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Creative Ways to Use Customizable "Other" Steps in Your Sales Cadences

Sales success has always required reaching your prospects where they are. Often times that's at their office via a phone call or at their computer via email. But phone and email don't even come close to covering all the touchpoints used by the mode...

The Tech Inbound SDRs Need to Maximize Response Time

Few things light a fire under a sales development rep more than a new inbound lead. When a lead fills out a form, downloads some content, or takes any other type of inbound action, an experienced SDR knows that time is of the essence. Luckily, the r...

Get Personal With Persona-Based Selling

Building personal relationships is crucial to sales success. But since every person you interact with is unique, the thought of catering your process to each potential buyer’s personality may seem overwhelming. Fortunately, people tend to fall int...

Persistent or Pestering? Technology Helps You Stay on the Right Side

It seems like every day a new piece of research finds that it takes five, no ten, no fifteen touches to make first contact with a prospect. While research firms can endlessly debate whatever that exact number may be, one thing is crystal clear: sale...

3 Ways to Efficiently Execute Your Account-Based Playbook Across Your Team

Account-based sales development requires at least 16 to 20 touches per contact according to TOPO research. To successfully complete that high number of touches, your account-based efforts require strategy and alignment across your entire sales organ...

How to Get Your Salesforce Instance 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...