Take a look at the newest videos from SalesLoft

How to Get Your Salesforce Ready for Account-Based Selling

Teams using an account-based approach must align their sales efforts across their organization in order to efficiently penetrate their targeted accounts. This requires a complete awareness of which accounts are being worked, which contacts within the...

How to Approach Personality-Based Selling

Modern sales reps know that sales communication is far from “one size fits all.” When building customer relationships, your communication style should be tailored to the personality of the prospect you are speaking with. It’s how you build trus...

Discovery Call Secrets from a Rep Who Has Done Hundreds

Your discovery calls can have a big impact on the deals you’re working. A positive outcome drives your sales cycle forward with ease, while a lackluster call can have your prospect pumping the breaks. With so much hanging in the balance, you’re p...

3 Key Elements of an Effective Sales Comp Plan

While your company’s mission and improving the lives of your customers can and should be a large part of what motivates your sales team, at the end of the day, their primary motivation lies more along the lines of that scene from Jerry Maguire: SHO...

SDRs Hold the Keys to AEs Account History

Your SDRs and AEs are referred to as a sales team for a reason. Just like any functional team, each member has their own position and their own responsibility. But the best way for any team to rack up points and achieve goals is by working together....

How AEs Help SDRs on Their Career Path

The career path for the most SDRs leads into a role as an Account Executive. This makes sense: a rep with strong outbound skills develops the foundation they need to become an effective closer. In addition to learning the outbound skillset, SDRs ofte...

3 Tips for Hiring Your Next Sales Rep [Video]

Sales managers face a unique challenge when it’s time to hire new sales reps. The skills and characteristics that make a sales rep successful are often hard to uncover on a standard resume. Keeping that in mind, what type of experience should yo...

Leveraging High Quality Referrals

With such a deluge of information assaulting your eyes, ears, and inbox each day, a quality personal referral is more powerful than ever before. It’s easy for your customers to search the internet for your product or service, they have a certain a...

3 Creative Ideas for Your Sales Prospecting

A sales team is often referred to as the "front line" of a company, but I don't think that quite does the role justice. Sales team's aren't just the first point of contact for your company, they're also the explorers of the organization, doing resear...