Salesloft Best Practices

The "Bounce Rate" is the percentage of emails that fail to deliver to your prospects and "bounced" back, or returned to your inbox. Proactively managing your bounce rates safeguards your sender reputation and enhances your ability to connect with prospects successfully. Research suggests a Bounce Rate of 5% or less indicates healthy first-touch engagement. However, if Bounce Rates climb higher, this is a signal that your contact email data needs improvement. What steps can you take to lower the bounce rate metric and prevent it from rising? Salesloft’s Prospecting Results Analytics provide Cadence-level reporting, including email step bounce rates. You can use this page to assess the effectiveness of your cadence email steps and refine your strategy.   Here's how you can investigate and resolve high bounce rates using Salesloft:  Use the Prospecting Results Analytics to Assess Bounce Rate  Salesloft’s Prospecting Results Analytics provides in-depth reporting on the performance and outc

Setting up a Play in Salesloft is all about possibilities—it’s like having a full menu of options to tailor exactly what you need. When it comes to criteria fields, picking the right ones helps your Plays run smarter and guide the right actions at the right time.Whether you're prospecting, qualifying, or closing, these five tips will help you pick the best criteria fields—default or custom—so your Plays hit the right people at the right time.1. Start with the Fields That Reflect Your Day-to-DayIf you're an SDR or BDR, you're likely filtering your engagement based on job title, industry, or lead source. Those are all Person or Company fields—default options that are super useful for top-of-funnel Plays.Example: Trigger {this} Play when someone’s Title includes ‘Director’ and Industry equals ‘Tech’.” This is great for targeting mid-level tech buyers in your ICP.If you're an AE working renewal or expansion opps, fields like Opportunity Stage, Last Contacted, or Meeting Type might be more

When setting up a Play in Salesloft, criteria operators are the behind-the-scenes heroes. These little rules—like Includes, Is null, or Before—control how your Plays behave and who they target.But let’s be real: some operators sound similar, and the differences can be easy to miss. (👀 Looking at you, Is null vs. Not equal to blank.)This guide breaks down the most commonly used operators, real-world examples, and how to decide which one’s best for your use case—whether you’re booking meetings, qualifying leads, or chasing renewals.🔍 First, What’s a Criteria Operator?A criteria operator tells Salesloft how to compare values in a field. You’ll see them when setting Play conditions based on fields like Title, Industry, Last Contacted, etc.Here’s a quick breakdown of the most common operators and how to use them:1. IncludesBest for: SDRs/BDRs targeting personas by job title or keywordUse when: You want to catch partial matches.Example:Title includes “VP”This will match VP of Sales, Senior

Date fields in Salesloft Plays are like secret sauce for time-sensitive follow-up—but they’re often overlooked or misunderstood. When used right, they help you prioritize who to engage and when. ⏰Whether you’re chasing cold leads, working renewals, or timing your campaign follow-ups just right, this guide will help you make the most of date-based criteria.1. Re-Engage Cold LeadsUse: Last Contacted before [date]🎯 Example:Target contacts who haven’t been engaged in 30+ days.Great for SDRs looking to revive stalled conversations or AEs checking in on slow-moving deals.Pro tip: Use this in Plays like “No Recent Activity” or “Reheat Opportunities.”2. Prioritize New LeadsUse: Created Date after [date]🚀 Example:Focus on net-new leads created after a specific campaign launch.Perfect for BDRs running campaign follow-up Plays—make sure you strike while interest is hot!3. Time Renewal EngagementUse: Renewal Date before or equal to [date]🔁 Example:Build a Play for accounts renewing this quarter

For full-cycle reps and Account Executives looking to self-source and close more deals, a month-long outbound Cadence can help you build credibility with high-priority decision-makers. Here’s how you can set one up: Cadence Duration:🗓️ 1 Month: Run this Cadence over one month with extended gaps between steps. By spacing out steps, you can create more meaningful touches that stand out to recipients. Target Audience🎯 High Priority Decision Makers: Focus on key decision-makers within your target accounts or territory. If your goal is to book a meeting at the end of this cadence, you want the decision maker to be part of the call so you can quickly shift from a lead to an opportunity.   Best PracticesFirst email should be heavily personalized to the individual prospect Consider using video in the 2nd or 3rd email step Leverage LinkedIn to like, comment, or generally engage with the prospect Here’s a look at a Full-Cycle Outbound Cadence: #SalesStrategy #FullCycleOutbound #LeadGeneration

If any of the following use cases sound familiar, it’s time to set Cadence enrollment limits. Limits may seem like a small config setting—but they can make a big difference in protecting the buyer experience and keeping your team aligned.Here’s when limits matter most:🧭 You work shared books of businessWhen multiple reps work the same territory or account list, people can get pulled into multiple cadences unintentionally. Enrollment limits help ensure a single, clear message reaches the prospect—and prevent two reps from sending mixed signals.🔁 You rely on automated enrollmentAutomation scales your reach—but without controls, it can lead to over-enrollment. If cadences are triggered by synced lists or automation rules, a person might end up in several workflows at once. Limits act as a safeguard, making sure automation stays buyer-friendly.📬 Your cadences cover different use casesWhen you have cadences for everything from inbound follow-up to renewal engagement, someone may qualify

Renewal conversations often come with intense pressure to maintain revenue and prove long-term value, especially as contracts near expiration. Rushed last-minute engagements can leave clients feeling undervalued and can jeopardize the renewal outcome. By proactively engaging customers 6 months out– addressing potential concerns early and showcasing the value your product brings– renewals shift from a focus on closing a deal to reinforcing partnership and delivering on your commitment to the customer’s success. Here are some tips and best practices for making the most of this timeline:  Set up a 6-Month Renewal Cadence  A 6-Month Renewal Cadence allows you to engage strategically appx. 180 days before the contract end date to encourage customers to renew.  The six-month timeline gives your team time to strengthen relationships and address any client needs before renewal time. This helps avoid a rushed experience, creating more value for the customer. This cadence is comprised of email,

Hey Champions! When you're striving to maximize your website's potential, not only is managing the sheer volume of visitor inquiries a challenge, but so is efficiently identifying which of those visitors are genuine, high-quality leads ready for sales engagement. Your team needs to provide instant, accurate support while also ensuring that valuable sales time is spent on the most promising prospects. Doing this manually is time-consuming, prone to inconsistency, and can lead to missed revenue opportunities.Enter Drift’s Bionic Chatbots and its comprehensive AI-powered engagement and qualification suite.Drift’s Bionic Chatbots leverage artificial intelligence to understand and automate responses to your website visitors, drawing from your company’s knowledge curated in the Drift Content Library. But the intelligence doesn't stop at just answering questions. With the AI Lead Qualification Node, you can empower Drift to actively qualify your visitors, assign them meaningful CQL (Conversat

Once your Salesloft iPaaS integration is up and running, you’ll want to maintain it so that your workflows stay efficient and reliable. Regular upkeep can prevent errors, improve performance, and ensure that data flows smoothly between your systems.Here are some best practices to keep your integrations in top shape:🔧 1. Monitor Your Integrations RegularlyStay proactive by checking logs to ensure that your integrations are running smoothly. Check the following logs: API Log: Filter API logs by integration to check for updates to Person and Account records. Audit Log: Check for creation, deletion, or updates to People and Accounts. Use the Plays Analytics to monitor the impact of automated actions and identify any issues early.🔄 2. Test After Every ChangeIf you’ve created one of the following Plays (Account Created play, Account Updated play, Opportunity Created play, Opportunity Updated play, Person Created play (coming soon), Person Updated play (coming soon) as part of your iPaaS

Salesloft's iPaaS integrations can streamline data from third-party sources, automating workflows and ensuring smooth data transfer across systems. But, like any tool, setting it up correctly is key to getting the most out of the integration. Here are some best practices to create custom Plays using the iPaaS integrations: 1. Start with Your "Why" – What Do You Want to Automate?Before you dive into setting up an iPaaS integration, take a moment to think about the why. What do you want to achieve with this integration? Identifying your ‘why’ will help you determine which buyer signals to activate. Do you want to:Engage based on product usage and inventory data Connect custom lead scoring and AI models to seller action Notify Account owner of high priority tickets Follow-up when quotes are created, expiring….etc.  Trigger engagement workflows based on service start and completion Engage prospects based on marketing campaign enrollment and statusBy getting clear on your goals, you can mak

Prospecting emails are a vital component of any sales strategy, serving as the initial touchpoint with potential customers. Crafting effective prospecting emails requires a blend of personalization, clear messaging, and strategic timing. Here are our tips for sending prospecting emails:  Keep Your Subject Line Short & Number Free A short subject line is crucial for prospecting emails as it quickly grabs attention amidst inbox clutter, conveys the email's purpose clearly, optimizes for mobile viewing, creates curiosity, and respects the recipient's time, increasing the chances of engagement and success. We recommend 4 words or less!  Keep the Body Short A concise message is more likely to be read thoroughly and understood, increasing the effectiveness of communication and enhancing the chances of a positive response. It also keeps the content mobile-friendly. We recommend approximately 50 words or less!  Use Engaging Language  Using engaging language in your emails establishes a per

When you're setting up Salesloft, the data in your CRM is one of your most valuable assets. By default, Salesloft only syncs data added from the moment CRM Sync is enabled—meaning your historical records, notes, and activities might stay buried in your CRM unless you take action.The Manually Sync from CRM setting allows you to import historical CRM data from up to five years ago. Here’s when importing historical CRM data can be especially useful:🕵️ Use Case 1: You want full visibility into account historyWithout historical data, Salesloft might only show the last few weeks or months of activity—leaving your team blind to important context. Pulling in data from the past ensures reps can see the full picture of a relationship before making their next move.🔁 Use Case 2: You're migrating from another engagement toolSwitching platforms is common—but without backfilling CRM data, your new system might feel incomplete. Manually syncing historical records into Salesloft helps your team hit t

Strategically using the CC and BCC fields in cadence emails is crucial for fostering collaboration, maintaining privacy, and ensuring comprehensive communication within Go-to-Market teams. Based on valuable customer insights and a significant demand for this functionality, this guide outlines who should be considered for inclusion in the CC and BCC fields to optimize outreach efforts and internal alignment.Key Practices for leveraging CC/BCC in Cadence Email Steps: Practice 1: CC Your Account Team and Relevant CollaboratorsTo ensure seamless internal communication and keep all relevant stakeholders informed, consider CC'ing members of the account team, such as Account Executives, Sales Development Representatives (SDRs), and Sales Specialists. This practice promotes collaboration and ensures everyone involved with the account has visibility into the ongoing communication. For existing customers, CC'ing the Customer Success Manager (CSM) on introductory emails from a new Account Executi

Chat Bots's are Drift's most talked about product, in this article we'll go over some tips and tricks we wanted to share so that when you are building your bots on your own you can make the most effective bot out there. In this post, I’ll give a quick intro on how to star building the chat bot, give some best practices to keep in mind, and drop an additional workbook resource for you to review. How to Start Building your Chat Bot To begin building Chat bots:Click playbooks on the left hand navigation bar Click chat playbooks Click Create Chat Playbooks on the right hand sideOn the next screens you'll be given the options to:Select your audience (And workspace if you're on the Advanced of Enterprise plans.) Select your playbook type Name your playbookOnce completed, you'll be building out your playbook in the flow builder.  For a more thorough guide on building out a playbook, check out our help doc here. Best Practices to keep in mind while building your Chat BotStarting the conversati

When you’re an Admin, managing users and groups can be a time-consuming and often manual process, especially as your organization grows or undergoes changes. You need to reflect external hierarchies within Salesloft for accurate reporting, content sharing, and permissions, but individually creating and updating groups can be a drain on your valuable administrative time and leave you open for manual errors.Enter Bulk Group Imports via CSV’s. Salesloft groups ensure the right sellers have access to the right information based on criteria like geography, territory, or internal strategies. While you can enter and manage these groups one at a time, bulk group imports quickly complete tasks that could’ve taken a lot of time. Think about scenarios like:Onboarding a new cohort of sales reps: Instead of manually creating each new team and assigning members, you can now import them all at once. Restructuring your sales territories: Quickly update group assignments to reflect the new structure wi

 The People Removed from the Cadence chart inside Step Analytics highlights the steps when People are being removed from the Cadence and the reason they were removed. The chart will help answer where are people most likely to leave the cadence.To help you interpret the data being shown, we've prepared types of charts to teach you how to read them.Best Case ScenarioThe ideal state of your People removed from the Cadence chart is to see fewer and fewer People remaining in the cadence. The chart should look like 1/2 of a sideways funnel (or a backwards hockey stick).As you progress through the Cadence, People are removed for good or bad reasons (replied to an email would be good, while marked as DNC would be bad). Either way, the removal is good because your Cadence is working to pinpoint communication. When a Person is removed, you can create a different process for next steps based on the reason they were removed.  No People RemovedWhen no People are removed from the Cadence, the chart

Want to transform your customer interactions from routine to remarkable? Stop settling for a basic communication framework! Unlock the secrets to building a powerhouse engagement strategy with our new ebook, the Engagement Strategy and Process Blueprint. Inside, you'll discover how to strike the perfect balance: crafting intentional strategies where every interaction fuels momentum and deepens customer loyalty, alongside building structured processes that slash seller friction and simplify complex tasks.This actionable blueprint shows you exactly how to:Automate tedious data clean-up and reclaim valuable time. Build a laser-focused, data-driven strategy that delivers results. Craft compelling, meaningful interactions across every communication channel.Ready to supercharge your response rates, revolutionize your engagement, and eliminate sales roadblocks? Click the attachment below to grab your copy of the Engagement Strategy and Process Blueprint and start implementing proven methods t

Trackers are keyword identifiers that you can use to scan Conversations transcriptions.Check out these best practice tips for leveraging Conversation TrackersUse Specific Keywords and Phrases: When creating tracker terms, use specific keywords and phrases that are relevant to your goals. Avoid using generic terms that may result in too many false positives. Example: Instead of using "price," use "discount" or "cost savings." Group Related Terms Together: Create tracker groups that contain related terms. This helps in organizing your trackers and makes it easier to analyze the data. Example: Create a tracker group for "Objections" that includes terms like "too expensive," "not interested," and "no budget." Use Trackers for Coaching: Managers can use tracker groups as a coaching tool to ensure important subjects are mentioned or to help reps eliminate crutch words. Example: Create a tracker group that includes "so" and "and" to help a rep become more aware of their speech patterns.

If your team is using Account Team Sync then you’re already on your way to easier account management within Salesloft. Not only does Account Team Sync easily sync your user relationships from Salesforce into Salesloft, you can also use the user relationships throughout the platform in different ways. Let’s walk through some different ways you can utilize user relationships within the Salesloft platform. 1. User Relationships in PlaysPlay Tasks can be assigned by user relationship allowing for more customization of your Plays.Set the Task Assignment to “Account User Relationships, fallback to record owner.” Then, you can select the account user who needs to perform the task. 2.User Relationships in Automation RulesAutomation Rules can utilize account team roles as criteria allowing for a wider range of options when configuring your automation rules.Any Account Team Member relationship can be used for assignment of Cadence Steps. Account Team Membership can also be used as Automation Rul

Want to increase your call connection rates? The Best Time to Call chart in your Salesloft Calls Analytics provides valuable insights into the optimal times to make calls based on your historical call data. By understanding and leveraging this chart, you can improve your calling efficiency and connect with more prospects. How to Read the Best Time to Call ChartWhen looking at the Best Time to Call chart and all of those bubbles, there are two main things to consider: Bubble size = number of calls logged Bubble color = Connected Call rate (connected disposition divided by calls logged)The bubble size is based on the number of calls logged. The more calls that are logged during that time slot, the larger the bubble. The bubble color relies on the Connected Call rate of your calls. When a calls is logged as Connected, Salesloft recognizes that as a Connected Call. The Connected Call rate takes the number of calls logged with the Connected disposition divided by the total number of logged

Building a strong sales pipeline is more than just adding leads—it’s about having the right process to manage and grow opportunities effectively. The Pipeline Creation and Coverage Blueprint helps sales teams structure their prospecting efforts with clear, repeatable steps. This guide walks you through integrating key tools, automating routine tasks, and improving visibility into pipeline health so you can focus on high-value opportunities. Whether you're looking to fill gaps, improve consistency, or gain better forecasting insight, this blueprint provides practical strategies to make pipeline management easier and more effective. Click the attachment below to access the Pipeline Creation and Coverage Blueprint and explore proven strategies for building a healthy pipeline, optimizing prospecting efforts, and driving sustained success. 

Salesloft has introduced a suite of powerful features, including AI Insights, enhanced Conductor AI, and the command center, designed to transform the way Revenue Operations (RevOps) and Sales Leaders leverage data to orchestrate insight to action to outcome. Here’s a detailed walkthrough of how these new purpose-built capabilities can be implemented daily to transform data into actionable strategies that drive sales and improve outcomes.Command Center: Your New Home Base for Revenue InsightsThe command center serves as the home for all your revenue insights that identify winning behaviors for your team. This feature allows revenue leaders for the first time to visualize their entire sales funnel—from prospecting to closing—and diagnose key factors affecting conversion. The ability to immediately take action on these winning behaviors, by enabling Plays, empowers leaders to drive consistent results at scale. Introducing AI Insights and Enhanced Conductor AI for Stalled DealsThese advan

Close more deals than ever with the Opportunity Acceleration and Management Blueprint! Your team needs a strategic approach, that will effectively manage deals backed by the right tools and insights. This blueprint outlines practical steps and best practices that will help you unlock the full potential of your revenue orchestration strategy. Our comprehensive guide is designed to help you:Accelerate your sales cycles Manage opportunities more effectively Close more deals Click the attachment below to access our Opportunity Acceleration and Management blueprint and explore strategies for accelerating opportunities, improving deal execution, and creating a consistent path to success. 

XDR’s days are dominated by tasks – send emails, make calls, add contacts.  Without proper workflow management, it’s easy for key actions to slip through the cracks if you’re keeping track of everything on your own.  Salesloft’s Rhythm and Cadence Focus Zones help you stay organized, generate more pipeline, and make the most of your time.  Here’s how you can use these tools to streamline your day and level up your prospecting: 1. Start Your Day w/ Prospecting TasksKick off your day by diving into the Cadence Focus Zone to prioritize high-volume prospecting activities. The Cadence Focus Zone is where you’ll tackle tasks like sending emails, making calls, or executing social touches.  Focusing here first allows you tackle the bulk of your outbound efforts early in the day, ensuring that prospecting momentum is strong right from the start. By completing these essential actions upfront, you’re well-positioned to hit your daily goals.  2. Use Rhythm to Stay on Top of Follow-Ups and Warm Lea

You’re working with a well-established customer who’s seeing fantastic results using your product. Your main point of contact is happy, they’re engaged, and you can tell the partnership is going strong. Congrats!  Now is about the time you should be asking: Are there more opportunities and use cases for your product in their company? To figure this out, you’ll need to strategically sell into other areas in this account. That’s where the Cross-Sell Cadence comes in.  Your cross selling goal is to identify and connect with leaders outside of your primary point of contact and highlight the value your product has already delivered within their organization. Here’s how to make the most of this cadence to expand your reach within each account and demonstrate your product’s impact.  Build Out a Story of Success with a Case Study To start, identify how your product is already delivering value to one team and create a “mini case study” that showcases their wins. Let’s say your software has tran