The growing account-based marketing (ABM) movement is tapping into what sales has known for years: account-based strategies work. If you’ve ever corralled multiple stakeholders and also had your manager and/or CEO involved to close a deal, you’ve benefitted from this approach. In other words, modern sales engagement is rarely a one-to-one relationship, and it is only increasing in complexity.
In a 2017 Harvard Business Review article, CEB research noted that “… the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today, and these stakeholders come from a lengthening roster of roles, functions, and geographies.”
SalesLoft is no stranger to the importance of a disciplined, account-based approach. Collecting and organizing data at an account level has been central to the platform for years. But we’ve taken this focus a step further, centralizing your account data and making access more intuitive.
Surfacing Account-Based Insights
You’ll find your new Accounts tab in your familiar Analytics page. This tab will serve as your central location for monitoring customer engagement activities for each of your accounts. Imagine, with a couple of clicks, having a list of your team’s activities and subsequent customer responses by account. As a sales manager, being able to coach on account management while answering “Which accounts need more attention?” If you’re a sales rep, being able to answer at a glance “Which accounts am I getting traction?”
If you need to drill down past the overall accounts picture, we’ve included sortable tables with multi-tiered filtering on:
- Specific teams
- Specific team members, or yourself
- Any date range
If you find yourself wanting a different visual than the standard Accounts table, good news! You will soon have the option to export the filtered data and drop your .csv into your favorite business intelligence tool. Either way, the Accounts tab is your starting point to surface the actionable insights you need to improve your team’s account-based strategy.
BONUS: Click here to learn more about Cadence Reporting, natively available within your own SalesLoft instance. Here you can visualize your cadence performance inside SalesLoft based on customer engagement including clicks, opens, bounces, replies, and many other filters.
We are grateful to have you here with us on this journey, and we hope you feel the #saleslove with this announcement, our past announcements, and the ones that are just around the corner. For more information, check out the support article on Your Account Analytics, or contact firstname.lastname@example.org.