Salesloft on Salesloft: Optimize your Process with Automation

OK.

Um, hi, everyone. Uh welcome into the session.

Uh, thanks for

For Joining us

today, and we'll review

some of these as we kind of get in uh into

everything, but

we're mm.

I love that.

Um, I think I may have to, I may be missing

a setting, um.

is that we will walk through, there will

be a recording of this. Um, you are

all on mute, we can't see you, it's just us,

um, but you will receive all the details

related to this once we, um,

I don't think I can share my screen. Oh, there we go.

OK, great. Sorry, I just had a new computer and

I think I'm like missing certain components

for,

OK, great. I think we should be good now, hopefully.

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All right, everywhere, can you see that one, Savannah?

Yeah, yeah, you're good.

Great, not share.

Rookie mistakes. OK.

Um, so everyone, yeah, welcome. Um, my name is

Sarah, and I've got Savannah on the call,

a call today we're like some introductions here

shortly, but one thing is just to share the

learning objectives for this

call today

is that hopefully after this session you

should be able to do

these three things. So hopefully gain an understanding

of what the automation automation

rules are in Salesloft and what's

available to you.

The ability to identify common use

cases for leveraging

automation and sales off to help streamline your

process and reduce administrative

tasks for your team,

and then last, comprehend how to implement

automation rules, plays, and

scheduled imports inside a salesloft. So those

would be the three key areas that we're going to review

today and hopefully things that you'll be able to walk away with.

Um, more about us. So I'll quickly

introduce myself and then head over to my partner here at Savannah,

but my name is Sarah Waldman. Um, I'm a

manager on the customer success team here, and

I've been with Salesoft for just over 4 years.

Yeah, and I'm Savannah Warmington. I'm

a customer success architect on

our customer success team, so, uh,

partner with CSMs on technical conversations,

things like that, and I've been at Salesoft for

just over 5 years.

Thanks. So

again, some housekeeping items before we jump into

everything is first,

when looking at your screen, you will notice a

question mark with a circle around it, and that is

our Q&A box. So please submit

all of your questions there.

We are going to be monitoring that and if your question

is relevant to what we're currently talking

about, we'll answer that question live

in on the spot. Otherwise, there

will be some opportunity at the end of this

webinar to review

some of those questions and get some things answered.

So as we jump in um into

kind of the content today, um,

looking at these three things, so we're going to talk

first about automation rules and then

go into plays and then ultimately scheduled imports.

So again, those are the three types of available

automation in SalesLoft. And so when we look

at automation rules specifically,

um, again, the main focus here is that

automation rules help to reduce

ultimately the time that your reps

are spending kind of updating fields

and updating information

or taking time to get people into

SalesLoft, right, and get them into action as soon

as possible.

So again, we'll be walking through that. Uh,

plays are what will create single

actions, so we will, you know, a single

task

based on an event.

Um, or a third party signal. So we'll talk

about some of those integrations

and then 3 scheduled imports. So the

ability to automatically import people,

um, from a salesforce report

that you can build and customize to whatever relevant

columns and information are necessary. So

it really allows some flexibility, um, in

the process, uh, as you're thinking

about all the different ways to leverage or the

different ways to get people into SalesLoft.

So I'm going to jump into

another tab here, so let me

grab that one.

And we're going to go into

What some automations look like. So

if we look at

some examples here.

Not the right one.

Not work. Hm.

Apologies for my system issues

today, just all kinds of fun

when you get a new computer. OK.

So, do you happen to have um Salesoft

open that you could,

uh, the demo that we can jump into?

Definitely.

Great, thanks. Let me share here.

OK, great. Amazing.

Um, so a couple of things here. One, as

we look at the the

kind of automation rule, and essentially what makes up

the anatomy of an automation rule is

that in your admin settings, and again you can

navigate that those two by getting to

the little circle in the top right hand corner

of your page,

and then on the left hand side you'll then see

as you scroll down under team and

data, there is a tab that says automation

rules. So once you click on that

automation rule tab, you'll then see the page

here. And so there's a few things that we can see

here on the screen.

Um, one is in the top right hand corner,

you'll see the box to create a new

rule.

Uh, next, you'll then, as you work down, you'll

see the ability to

see active and inactive rules, so how

you view all of the rules that are available.

You can apply some filters here.

So if you're wanting to search for your

team has a lot of rules and you're wanting

maybe to look at just the rules based on a

particular trigger,

and then as we go down, you'll then see um

the names of the rules, triggers,

etc. right? Some information about when the

rule was created and then ultimately when it

was last updated.

Um, one last thing that I'll kind of mention here

before we jump into kind of like the anatomy is

if you then have a look just on top of

the active, that green button that

says active, you'll see a button that says, or

an option that says view,

rule log.

So what this does is it will actually let us

uh in the very top on the green button there,

um, under automation rules, yeah, that

one. Here's where you'll be able to actually

see um what rules are firing

and if you have any issues, there's something

that's not firing,

and there's usually some reasons behind both of these.

We can identify or can help you understand

if a rule isn't firing, why is it not

firing, um, if it is successful,

we can see that as well. So again, it can

be really helpful as you begin to go and,

and create specific rules

and you're wanting to track things. This is going to be one of those

places that you can go to figure out if something's working or not.

So we go back into automation rules. Um,

another key thing here that's important before we jump

into how you actually set up

an automation rule

is ordering of the rules. So

hierarchy is really important in automation

rules, and that's because, um, once

criteria has been met, we

will no longer try rules underneath it,

right? So again,

if you have a rule at the very top that has a

lot of criteria on it,

um,

It, uh, that's essentially what we want,

right? Because we want to meet your exact need and then

we don't need to look for anything else.

If, however, you put a rule at

the very top that has little to

no criteria,

um, something very basic, like

a call is logged, and then there's no other criteria

associated with it.

Like there's nothing else that can happen related

to that call is logged trigger

beyond that. So the idea is we always want to think about

when you're looking at your rules.

If you've got a lot of criteria, and we'll talk about

what that criteria can include, I would

put that at the very top of your rule log or

at the top of your list here.

If it is a very little amount of

criteria or no criteria, you

would want that to be at the very bottom of

your rule log.

Um, and as you can see on the left hand side,

we've got like a little toggle switch that goes on

and off.

Um, you can actually reorder your

particular rules that way. So you can just grab

them and then move them around as needed.

Um, another thing to note is that the

trigger for your particular role is

also important. So that's typically

we think about

how rules fire related to their

trigger. So, um, just something else

to consider as well.

Um, anything else you'd add to that, Savannah?

Um, I think, yeah, the only other thing I would

add here is just these little icons

are really great for this. So,

and my demo instance here, there's a lot

of testing I've done recently with um

some of this, but what's really nice is if you

do have some of that

like broader criteria and you're trying to figure out

what's wrong, you click on these exclamation

points, which is usually a

An indicator that there's

uh maybe some issues with the hierarchy, this

will say, hey, this rule is not going to fire because

the no company name rule above it has

broader criteria. So we do have

some features within Salesloft to help you with this,

um, and so

our kind of, I think that should help answer

your question of um

through errors, so kind of look into that and we're going to

go a little bit more into troubleshooting as we go through

into the errors as well as those

logs too.

Yes, it is possible, um,

you know, Jordan, you asked a question there about

having access, I think if I follow, asking

a question about access. So yeah, there is a

feature in kind of roles and permissions

that will give you access to automation rules or not. So it

might be something that you need to speak to an admin,

but there is full control.

Inside of roles. So if you

just see, um, on top of data

at the very bottom part of that teams, there is

a roles tab and that's where you where

kind of access to

features inside of Salesloft will live and that

that can be those can be set up however your business

needs them. So if you don't have access, that's where

I would start.

Um, so when we look at actually

creating a rule and there are lots of

use cases, um, to where we can

create a rule, you'll in the top right hand corner you'll

see that create rule tab.

And then as we look at the sections here, there are

4 of them.

So 4 sections here at the top one

is going to be the trigger and description.

The second section is,

uh sorry, name and description. The second will

be the trigger,

3rd will be adding criteria, and then

4th will be adding an action.

So, uh, name, trigger,

criteria, action.

And when I'm, when I am working

with customers on building rules and when I've built rules

in the past, I always think of it as like I'm saying

a sentence.

So, um, what do I like, what,

what am I wanting to do here?

Uh, what's gonna be triggered by this? What,

you know, criteria do I need to be included, then ultimately what

I want to see happen.

Um, when you set up your name, we

recommend that you and your team try to choose

a naming convention that makes sense for your

business, right? And this just will make it easy

as you then look at these rules going

forward, um, but there is some sort of

kind of nomenclature to how you set up the, the

name here.

Um, so in this case we might be setting a rule, a

very common rule might be, um,

importing new contacts, right? So I might

title this importing new contacts.

Um, description can be very helpful

um for people that might join your business

or if you happen to move on for the people coming behind

you to be able to understand why

this rule was set up. So in this example, I

might say

um the ability to add people

into SalesLoft as soon as contacts are

created from inside of Salesforce.

So a common

Um, process I see for Teams

is that Teams will import people

from Zoom info or a third party data

source into Salesforce to

create records,

and then they'll have to then take those people and

then on import them into Salesloft.

By creating this type of rule, we

can automatically do that for them.

So

if we've got our description, we then move on to the

trigger, and then you can see there's a range

of options that we've separated them into

categories.

Um, if you're unsure of where your category might

fit, um, there is kind of like a search

functionality so you can search for a particular

term under the find trigger

feature.

Um, and so in this case, I want to, um,

I would say sit like a record does not exist

in SalesLoft. So I might type in Salesloft

and then see if I can find that,

you know, one person doesn't exist.

Great, and lead or contact.

Um, in this case, we've decided to choose contacts.

So once I've done that, the next part that I'm gonna move

on to is the criteria. So

do in, in, you know, reality,

you don't necessarily want to import

every single record that exists

in your salesforce. There could be contacts

in your salesforce that are like 10 years old and

completely irrelevant.

And so this is why adding criteria

can be really helpful because you can zero

in and be very specific on the

types of people that you want to be uh bringing into

SalesLoft.

Um, so if we want to go kind of on our use case of

new contacts that are being created,

one piece of criteria that I might

use is create a date, right? So

because we know that when a record gets created in your

CRM, it is stamped with a created date.

And so, um, I might use that now. One

thing to note is.

If you don't see the field available when you

select in the drop down, it might mean that

we don't have access to that field in SalesLoft.

And so

in that situation, you would need to map it

in field configuration.

Um, and so that exists under this data. You'll see

field configuration, we would just want to map

that to the person record,

to the contact or lead or both.

Um, once you do that,

um, then you can choose it equals or

is after or as before. You've got some flexibility

here based on what's available

in the criteria, and then you would just choose

your date.

Um, and again, what this means is we're not going to import

all contacts from your salesforce,

but we're going to look for contacts that were created by

a specific date.

And then another piece of criteria that you might

use is

let's say that um I really

only want to do this for a particular

team or set of users, right?

And so in that case, we would then add

additional criteria

um and so in that case I might say a salesloft

user um is my criteria.

is in a group, right? So that's what we want,

and you may have to help me on the exact

term there, but I'm pretty sure it's I

thought it was salesoft user

owner C that works is in a group, I think.

Yeah. And

then you're just gonna choose the group um

here that makes the most sense, right? So again, if maybe

this is a process that you're only setting up for a

particular team.

Now one thing to note here as we look at this,

um, there's two things to consider when

we're inside of criteria. The first

part is our identifiers. So

our, these are things like ands

and ors, right? I think that's right, identifier.

Um, and so when we think about that, and

is an inclusive term, meaning that

both things need to be true,

or means only one of these things

need to be true. And so if in this exact

example, what I did was I chose or

instead of and.

It's gonna pull in any records

that this particular group owns

with an unlimited created date, like created

whenever, right? Because again, only one

of these things need to be true. It either needs to be

created today or it needs

to be owned by somebody in that particular group.

So this is where you can kind of get into a little trouble. So again,

the and and the or is very important here.

Um, now, if there was a situation where we

needed to mix criteria, where I

want to say both of these things need to be true,

but I, um,

maybe a certain

industry can be one or two things, right?

So in this case, I'm gonna use, um,

the grouping functionalities that looks like a

little,

I don't know, folder,

and then I'm gonna then, it's gonna give me a new

set or box of criteria and then in this case,

I might use something like industry

or

um I could use title or a range of other

pieces of criteria, and I'm gonna say it

could be 12 or 3. It could be this person,

it could be this.

Um, information, the second

value, the 3rd value, right? So I can make

that choice.

Um, so I get a new, that ability to change the

and and the or here, so I can change that to or

and that's saying only one of those things need to be

true. So again, it's a way to be inclusive

um with adding additional criteria.

Um, one thing to note here is, and

sometimes we get this question, we don't have the ability

to use delimiter delimiting or

delimiter values. So in this case, if

I were to use the example of title, I

can't say

operations,

comma, sales, comma,

um,

Information technology, right? I, I don't have the

ability to do that. If there's a scenario

where you do want to be inclusive

of the of additional

values,

they need to be separated out line

by line on their own, right? And in

that case, you would use something like and.

So instead of

or we would use and because you're saying

you want them to be

all of these, or again, that's totally up to you if you want

it to be and or or I guess you could be both.

Um, so that's really important. Now, one thing

I I'll kind of call out here is the

value in the middle, right? So we talked about like equals,

not equals to, and so you can see that there are

several options here,

um, as you kind of open that up to

figure out what you need to be. So it does not include,

includes equals, etc. right? So there's some

additional um pieces here as

you're kind of setting these things up.

Savannah, anything you'd add

about the criteria section here?

Um, I think, yeah, that was great. One thing

as like a quick tip that always helps me is

I kind of try to read it out like a sentence,

and that's something that is with a recent

update we've had has helped. So when you're trying to

logically think through this of like

When a contact is not found in Salesloft

and lead create a day is after

January 1st and owner ID and

company industry equals healthcare or

tech or this,

sometimes just reading it out helps me

make sure it like kind of makes sense of what I'm

trying to import. So that's just a quick tip

I typically go for.

Lin, we're going to get to that in just a second, so we'll answer

that part of your question in the action.

OK, so we, we have our criteria

here. We feel pretty good that we've defined, um,

what is gonna

uh be included

um in this automation rule and how, what, like

what we're triggering, what criteria. The

next piece that we're gonna go to is action.

So, OK, great. What's the end, what's the last part of our

sentence here? What's gonna happen?

Um, as you click on the dropdown, you'll

see that there's a range of options that

depending on the type of, um, in this case, it's

different because of the trigger. So different triggers

will have different options.

But what we see in, um, in

this case is you're going to want to choose, um,

an action in the dropdown,

and, and then we can kind of go from there. So in this

case, we know that the option is gonna be, um,

create the person because that's obviously what we're

doing here.

Um, and then you can then include additional actions.

And so, Leon, for you, what we sometimes find

is that, uh, updating a person

field can be really helpful.

So in this case, we know we're in in like

in like bringing all these people into SalesLoft,

and we know we want the reps to take action on them.

Um, we can choose to update a status field,

um, to say added to Salesloft or,

you know, move to working or

move to whatever it is, right? You can define

whatever that means for you. So if it's a lead or

contact status that you want to be updated

as part of this process because now they're

in Salesloft ready for reps to use,

you can do that.

And so this is how that would happen. So you might set

a person field, and then maybe an additional

criteria is you could even add them to a cadence.

Um, you know,

that would be one way to do it. That could be

limiting if you're just trying to pull people in and then

reps are going to add them to whatever cadence they want,

but that can be an option.

So. For example, if this, this

rule was really relevant for,

uh, let's say leads that MQL,

and so we know that they're going to go into a specific

MQL cadence, like you would then

use the add to cadence feature and then

um select the, the cadence name and and

kind of work it from there.

But in this case for this particular rule, we

just sort of trying to bring people into SalesLoft. So

adding to a cadence

isn't necessarily going to be our action. I think the

action here is creating the person and then

maybe updating a particular field that

lets either operations and or

operations and sales know that this, this

record is ready to work, right?

Um, one other thing I'll add here that I,

I often tell customers to do, which I

think can be really helpful, and this goes into

kind of the tracking and logging and

kind of the, I'll call it the paper trail of what's

happening in automation rules, is adding

a tag.

So at the very bottom here as an action

item, you can add a tag.

And so in this case, I might title this

tag auto import.

And again, what that means is that all of the records

that get added as related to this

uh automation rule, I

will be able then to go into the person page

inside of SalesLoft filter by

this particular um

like this tag, and that will let me know

so I can either match that to what I see in Salesforce

or match that to what I see in my CRM.

Um, or again, I can just have an, you know,

I can reps can use that tag

in order to find people that they want to work, right? So there's

several use cases for adding tags, but

I think it's a really smart way,

um, to just leverage, like it's a

smart action that helps you kind of keep accountable to what,

you know, the goal of some of your automation rules are.

Might not be relevant for every automation rule, but

certainly for things like this, or if you've got

a speed to lead automation rule,

like that can be a really good, um, a

good use case too, because you're wanting to make sure those don't slip

through the cracks.

Um, OK,

um, there are also, and, and kind of Lean back

to part of your question, we also can create

rules that, you know,

update fields when a rep disqualifies

somebody. So a really common rule could

be related to a call logged. So

let's say a call is logged

and the rep chooses a sentiment

of

not interested or, you know,

uh disqualified could be the actual

option. You could then update a

lead status or lead state, you know, a status

or a status reason field, whatever it

is that you're kind of tracking towards to then

say, you know, mark lead status is disqualified.

So again, this is where not only can rules

be used to bring people in, they can also be

used to update fields inside of Salesforce.

I hope that answered your question.

Um,

really common rule here. I mean, I think,

uh, call logged again, be thinking

about like where you could be thinking about where these automations

can be really helpful for your team is like,

what repeatable process exists? like

what causes your team to slow down?

Is it importing? Is it updating fields

when things happen?

Is it

um

You know, pulling people out of cadences when

something, when something else happens, like maybe when a rep,

like when that lead gets disqualified,

we can have an automation rule that pulls those people

with that disqualification out of cadences,

right? So there's a number of things that can be

really helpful in terms of thinking about

your reps day to day and things that might be

kind of weighing them down.

Um, I think only other place that we,

uh, talked about Savannah going here was just maybe looking

at, um, how you can

like test and or,

um,

you know, see, like, look at

rule logs. What do you think? Should we talk about testing next?

Yeah, I think that and then maybe sorry

all my testing ones are um

not great that one here and then the changes

history on like an existing one,

but yeah, testing. Yeah, great. Um,

OK, so if we look at this, so a couple, one thing I'll say

here is when you're, I'll start with the testing

and then we'll talk about change history.

Um, if you are implementing a new rule

and before you set it out into the wild

and potentially cause chaos, depending on what your

rule is doing, um,

what you can do is you can test it. And so,

um, one way that I recommend testing

a rule with customers is that

you have a test record in Salesforce

that you've created. You could have many.

Um, but that you add criteria,

so in that box number 3,

where the, um,

like the email address is

the email address of your

test record, right? So it's one way you do

it, there's a number of ways to do it.

You could use owner ID equals

you, like if, you know, pull your own. Owner

ID so that only records that you own

in salesforce would get triggered

by the rule, but I think email address is

a pretty easy one. Take your test record or

test records, you know, you'll type in the

email address for that particular record, and

then you can test away, right? You can change

a field

on Salesforce to help, you know, kind of trigger

whatever you're testing.

So I think that's a pretty easy one to do. Again, another

alternative, um, could also

be, again, your owner, your owner

ID, so the owner ID is you. You

could actually just drop in that particular ID

from Salesforce.

Um, is there any others that you use

for testing Savanna or are those two common

ones for you too?

Yeah, I think those are the big ones of just like a field

that notates it, um, and then, yeah,

I think when you mention like

changing a field that's something important to think about

as well is that these

rules aren't retroactive, so

in order to test a change or anything has

to be made, um, so

whether that's updating a field really dependent on

the trigger you've chosen,

um, but adding, yeah, that exact criteria

Sarah was talking about.

Yeah, great. Um, Monica will come right

to you. I'll, I'll show this one next piece and we'll talk about

that's a good question too. So we'll talk about how we make

it go the other way.

Um, so that's testing, and then once you, um,

again, maybe the rule is you're testing an MQL

process. So when a rap MQLs or

if it's related to your auto import, you would

update in that case of the initial rule we created

maybe by title or by um

industry. Um, you would test that and then make

sure that the rule updated as you expected

or the rule fired as expected.

Um, and then once you confirm that that's working, then you

can just remove your test criteria

and then set the rule live and you're kind of on your

way.

Um, so that's how, um, you can test that.

There is also the ability to see change history. So

just at the top here next to logs, um,

you can see when and who makes

changes on a particular rules. This

just can be helpful in understanding

when rules were created, maybe when they changed,

etc. Um,

OK, so let's, we're going to go back into the main,

um, automation rule page like where we'll

create a rule. And so Monica asked

a question about how we talked about

how you bring records from Salesforce to Sales

Loft, but how would you push records

or how would you create records in Salesforce

from Salesloft.

Um, and so the way to do this, uh,

is there is a, a trigger,

um, that can allow you to do this.

There is, there are a couple of really important things

here to note though. So when you choose

the, the trigger for when the person does not

exist in my CRM.

When we go to criteria, and this is

one of the important pieces,

the criteria must match

your criteria to create a record

in Salesforce, right? So in

Salesforce, to create a lead or to create a

contact, it's likely that you have required fields.

Those required fields need to match

the required fields here on this record. So

for, you know,

oftentimes for companies, it's first name, last

name, email address.

Um, there might be other criteria, right? Those

things need to be not know, they can't be blank,

right? Because

we need to follow, like, we're just following the

rules of Salesforce, right?

The other thing that's really important here, and something that

often gets overlooked when creating this rule,

is that all of these fields

need to be bidirectional in field

configuration.

So, um, when we look at field configuration

inside of Salesloft, those same fields,

instead of being unidirectional from Salesforce

to Salesloft or from your CRM to Salesloft,

they have to be bidirectional

because again, in this rule, we are

pushing information to Salesforce, and if

one of those fields

is not bidirectional, that's going to

block our ability to create the rule and it will

just create a failure. Like it's actually gonna look

like it's suc it was successful, but it's actually not

successful, right?

So again,

Two big things to think about. Criteria

must match,

and a criteria must be bidirectional.

Um, and then you'll have your option to create that

leader contact.

Um, this can work. This

also can create some challenges, so just know that as

well. It is not foolproof,

um, and will require that those

things exist, right? So as a rep

that's creating this record in sales loft,

however, I'm doing that.

The criteria also needs to match. So

if I loft an email

from Gmail,

you know, we use Gmail here, I loft an email on

a new contact. I create the person in

salesloft, but if it doesn't contain a

first name, a last name, whatever the criteria

is, this rule won't fire.

So that's either

it would involve a process to where you're

making sure that the reps have that information

in order to get the record created.

Um, or whatever data source that they're

importing directly into SalesLoft

contains the same pieces of information.

So again, two things to think about,

or a few things to think about. Um,

Savanna, anything else you'd add to that, or do you think I kind of

covered? Yeah,

I think, yeah, all of that is great. And then

a couple things to keep in mind at this, we have this outlined

in our knowledge base article, but for a role like

this, there's only like a few

actions that trigger this type of role.

Um, so like changes to fields

don't necessarily trigger it,

um, but that is upon. Initial creation of

a record,

um, when an activity is logged or retried

or there is a link to CRM button in

salesoft you can click. So that's just things

to keep in mind is there's certain actions that

can trigger this to fire, not necessarily

like a field being updated or anything like that.

Really good point.

OK, um, Monica, I hope that question helped

answer or I hope that helped answer your question.

Um, OK, I think that we have

just about covered everything, um, where to

find the rule, what it looks like, how you

can create rules.

We do have some additional resources on

our in our knowledge base,

um, that can help also too, and I think

this might be a good plug for this,

um, is you can also leverage. Our

salesloft AI assistant,

um, that might also help to direct you in towards

some resources. So in the top right hand corner

of your salesloft page where your initials are and

essentially how you got to this page,

there is an ask a question feature

and so this is our Salesloft AI

assistant and so you can actually ask

it a question about how do I create it, like

how do I create an automation rule, and it will direct you

direct you to some similar resources.

Um, OK, you also

said there is, is there a time, can we talk about

adding, creating a dynamic field, for

example,

Yeah, sure.

Um, we can cover that really quickly and then we'll just jump

into, um, into the

next part. So what we're talking about plays and scheduled imports.

OK, so the question here from Tony is,

can we talk about adding and creating a dynamic field,

for example, when creating a meeting with a customer,

making a dynamic field to pull in the

address from sales loft to Salesforce.

So, um,

when you, uh,

how we create dynamic uh fields,

so there's a set of dynamic fields that already

exist in SalesLoft and again those are based on our kind

of default mappings.

You can, however, create additional dynamic

fields. Um, when you navigate

to field configuration, you would then create

a custom field,

and again this is whatever you're wanting to create

in a dynamic to be dynamic,

um, and then you would just map it. So you would

map the field here like you would map any other field.

Um, so then, is there any,

uh, I, I'm not aware of any like

are there any limitations on this?

Um, so just, yeah, I would keep in

mind like type of fields, so we're essentially

just pulling over what you have in Salesforce, so

text field pick list all of that works, but if you're

mapping over like a lookup field that

has an ID, Salesloft essentially just ingest

that ID,

um, so you want to make sure the fields you've populated

in Salesforce have

essentially the data you would want to use in the

dynamic field, um, as it is,

as that's what we would be pulling over into

like emails and things like that dynamically.

Great question. Um, this also came up,

um, with a, a call like on office

hours earlier this week about, you know, how

do I,

how do I create some, uh, a dynamic

field that will

Push or force reps to add personalization

but won't send the email, you

know, what will stop the email from sending if they

don't delete that particular bit of information.

So this is kind of like a side, well, a quick sidetrack

here, um, but since we're on build configuration,

you can also create dynamic fields

that aren't mapped to Salesforce.

So a really common use case here is you might

create a field that says. Um, add personalization.

It would just be a text field. It's not actually

mapped to anything. And if you add

that particular dynamic field into a

template, um, what it does is

it will be a reminder to reps

to add personalization, and if the rep

doesn't remove the dynamic

field, there is actually a, a stop

gap that will actually make it so. That

the email doesn't send, right? They'll get a pop

up that says this is has a dynamic

field that's missing information and we'll kind of keep,

kind of gate

those emails from being sent because nobody

wants to send an email to a prospect that says

insert personalization here like that's

embarrassing. So,

um, it's a way to kind of, uh, keep that

from happening. So just some that's also just a

kind of a side note since we're here. OK.

Let's, uh, I think it's a good time to move on

unless you can think of anything else, um, Savannah

that we missed here.

I think that's good. It seems like all questions so

far answered. Um, we'll have some

Q&A at the end as well. I know there was a question,

I think, thrown in the Q&A,

um,

from Harry asking about automation. You see

a lot of clients implementing, so we'll definitely,

we can um go back to that during

that Q&A. So the next part

of automation within Salesloft

outside of automation rules is going to

be plays. So this was something

that was released last year with our

Rhythm integration and um

adding additional automation within the platform

and so

plays are different than your automation

roles within Salesloft as they

are automations that prompt

user actions versus like

taking care of those admin processes

based on signals. So these

are signals that. That can

come from Salesloft-based events

or even third party applications.

We have a lot of partners with Salesloft

that are creating signals

in places where you can um create

automation based on those third

party systems.

So these plays can be customized

to the needs of your business, whether

that's on a Adjusting the triggers,

customizing the action templates in groups.

So as you go through and as I walk through

some of these plays, they are templatized

already to where you're not necessarily

having to start from scratch, but you

can fully customize these to whatever

best fits your business needs, whether that's

customizing it for different groups within your system

and things like that.

So, To start before we get

into our a play

itself, I'm gonna go over this main page.

So we're still within settings, just under

workflow into plays, and there's

two main sections of plays

within Salesoft, and that is my

plays and then Discover plays. So

my plays are going to be

all of the. Plays that one

are either sales of native plays, so

you'll see kind of we have about 5 or 6

native plays here already,

and then any other plays you have enabled.

So these will be all of the plays you have enabled

that you know to go through. You can disable

as needed if you want to turn it off temporarily,

anything like that.

And one thing I do wanna mention, um,

that is different than our automation rules is there

is no hierarchy or order that you

need to worry about when it comes to plays. These

are all very unique to their different signals,

so there's nothing you need to kind of review

in terms of that hierarchy as we

discussed with automation rules.

But essentially what you'll have here, all of the

plays

you have enabled

um the play name, the signal action

to give you an overview of like what is actioning

these different plays,

and then you'll have access to the

different groups if you have grouped out

your plays, and then last

updated. You can also delete any,

so if you've enabled some or anything like that

and you want to keep your

first tab pretty clean, you can delete them

out if needed.

Um, but you can also just disable it if

that's something you want to revisit later.

The Discover plays tab here

is going to be a great section as this is

going to be showing you all of the available

plays, including our third party integrations

that you can enable. So some of these

include our newer native

plays um that came with our command center,

so reviews stall deals, objection

handling are newer and um

native plays, and then we also

have the

Um, all of our third party integrations.

So something that's really nice, I highly encourage

you guys to do this afterwards is to

go through this page here and

see which plays that are created,

um, that you can enable based on the current

integrations you have with Salesloft. So there

may be some here that you aren't sure of that

we have yet, um, as you'll see here

as I scroll through, there's a ton of plays that you

can look through that might fit. What you're looking

for in terms of automation within Salesloft.

um, and keep an eye on this page as we

have partners

creating plays all the time. Um, there's

more to come when it comes to all of these,

um, specifically, we have

our new partnership with ZoomInfo, so that's something

that's coming soon, things like that, and

you can always search for plays

or signals up here as well if you're curious.

Might turn in here really quickly. I think one thing to think about too, and

I, we, we had a slide that we didn't

show should probably help give us some additional context here

is like, when do you use certain

parts of the different automation rules right? like

are different ways to create automation inside of Salesloft.

And where automation rules

are great for getting people in and getting people into

action or updating fields or

removing people from cadences on, you know, and,

you know, like all that kind of movement and

updating

plays are really designed

to help when

something has happened, right? Like there has been

an indication, a signal,

um, and we want there to be a single action

to happen rapidly, like something we want

there to be a response to.

And so uh the way. are set up as it

creates a single task.

Um, we have the ability now to create multiple

tasks, um, and even tasks that can be assigned

to different people. But the idea is

that like, great, when we see

a meeting is booked, we want to send a meeting

like that reminder email or we want to

send the follow up after a meeting is completed.

Those are kind of our basic ones, but, um,

so they aren't designed to be cadences, they're not

designed for multi-step and, and kind of

in any nurture or any type of particular

um

kind of uh.

goal, it's like literally just to create a single

action based on something that's happened, so you catch

people in a moment.

Um, so that's when you think about the difference of where

would I use an automation rule versus where I

might I use a play, um, the play

again is just thinking about that single action.

Awesome, yeah, thank you, Sarah.

Um, so yeah, from here, I'm gonna dive into

one of our common plays and go through the anatomy

of a play. So

some of our really common ones is in

regards to meetings. So meeting reminder,

meeting follow up is really helpful

for users so that they don't have

to. Manually remember

to, OK, I have this meeting tomorrow. I need to email

this person, all of this, same thing with,

oh, I already had this meeting. I need to remember,

make a note on my task list

to send a follow up.

This will do that for them. Um, so this

allows them to

create a meeting prompted email task

for them to email everybody that's on the meeting,

um, before and after. And so

when it comes to the the anatomy of a play.

Um, a few things to look through as we have,

I'll start from the top. We have our play name.

This is something that's already going to be named

for you, but I do encourage

you can always add customization to

this, so you can add additional

information here. So naming conventions again

are great, especially as you add more plays,

um, and also if you're grouping this out

for different groups within your platform for AEs

or SDRs, you can add in that to the name

as well, so you have an idea of exactly

what this is for.

The signal is going to be locked in place

because that is just the way the play is

going to be automated by.

So that is, this is here is when a meeting is

booked, we're gonna prompt a user to

send a meeting reminder email.

With a lot of these plays as well, again, as I mentioned,

they are templated, but you have full

customization. So the nice part is, is you

don't have to start from scratch. If you want to start here,

see how it works for your team, you can start

with our default logic here, which

is to prompt an email task

for the signal assignment. So

the signal assignment is going to be the assigned

user using our default logic

for meeting reminders, meeting.

Um, plays like this that is going to be

the meeting owner.

If for any reason you wanted to change that logic,

let's say you have SDRs booking

on behalf of AEs

and the meeting owner is gonna be

that AE,

but you want the SDR to handle the communication

and they're the record owner, you can

adjust to this logic accordingly and

set the task to go to the record owner, they're

gonna own the meeting reminder play.

Um, so full customization here

and then you can also adjust the task.

So it is set to default an email task,

um, and this is true for every play, but you

can adjust this accordingly to prompt

a call task and said,

um, if you have our LinkedIn integration, all

of the different LinkedIn,

um, sales navigator tasks you

can do as well, and then we have some newer

options here as well, whether that's just to review the record,

share internal notes, or even create a time block

on their calendar, which is really cool.

Um, and the nice part about some of these is

let's say we want to

send an email task,

but we wanna add another action. So we're not limited

to one, which is really great, and you can

also have them, OK, make sure you also

review the record and get up to speed

on who you're about to meet with,

um, and so that also be a signal

um as well and you can adjust the assignment

for each of these. So if you have this meeting reminder

play and you need two different people

to do two different things or the same,

um you can adjust accordingly and really

make this customized to your

business, which is great.

So that is the action there, and then the

next thing is going to be the due date. So this

is a difference between 24 or 48

hours. This is by default set to

24 hours, so there's a daily advance

there, but you can, of course, adjust

for each play.

The second or the next thing here is

the task expiration. So by

default this is also set to 5

days, but you can adjust this accordingly to

either

from 1 day to 7 days or no expiration.

I would say we typically encourage expiration,

so that way if for any reason, like say they

did an email follow up or a meeting.

outside of the task

and they've already sent it. This would expire

and not clutter up their tasks

on their rhythm homepage. Um, so

that's really nice to keep in mind as well

as that would just auto expire it and they

don't have to manually do any of that clean up

if they've already done it separately from the

task that's being prompted.

And then lastly here is the sharing

logic. So this is where you can

adjust which groups apply to this

play. So if we have this specific

play created for our SDRs,

I can assign this play to just

my SDR group here,

um, and then that way

this play would not necessarily work

for any other people in Salesloft

just for my SDR group, which is really great.

Um, as well, so that way it's not

happening for people with their meetings that

they don't necessarily need to send meeting reminders

for. Two

things I might add here, um, Savannah. One is

specifically related to the meeting stuff is that,

um, you, the rep doesn't have to use sales.

I mean, Saleso does have a calendaring tool,

but this doesn't like for this to

work, it doesn't mean that the rep has

to use the calendaring tool. Um, they

can also leverage our

calendar sync functionality. So if they want to

book through

just their calendar. Only by having

our calendar sync functionality enabled, which

sits under their personal settings,

um, we also can, you know, use

this particular play.

And the second thing I'll notice,

I'll I'll add here is that you have the ability to customize

the email. So there is a default email that

will exist, but as you see next to the email task,

and this goes for just about every play, we've

created like a, like a template, but

You can go in and edit this to however

you see fit. Maybe it's for your

team in France, and so you want this notification

to come through in French, right? Like you have full

customization because you can have

a meeting reminder play for each of

your regions

set to whatever language or, you know,

format you want. So again, there's a lot of customization

on how this can work. And of course this play is just

here to help.

Um, and sure people make it to the meeting, right? Like your

team works hard to book meetings, so we

want to make sure we're doing kind of our due diligence, like

the, you know, have a good process to help, uh,

make sure those people show up for the meeting.

Yeah, great call out with the email and everything.

Um, so hopefully this helps give

some clarity on some of these plays and encouragement

because you can really customize this for your team

in a lot of ways. It's not just

a blank

page where you have to just

stick to what we've created. Um, it can

really be customized for you all.

Um, and the last thing I'll mention here

before we dive into the last

part of automation within Salesloft is.

That um some common plays

that we see are going to be these meeting reminder

plays,

um things like that, but

outside of that I would say stalled deals,

um, which is one of our newer ones with our command

center is a great one to look into as

well. So this is when a

deal has been stalled, and this is specific

to if you are using our deals part of

the platform,

um, but if a deal has been sitting

in. In a stage for a certain amount of time,

um, we will prompt this play to

encourage the rep to go review

that deal and see what they can do to keep it moving.

Um, so there's a lot of really cool ways to set up

these plays,

um, and I like these different actions

we have now of like review record or

to set a time block, as it may not

necessarily be, you need to send an email or

set a call, but maybe you just need to remind the user

to like, hey, let's review. This record or we

need to set some time on our calendar to do this.

Um, so those are things to look into

as well as again our third party integrations

like HiSpot content if you're using

HiSpot and you're sending that content out, we

have a play to recognize if that

content is downloaded and prompt the user to

call

that prospect. Um, same

thing with user gems we have,

we can track as um.

These different jobs have been changing, so they can

prompt to reach out to those people. So

there's a lot of really

creative and cool ways that you can use places within

Salesoft for sure.

There's some really and and even to give like a little spoiler

there um like a product is currently

working on the ability to leverage

plays in the same way that you can almost set automation.

So leveraging custom fields

inside of Salesloft or leverage not

not be able to set specific things

based on fields inside of your um

salesforce. So again, taking a a. Specific

signal for your business. So maybe

like an example for us in customer

success might be a health score. So we could

potentially create a play that when a health score changes

from red to green,

that triggers a task for the particular rep,

right? So again, there's more coming around

places as we continue to build the

possibilities and, um,

you know, how these things can be leveraged. So yeah,

I just wanted to add that too.

All right, the last thing we'll get into is I know we're

10 minutes out is scheduled imports.

So scheduled imports is going

to be something that is specific to our

Salesforce integration, um, so that's

really important to keep in mind as we go into this,

um, but scheduled imports is the ability

to automatically import

people from a Salesforce report

to queue those people up for engagement.

And so there's a lot of really great ways

to think about this as it is specific

to importing so we're pulling in records from

Salesforce, but this also can include

re-importing so it doesn't necessarily always have

to be brand new records, which I think is an

important thing to think about is if we're trying

to re-engage with people that may already

exist in Salesoft, you can still use this

functionality

to set automation to add people to

cadences

that way as well. So important to think

about it there.

And there's a lot of further customization

so Um, what I would

say with this as well as Sarah reviewed how

you can automatically import records from Salesforce

via automation.

This works hand in hand. I

would say this is not necessarily a replacement

to our import automation rule.

It works and helps solve other use

cases

um that maybe our automation rules don't

solve and vice versa. So I'd say they

work and solve different. Processes

and things like that, um, and

you can use them together. It's not necessarily

one or the other, but

with scheduled imports, it is working

directly with the Salesforce report, so you'll create

a report in Salesforce,

um, and the really nice part about it is, is

that it can work with the majority of any report

as long as you have that like lead and

contact ID in there of who you're trying

to import. Um, so this is really helpful

if you're trying to import

leads and contacts associated to a

campaign or maybe you're trying to pull in from

a custom object.

Um, it really opens and broadens up

that ability to import in a lot of

different ways.

Um, so with scheduled imports, this

page here in your settings, this will

list out all of the available or scheduled imports

you've created.

Um, similar to automation to plays,

you can enable disable accordingly.

You'll have access to see who created

when they created these reports.

The report and Salesforce we're pulling

from. The cadence that you're

adding to if you decide to add to cadence,

and then you have some logs as well. So you

can see here

when records were imported, the number of

people, you can click into that as

well and get some access into who

is being imported and added to cadences.

Um, so with the scheduled imports,

I'm going to create a new schedule

here and quickly walk through this

anatomy of the layout here

and. Very similar, um, pretty straightforward

though, which is really great, as you'll just

import your schedule name. Again, naming

conventions are key, so we want to highlight

who we're importing, why we're importing, things like

that. And a couple of those use cases, as

I mentioned, are campaigns, custom

objects, if we want to name the campaign here,

a really common use case is also like renewals,

so date-based automation, if we

have, as I've shown on this

page, I have like a. Renewals 90 day out

import here. So it's 90 days

out from the renewal date. I want to, I

created this report in Salesforce that pulls through

all applicable

contacts. I want to then import and add those

people to a 90 days out cadence

and then reach out to them that way. Um,

so that's a really common use case as we can

create date-based automation

for when that 90 day outfit,

that will trigger this

scheduled import based on the schedule.

So essentially you'll come in, name the report,

and then you will select your scheduled import

to import from.

From there it'll pull through the report column

that helps identify which records you're importing,

so the contact ID or lead ID.

Um, if there's multiple, you can choose from, but I

just have a contact ID here, and then you'll

do your schedule. So you can set

hourly, daily, weekly, um,

and hourly will be the top of

every hour throughout the day. So this is the

quickest way or most consistent way to

get people imported. You can also do

daily and set a time of day. So every

morning, if you want to import from this report, you

can do it that way,

or even weekly, and you can set that day

of the week and time of day. So lots

of flexibility here, which is great.

We'll add one thing just before we move on to the next section

is that it's really important that the

the the report that you're

pulling from Salesforce

um

is a public report or in a

public folder, so it won't work if it's

private, so we won't be able to see that. So again, just

note that if you are going to try this, which I

hope you do because I think it's a really cool way to bring people into

the salesloft, um, just make sure that the

report that you're using is public.

Yeah, great, great point there.

Um, the next one here is going to be

assigning person record owners.

So this is essentially just assigning who the

salesloft owner is of this person. So

we can either assign by CRM record

owner, so we would either we would match the salesloft

owner to mirror your sales. Force

owner this way, which is pretty straightforward,

or you can assign by report column which is

really nice. So if you didn't necessarily

want it to match just the standard leader

contact owner, you can assign it to

match the account owner or maybe the renewals

manager or anything like that.

And that would require you having a

column in your report that pulls

in that renewals manager, the account owner, so

you would need to pull in that user lookup

field that pulls in that data.

And then the last thing here is going to be

your import action. So this is where

you can either just create people, and that will be

it. You import the records, or you

can create people and add to cadence.

Um, so this is where you can set a personal cadence

or team cadence. Personal cadence would

essentially just add to that personal cadence

and assign to that personal cadence owner

or team cadence, which is our most common

use case, is where you can select a

team cadence to import to and

then set the assigned. And I think this is where it

gets really cool with our scheduled imports is

because you have a lot of flexibility

here to either assign

um based on 3 different options. So you can either

assign based on the Salesloft person

owner so we would just match the owner

to the assignee, which is our typical

way of assigning um out in

Salesloft here,

or you can assign to a specific user.

So this one's a little less common, but

if this scheduled import is for one

specific user, you can assign that way.

Or you can assign by report column, which

I think is our best option here, which allows

you to assign

separately. So let's say we are importing

these renewals records, they're owned

by the AE.

Um, we don't necessarily want to change ownership,

but we want the renewals manager to own this cadence.

You pull that renewals manager

user lookup field into your report, and then you

can assign by that renewals,

uh, manager this way, which is really helpful in

terms of creating these different use cases

and cadences within Salesloft.

Um, so I know we're getting close to time.

That's why I kind of went through quick here on this

part. I did want to answer these last

two questions. I know Harry and Damon,

you had some good questions. So Damon.

Um, a great question you asked is automatically,

um,

Respond to newly created leads in Salesforce,

for the most timely response would you

recommend an automation, a play, or scheduled

import. Your goal is speed to lease a

quick email response.

So for a speed to lead

import, I would highly recommend automation

rules. And the reason being is that our automation

rules are always looking for that creation. So

when you

create a new record in Salesforce,

you, we will see that creation

with your automation role and import them in

immediately add to cadence accordingly.

Um,

scheduled imports are super helpful in ways, but

the quickest you can get them in is hourly,

and so it, it leaves it up to potentially a

full hour until they can get into Salesloft,

which can be fine in some cases, and I think this solves

for a lot, but for that speed to lead like you're

asking, highly recommend automation roles

because they can get them in there within minutes

added to a cadence, sent an automated

email pretty quickly.

Um, and then Harry here,

um,

any automations that you see a lot of clients implementing

that save time.

Um, so I think

with automation rules and things like

that, um, that saved time,

I think a lot of that is a lot what Sarah

discussed and Sarah feel free if there's anything top of mind

that you can think of

too, um, but definitely like

adding people and removing from cadences,

updating those um stage

values and things like that.

But within automation rules, a good

trigger I would recommend looking into is

this when a person changes in

salesloft, you have a lot of flexibility

with this trigger, as this can look for

any type of change in the system. Um,

and so like as like, let's say

a person stage or any sort of field

gets updated, you can set automation

to add them to a new cadence, you can update

another field,

um, so setting up cri criteria

that way is a big one.

Um, I don't know, Sarah, do you have any other

ones at top of mind?

Well, yeah, no, those are good and when I think when

I think about um low hanging fruit,

calls logged,

um, when first step of a cadence is

completed, often for customers, they want the

status of that record to change to working,

let's say, cause they're not just added to the cadence,

but they're actually taking action.

Um, we also see, see things like,

uh, stage change. So maybe when

our, uh, cadence is completed and we want to

set them to a nurture value,

so another kind of low hanging fruit, because again, I

can communicate back to Salesforce when a record's

back in a nurture status.

Um, also when an opt out happens,

so when somebody, you know, clicks our opt

out uh link that they no longer would be

contacted or they are verbally told,

uh, by the rep,

um, we can update your no contact

fields inside of Salesforce, right? So

again, just aligning

um Salesloft and Salesforce to match,

I think those are

the things that come to mind, top, you know, that

kind of immediately come to mind.

So here we hope that that helps um

awesome, and I know we're right at time guys, so thank you so

much. Hopefully this is all helpful as a

quick plug, you'll get this um

resources here, but here is all

of the different resources we have help

articles, definitely look into.

We have discussions where you can ask questions within

our champion hub where

um other customers or other sales

loft,

um, users can come in and help answer

questions. that way, um, but just check

out that Champion hub. There's a lot of great resources

to come in there, um, for you to go

ask questions, um, but hopefully this

is helpful, dives into a lot of the different automation

within Salesloft

and um thank you all so much

for your time.

Um, and I think Damon asked that last question

with Zoom info, so,

um, we can get some more info or,

um, I would definitely reach out to your account

executive,

more info about, um, any sort of

fees or anything like that as well.

Great. Um, thank you, everyone.

Um, we, again, appreciate you joining and

you will receive all the resources, uh, typically

within 72

business hours from when this event has

occurred. And, um, but again, thanks for

joining and thanks for all your really good questions, and

we hope you have a great rest of the day.