay in touch with their customers during those critical points of adoption.

Now cadences can also be used to enhance the experience of existing customers.

You don't wanna just onboard a customer and be done with them. Right? You wanna use cadences to share resources. Like, at their three month mark, this is a great resource to share to them.

Stay informed when new users join the team and so on.

And finally, if you are in the software and industry like us, you know how important a beta or a pilot period is for testing new features.

So why not leverage cadences to keep in touch with those customers to drive an effective pilot period?

Alright. I don't see any questions that have come through, so I'm gonna keep it moving along. But don't forget, if you have a question, throw it in, but I'm not sure if we've necessarily introduced new concepts quite yet. So, hopefully, that last slide got you thinking about switching things up in your current cadence library or maybe even of new cadences that you wanna build out. Now as you can imagine, your cadence library can grow very quickly.

It's extremely easy to build up but difficult to maintain.

And so let's talk about why you should think about implementing a cadence committee at your organization.

So first, let's start by defining what a cadence committee is.

We define a cadence committee as a group of individuals from across your business.

Now diversity of experience is really important here.

And these individuals are charged with auditing and updating the content that lives in SalesLoft.

And so this can include your snippets, your email templates, and, of course, your cadences.

And so why why go through the hassle? Like, why is having a committee important?

Change management is hard. Right?

Sometimes there are events that occur during SalesLoft adoption or ongoing usage, like adopting a new technology, onboarding a new team.

Maybe you experienced changes in leadership or strategy.

We often see teams struggle to define what is next. So when change happens, like big change, we often see teams snap back into their prior comfort zone, or there is a mass explosion of content ideas. Both are very difficult to kind of get out of that mindset.

And so cadence committees help to outline next steps for those teams who are struggling to adopt change and for teams who are experiencing that explosion of content.

Now the committee can create guardrails for innovation by aligning teams to think about the outcomes that each strategy is trying to drive.

The most important role for a cadence planning committee is to lead the strategy.

So the first step is to nominate the team.

Having folks from all over the business is imperative to ensuring that the seller content is as impactful as possible.

This will also ensure cross functional strategic alignment and, like, provide that visibility. There's always million things going on, so having representatives from different departments really helps to make sure that that visibility, is maintained.

Now it's really important to have an executive sponsor.

They are not the, like, main driver or really the boots on the ground person in the committee, but this is someone who supports your initiative, and they can be the liaison between executive leadership and the field.

Now, again, just like with any group project, it is important to have a leader. So somebody who is leading the project. They're not necessarily the person completing all the tasks, but they are corralling or, like, herding the cats. Right?

So a good type of person to be the project leader could be someone from, sales leadership maybe, and not enablement as a sales leader is closer to or more just boots on the ground.

Therefore, they have more of a pulse on what is needed for messaging.

And then from there, your committee should have a mix of experience levels. So think to when I just said that diversity of experience is important.

But they should all be high performers and loud voices on the team.

Right? The committee, we need to have people with really strong opinions so that no one is, you know, people are able to speak their opinion and also may have, like, influence over the decisions that are being made. Every person's role on the committee is equally as important, and so everyone's opinion should be heard. Right?

Now when it comes to clarifying time commitments because, of course, this is outside of, like, somebody's literal job description.

And so it's important to clarify time commitments before somebody accepts being a member.

And so to have a good estimate of that, consider how often would it make sense for your business to go through an auditing process.

So clearly defining the time commitment expected from committee members and how often the committee will need to meet.

And then, last thing here that, I would recommend that you consider is who should be leading any data analysis and, like, translating the findings for the group. So this is the person who is tracking things. They're tracking the metrics. They're, setting up reports, whatever is needed.

So just like a project leader, this person should be assigned so that there is no confusion amongst the team. They can help track things like, specific tests that you maybe wanna run this month, like AB testing and email subject line.

And they can help you all use the information to summarize what all of the analysis means.

Now before we move into step two, I see a question in the chat that I wanna get to.

Gaetana. Hopefully, I pronounced that properly. Will we have access to this presentation and the slides after the webinar? Yes. You will.

Hopefully, you're still here. I'm gonna send the slide deck, and, you are also going to get a, a link to the recording. Oh, amazing.

Great. So, yeah, you'll get the link to the recording. That should come through today, I think, like, two hours after we wrap. And then the, slide deck, I'll send to you all, hopefully tomorrow, at least by the end of the week.

Great question. Thank you for asking that. Because, yeah, there are there are a lot of slides here. And, alright.

So step two. Well, step one is we nominated our team. Right? And I know that I'm kind of following through this.

In part two, we're really gonna kind of you're gonna see what the output of these steps kinda looks like.

So step two is, really, like, it's a very long step. Alright? Because, we recommend setting up an your initial, like, operational plan as a thirty, sixty, ninety day plan.

This helps to set milestones and define the goals that you want to achieve in each period. Right? And so I have some examples of the goals that we recommend and have even used within our own launches. Alright. So, let's go through what these examples look like. So, and they're at the thirty day mark. Some goals that you can try and achieve by then are, surveying the team on cadence and adherence.

Are our sellers using the cadences that we're building? Alright. So that's kinda step one. What does that adoption and usage look like?

That the survey can, I think it's good to kind of have an analysis in your own account, like, actually look at the metrics, but then also conduct a survey, like, that goes out to the field, so that you can see what their opinions are, and also get information on the why either way?

This also helps you identify team challenges, needs, and habits. If they aren't using them, why?

And reviewing performance metrics. Again, a lot of that mostly can be collected in SalesLoft.

And then identifying prospecting scenarios which need addressing. Either we have identified a very old cadence that no longer mirrors our prospecting process or processes, and, also, like, what could be addressed with a new cadence if it doesn't exist already.

Establish best practices. Like, what are those, like, North Star points that we wanna make sure that we're adhering to over time? What are the goals that we have set for our cadences, and what is recommended by your industry?

What is recommended by SalesLoft? We try and be the best users of our own platform.

And so when we're teaching you about these processes, we try and only recommend best practices. Right?

And then, again, agreeing on the measures of success. What does determine success, and are we able to measure that?

Alright. By sixty days, some examples of what you can be trying to achieve is maybe you're creating new cadences using some type of an evidence based approach. So we learned this in the first thirty days. Now we're gonna make these tweaks or set up something new in sixty days, and we're gonna create cadences around those.

And then, again, address each scenario that you identified in the first thirty days, so those problems and whatnot.

And then, if you haven't noticed already actually, I don't think I said the name of the part two of this webinar.

Part two of this webinar is called cadence committees ninety days and beyond. And so that's kind of the frame of reference that we're looking at here.

And so at ninety days, we're gonna begin to really establish those measures of success. A lot of what you define in the thirty and sixty day milestones is, like, trial and error. So, by ninety days, we wanna have a little bit more established measures and ways to, I guess, measure them or review that.

And then you should also begin rolling out those cadences and arranging review and feedback sessions. So we wanna make sure that we're collecting feedback at the beginning, but we're also collecting and implementing feedback over time.

And so we call this ninety days and beyond because you wanna keep setting milestones and goals for yourself as a committee so that you don't lose steam and you always have kind of a goal in mind. And now nothing that you establish in these committees, like goals, need to be completely set in stone. Plans change, leadership changes, whatever it is. And so it's okay to know that your goals and milestones can be flexible.

Alright. So, once you have reached ninety days, what do you do next?

Well, mostly, you are just performing regular content audits.

It's really important, like I just said, to not lose steam after that ninety day milestone. And so I have some tips on how to perform a content audit during these review sessions.

So first and foremost, your audit should be regularly performed.

Our internal committee, which again you'll hear from next week, they audit our team's content quarterly.

Now that could be a really tall order, and so we recommend either quarterly at or twice a year if possible. But the most important thing is that it's something that you can do consistently. So set a time frame that works for your team.

Next is be specific.

Specificity is an important factor for ensuring that the data we're measuring is actually an accurate depiction of our team's performance.

There are many different ways that you could segment depending on the way that your organization is set up and using SalesLoft.

So, for example, we, typically segment out our inbound cadences and templates from our outbound collateral so that we know, that we're not skewing our open and reply rates because our inbound prospects are a lot warmer than our cold outbound prospects.

Another example is we choose to review both personal and team content because, this may not apply to you, but we allow our reps free agency to create their own cadences and templates.

We do put minimum thresholds on the data that's being reviewed, but we do consider it.

And then finally, we it's important to make it measurable.

We always say, like, although, like, make me money is the desired outcome that we all have for our cadences and templates, we wanna pick more specific metrics to measure ourselves on. So think about tangible metrics like engagement rate, level of personalization, or the opportunity slash meeting rate is a better place to start so that we can begin, determining real results.

When we're thinking about how to be specific when auditing content, determine the ways that you can segment your data, and that's usually the best place to start. So I just gave a couple examples of how we segment our content, but this is what we're looking at when we are creating reports. So we push, you know, a lot of the data, if not all, to our CRM. And so, being able to push that data back gives us a really great way to be able to build a lot of custom reports to see what we wanna see.

Now I'm sure that a lot of you would have questions on that, and so I don't think we'll be able to touch on it in our sixty day or, excuse me, in our part two of this webinar.

I think Sean and Brady will be able to speak to how we initially set these up or maybe more insights into what we're looking at. But, we are really gonna dive into the reports in our part three in January. So once we have that registration page available, I'll share it out to everyone. But, just good to know and setting expectations for what you'll learn in each part.

Okay. So when we are viewing reports or even, like, filtering our reports, some examples of what we look at is, we'll split out by specific groups or regions.

The way that we market to and define our sales processes, part of that is by region as well as the segments that we serve, or the different types of, different sections of our sales process, like EMEA versus the US, SDRs versus AEs, inbound versus outbound.

We also set minimum thresholds on our reports to ensure that we're only analyzing collateral that has enough data to review, and, it shows us that there's an accurate representation of what's working and what's not.

And so this helps us to ensure that the data points we're seeing are actually accurate because we have a wide enough data set to review. We've also put those guardrails in place to help us, avoid taking skewed data as gospel.

And finally, it's really important to make sure that your group hierarchy in SalesLoft is properly configured so that you can easily split out the different types of SalesLoft users that may be leveraging your content.

And so if you're not sure about that, I would recommend working closely with your sales ops admin to figure out how your hierarchy is set up.

Alright. I'm trying to be mindful of time.

And so I I see a question that came through. I'm gonna run through these next slides, like, a minute each, and then I'm gonna get to that question.

But there are many different ways to make your review process or your audit more measurable.

There are a few things that we're tracking internally. So we are making sure that we are paying attention to our most used cadences, meaning that our reps are adding people to them and actively running those cadences.

The cadences with the best outcomes, here we're looking at the meetings that are set or the opportunities that are being generated from them.

Our best performing cadences, this is based on the overall reply rate.

And then, also our best performing templates.

This is gonna be by either our overall reply rate or our positive reply rate.

For each of these categories, we review both personal and team content, which is going back to the importance of specificity and segmentation that we just talked about.

We also segment further by defining the cadence purpose to reduce the likelihood of inbound data skewing the results.

And, I have a tip for keeping organized.

But first, to understand how your team has laid out cadences and which ones still need to be created, drawing out a cadence map can help.

So you wanna start by or, actually, a cadence map is a literal visual representation of either what cadences you wanna have set up or the cadences that you do have set up right now.

You can set this up in on, like, actually a slide, like PowerPoint or Google Slides.

That's a really easy way to do it. Maybe you're a pen and paper type of person like me or, also another tool like Mural or something. But, really, you are just going to map it out.

And so you start mapping it out by thinking about once your leads are in SalesLoft, how do they need to be treated? How should we start engaging with them?

Are they a cold outbound prospect? And so we should not really assume familiarity or whatnot.

We might have different, measures of our leads or identifying warm leads or maybe by persona.

But what you need to think about is what initial cadences do they go to?

This can depend again on their persona, their vertical, their toward their territory, things like that.

After that first cadence that you add them to, what happens?

If someone is engaged or super engaged, do we wanna add them to an aggressive cadence for hot leads?

If they don't respond, they go back to an in house nurture where the seller runs the nurture campaign.

Or maybe we send them back to marketing, where marketing runs the nurture campaign.

This is more general. It's not specific specific to the persona, but it allows us to send, like, a a mass blast and keep us top of mind for that prospect.

And so I recommend, you know, setting up this cadence map in whichever way you prefer to really get a good visual representation of what it looks like and how you want it to look.

And so one more quick tip before we get to our questions, is setting naming conventions, is really, really helpful for staying organized, because, although you wanna manage the amount of cadences and content that you're creating in SalesLoft, you know, you still wanna make sure that you're touching on everything that you need to, and so your library will grow. And so naming conventions will help you stay organized and identify pieces of content easily.

And so, this is just an example of the types of, like or key components of, establishing your naming convention.

But it should essentially identify the most important, like, key details of how your sales process is organized.

So for example, we will, establish the region that we are marketing to or that we serve in, our content because that'll typically, have an impact in how we're messaging.

Also, the segment that it it is aligned to and then, the topic. So is it, part of our upcoming sales led invitation?

Is it a, email that's gonna be in our closed loss nurture?

So that's just a a pretty, like, quick tip that'll really help make a difference if you don't have a naming convention established already.

Alright. I wanna get to some questions, before we get into the upcoming webinar.

So question in the chat. Can I give an example of a minimum threshold? Yes. So, Gabrielle, a minimum threshold that we would set for a cadence would be, first, it's gonna depend on how many people we're adding to a cadence per day. So, like, if we are setting limits on adding, ten people per rep per day, we wanna think about okay. Well, if at least half of those people are engaging, by the middle of the cadence, like, what would that look like? So maybe the minimum threshold is, like, two percent open rate or five percent open rate.

It'll typically be around the engagement, rather than how actively it's used. So we want to, set our thresholds based on the engagement of the prospect or customer.

Hopefully, that helps.

And if you're still not sure, like, what would be a good minimum threshold, I would probably start a little bit more, I would start a little bit more generous and then whittle it back from there.

So, like, maybe start at two percent open rate. And if you're like, this is still too much and it's not really showing us anything accurate, maybe then do two point five or three percent.

Okay. And then there's another question.

Gonna go ahead and approve this so everyone can see it in the chat.

When putting out new cadences, is it recommended to allow for usage of previous cadences? Reps cannot build their own. Okay. So when putting out new cadences, is it recommend allowed for usage?

Oh, I got it.

Oh, good idea. I would say that, you don't wanna make it really depends, which is, like, the worst answer, but a lot of things are kinda nuanced.

So if a cadence has been previously used and allowing them to readd the same or readd new people to it, I'm assuming is what you meant. If I'm wrong, please correct me, Robert.

But no. As long as the content and the messaging is still relevant and use the, steps of the cadence still represent, you know, your sales process accurately, I find absolutely no issue for reusing cadences.

Whether it's the flow or you know, if it didn't work at some point, I would probably try and test some test some, areas like the subject lines of the emails. Focus on whatever didn't work in terms of engagement last time, and focus on strategies to improve that and try it again.

That's a good question.

If you are launching cadences across multiple teams, do you suggest having a cadence committee per team or across the board for all teams? That is an amazing question.

And so, actually, we do recommend having separate cadence committees. That is something that Sean can really speak to next week, because I think they started with our commercial cadence committee. I think they did it by segment.

So we have a cadence committee for our commercial cadences and content, and then I think they're launching enterprise next or in the process of that. So we do recommend that. It's just a little bit easier to stay focused and make sure that you have the the right committee members in place. But as always, it totally depends on how your organization is set.

Another question. When launching a new cadence, we give our teams a start date for it. So they should not be importing into the old cadence past that start date for the new one. That's a really good tip, Gabrielle.

I love that. I think that's really, really helpful, especially when you don't have a cadence committee who can go in and regularly audit the existing cadences.

Setting, like, a start or maybe an end date is, is setting it up in a way to where, there's an easily it's easy to identify what is currently active and what's not.

Great tip.

Okay. Keep asking questions.

I did want to just share, info on that upcoming webinar.

So I know that, it is not always, possible for you to join even for an hour, a week. But, if you are able to join us live next week, I'd love to, see you all there.

It is, like I said, kind of a part two of today, but it's gonna be real insight into, like, the actual launch of a cadence committee at SalesLoft.

So I share general best practices on implementing them, but you're gonna hear straight from the horse's mouth about what that experience was like. And they're very much in the thick of it right now. So, I set up this QR code. If you are not registered yet, this QR code will take you if you wanna scan from your phone. It'll take you right to that registration page. I am also, sending out the slide deck, and this link is active and will take you to the registration page, or you can see it on the events page of our website.

I will also send you an email inviting you. So, you know, there's plenty of ways to get to this. I just wanted to make sure that you were able to sign up for it if you're interested, you know, as easily as possible.

Alright. So, resources. So, definitely, the next webinar is a great resource, especially if you wanna hear more. But, for what's available right now and something that you maybe won't hear about, in even the part due or you didn't hear about from today. So, I've shared links or recommendations for specific resources.

And so in the Champions Hub, it is our new, like, central location for all of our educational and learning resources.

So, you can find it at I'm gonna type it in the chat here. Champions dot sales loft dot com. It's really cool if you haven't checked it out yet.

Everything is public, but if you do want to begin a discussion in the discussion section, you do need to be registered. So this will soon be single sign on between, all of our learning platforms. But for right now, we recommend that you log in or register and, check out all of the, awesome resources that we have. But, specifically, if you haven't seen it yet, we have a best practices section on the Champions Hub, and it is quick tips and tricks that, are just based on best practices that, we've collected over time. It's seriously awesome. We post five new best practices a week, so it is constantly, growing that library.

And you'll notice that there is a specific SalesLoft on SalesLoft section where next week's host, Sean, posts, tips and tricks and also articles about his experience.

And he has written an article about cleaning up our SalesLoft Cadence library. So it's a good way to kinda get an idea of what they're gonna talk about next week.

There's also a couple more articles that I would recommend.

And then if you have a question on cadence committees or, cadence or content auditing, there is a cadence category in our discussions forum, which you can access through the hub.

And that would be the category that I would recommend you ask, questions or request feedback, whatever it is. It's a really great community, and so I recommend you check it out.

Alright. And then that is it. I don't see any new questions that came through.

And so, I'll hang around for another minute or two. Just wanna say thank you so much for taking the time to join today. I know it's a lot of time to dedicate to something, and so we seriously appreciate it. Hope you got good insights today.

We hope that you join us next week. Yeah. You are so welcome, Robert. Thank you as well.

And you'll also receive a a feedback form. Please submit that feedback form, if you, you know, wanna give us a rating for the content today. But, also, it's a good place to share comments, if you have any feedback for us, positive or constructive.

And look out for an email from me with the slide deck, hopefully tomorrow.

Alright, y'all. I'm gonna let everyone go. Have a great day.

Yeah. Thank