Salesloft Best Practices

After a successful initial meeting with a customer’s leadership team, the real work begins. It’s one thing to make a strong first impression, but maintaining that connection over time can be the difference between losing a customer and re-engaging them. A Leader Cadence can help you build a thoughtful engagement plan that keeps the lines of communication open and demonstrates continued investment in the customer’s success. Here’s a look at a Leader Cadence: Best Practice Tips:Connect on LinkedIn and check daily for promotions, new roles, birthdays Send personal videos when these types of events occur, as one off emails in parallel with this cadence

Short pilots allow potential customers to experience your product’s value firsthand but in a limited window. It allows you to capture their first real interaction with your solution, which you can leverage to drive adoption.  During this window, however, time is of the essence. Customers are likely juggling other priorities, and without the right guidance, they could miss the chance to fully explore the product’s capabilities. This is where a cadence can come into play.  A Pilot Engagement Cadence can help you ensure the pilot goes smoothly and that the customer not only uses the product but sees real results quickly. Here’s a look at a Pilot Engagement Cadence:  Best Practice Tips:During the pilot, focus on building a relationship with the main point of contact. This is critical because they will need to forward emails to the team Use the weekly emails to gamify adoption. Shout out great users, and consider using a sending platform for gifts during the pilot.

The excitement when a new customer signs on is contagious– handshakes, congratulations, and promises of a long, fruitful partnership. But fast forward a few months, and the story often changes. That once-engaged customer might start slipping away—emails go unanswered, product usage drops, and suddenly, the partnership doesn’t feel so secure anymore.  It’s a situation every CSM dreads: the quiet warning signs of churn.  But what if there was a way to catch those signs early and take action before it's too late? That’s where a cadence can come in. A Proactive Action Cadence helps keep you in front of your customers, build relationships, and address concerns before they ever consider leaving.  Here’s a look at a Proactive Action Cadence: Best Practice Tips:Send personalized videos that provide best practices for areas with low customer usage Create a library of these cadences to have at your disposal Consider deploying a Proactive Action Cadence as part of your year-long engagement plan 

Your team has just been onboarded with Salesloft and is now poised to leverage it for greater success. As a manager, you want to ensure that your reps adopt the tool and use it effectively to drive results. But how? The answer lies in setting goals based on measurable objectives. Clear, quantifiable goals serve as a roadmap to guide your team’s efforts and provide a means to assess their progress.  This checklist outlines essential milestones for the first 90 days after the tool’s rollout. You can leverage these milestones to set team-wide goals, monitor engagement, evaluate results, and foster continuous improvement. Objective: (30 days in) Are they using the tool?Track how well your team is getting along with cadences:Daily People Targets: Adding a consistent number of people to cadences per day ensures your reps are working enough people to reach their weekly and monthly goals. Baseline: 5 Use the Team Productivity Analytics Page to track: Cadence Completion Metrics: Completed Steps

Picture this: you’ve just wrapped up a task and want to send an update to stakeholders in a deal. It’s a simple, informational message that doesn’t require a response, but you need to send it to multiple stakeholders, which can be time consuming.  That’s when BCC (blind carbon copy) becomes your go-to tool. Salesloft allows you to send one-off emails to individual stakeholders, from the People Page. To ensure multiple stakeholders get the message, you can leverage BCC.  With BCC, you can send one-off emails to multiple people without making it feel like a mass communication. It’s a perfect solution for sending out quick updates, reminders, or announcements to a group, all while maintaining privacy and avoiding inbox clutter.  Best Practice Tips:Use BCC for emails that don't require a response Avoid overusing it. BCC is great for efficiency, but overusing it can come off as impersonal. Save it for situations where it’s truly necessary to send one-off messages to a group without creating

Managing time and efforts effectively is crucial to driving success. However, with various tasks piling up, cadence due dates approaching, staying organized can feel like a challenge. That’s where Rhythm comes in! Salesloft Rhythm offers a default workflow that can help you start your day with a clear plan. This workflow lives on your Salesloft homepage, and organizes your tasks into three Focus Zones: Rhythm, Cadence, and Close.  Each Focus Zone provides insight and resoruces that are helpful for different aspects of your workflow. By understanding the purpose of each Focus Zone, you can optimize your workflow to enhance the way you engage stakeholders and progress deals.  Here's some tips for leveraging each Focus Zone to optimize your workflow: The Rhythm Focus Zone: Streamline Your Task ManagementThe Rhythm Focus Zone prioritizes tasks that directly contribute to your sales cycle. Use the Rhythm Focus Zone to:Remain focused on high-impact actions Locate one-off tasks: Use the Sourc

Picture this: you’ve just had a productive meeting with a prospect and you’re feeling optimistic about the potential partnership. But as days turn into weeks, you wonder—how do you keep that momentum going and ensure the opportunity doesn’t slip away? Enter the Deal Progression Cadence.  A Deal Progression Cadence prompts you to engage the prospect to keep the conversation moving forward, and ultimately, advance to the next stage of the deal cycle.  Here are some tips for crafting a Deal Progression Cadence to re-engage lost deals:  Start with a recap email  Make the first step of your Deal Progression Cadence a recap email. Summarize key takeaways from your meeting and outline next steps.  Here’s an example email template: Hi [Prospect's Name], I hope this message finds you well! I wanted to take a moment to thank you for our conversation earlier today. I really enjoyed discussing [specific topic or key point discussed] and learning more about [Prospect's Company]’s goals. Here’s a qu

Picture this: You’ve spent hours crafting the perfect cadence, hitting send, and eagerly waiting for your inbox to light up with replies. But days pass, and the results aren’t quite what you expected. What went wrong? Is it your messaging, your targeting, or something else?  For Full Cycle Sellers, cadence performance can often feel like a mystery. But with the right Key Performance Indicators (KPIs) and benchmarks, the answers can become more evident. Let's walk through the key metrics that can turn confusion into clarity: Bounce Rate (2%)Imagine sending emails, but they never reach your prospects. That’s exactly what happens with a high bounce rate. A bounce rate over 2% means something’s off—whether it’s outdated contact information or invalid emails, your message isn’t getting through. The fix: It’s time to dig deeper. Check your data sources, consider refreshing them, and explore other channels to reach your prospects. Think of it as rerouting a letter that’s been sent to the wron

If your team uses custom forecast categories or stages to forecast deals, you’re already taking steps toward a more personalized and effective sales process. But did you know you can further enhance your forecasting experience by customizing your rollup metrics to reflect these unique fields?  Here’s how you can take the default setup and fine-tune it to match your team’s workflow, giving you better insights and more accurate forecasts. 1. Customize Your Forecast Categories and Rollup MetricsMany teams prefer using custom picklist fields or stages to forecast, rather than sticking to the default categories. This allows for greater flexibility and a more accurate reflection of where deals stand in your pipeline. Key question to ask your team: Do you use stages or a custom picklist field to forecast deals instead of the standard forecast category? If the answer is yes, here’s what to do next:Create rollup metrics for each value in the field you’re using. This ensures that the numbers you

Sometimes, a deal slips away—a prospect chooses a competitor or decides to delay their decision. But that doesn’t mean the opportunity is gone forever. A Closed/Lost Nurture Cadence is your chance to keep the door open. A Closed Lost/Nurture Cadence prompts you to send thoughtful, periodic check-ins and valuable content to stakeholders 6-12 months after the lost or stalled deal. Staying engaged with stakeholders keeps the relationship warm and allows you to position yourself for the moment they’re ready to revisit the conversation. Here are some tips for Crafting a Closed/Lost Nurture Cadence to re-engage lost deals:  Start with Gratitude Your first email is a perfect opportunity to thank them for their consideration. Let them know you appreciate their time and that you’re committed to staying in touch for future opportunities.  Here’s an example email template: Hi [Prospect's Name], I hope this message finds you well! I wanted to take a moment to thank you for considering [Your Compan

Just handed off a new customer to Customer Success and want to ensure that key contacts stay informed? Kick off a  year-long cadence!  A year-long cadence is a structured, recurring engagement plan that helps you engage and support customers throughout the entire calendar year.  This cadence ensures that your most important contacts stay equipped with the latest tools and information.  Ready to make this happen? Let’s take a look at the year-long cadence structure: Day 1:Step 1: Email Introduction Step 2: Connect on LinkedIn Day 4: Step 3 | Email: In-thread follow up email with access to all resources at their disposal Day 20: Step 4 | Other: Use this step as a 1-month checkpoint. Any actions needed? Day 32: Step 5 | Email: New thread with helpful resources. Is there anything they need help with? Day 64:Step 6 | Other: 3 Month Checkpoint. Is there a need to kick off any low usage Cadences? Day 68:Step 7 | Email: Value add email, updated list of upcoming webinars and resources Day 86:St

The creation of our Cadence Committee was a direct result of our Cadence Library Cleanup Initiative. As we worked to streamline and optimize our existing cadences, it became clear that a more structured, data-driven approach was necessary to maintain ongoing improvements and ensure that our internal teams were leveraging the best possible strategies. It all started when the leadership team realized we needed a more focused, data-driven approach to improve prospecting efforts across our enterprise sales teams. The solution was clear: create a dedicated committee to spearhead these efforts. But as soon as the decision was made, the real work began—deciding who should be part of this committee and, most importantly, defining its purpose.  Here’s how we did it: Selecting the Right TeamWe knew from the start that assembling the right mix of people would be critical. To get a broad perspective, we began by inviting the sales leader from each regional group and asked them to nominate 1-2 of t

Six months into working with customers is an ideal time to evaluate their platform usage and identify areas for improvement. This touchpoint provides an opportunity to review their progress, offer personalized recommendations, and enhance their experience moving forward. A structured 6-Month Check-In Cadence can help you engage customers to ensure they are fully utilizing the platform. Ready to make this happen? Let’s take a look at the 6-Month Check-In Cadence structure: Day 1: Step 1 | Email with Call to ActionSend an email to keep the conversation going. This email should have a clear call to action (CTA), such as scheduling an optimization call to discuss further opportunities. Include a video explaining how the call will benefit them and suggest questions for the customer to consider when booking the meeting. Personalization here is key to keeping their interest. Day 3: Step 2 | Follow-Up Email Send a timely follow-up email immediately after the demo, thanking the customer for the

Customer enthusiasm is great for morale but also offers an opportunity to boost your organization. Leverage customers who recently gave high net promoter scores (NPS) (ex. 9 or 10) as advocates and tap into their enthusiasm! Here’s how you can turn your advocates into even bigger champions of your brand. Determine What Led to the High Score Start by understanding what your customer values most about their experience. Reach out and ask what led to their positive feedback. This shows you care and helps you identify what you're doing right! Thank Them for Being an Advocate Always acknowledge and appreciate customers who go out of their way to give high scores. A simple thank you goes a long way!  Ask for a Review on G2 or Other Peer Review Sites Since they’re already fans, why not ask if they’re willing to share their experience with a broader audience? Reviews on sites like G2 can help build your brand’s credibility. 💬 Example Ask:"Thank you for your fantastic feedback! We’d love it if

Introducing Salesloft Forecast to a sales team that handles multiple opportunity segments can greatly enhance marketing efforts, customer targeting, and overall satisfaction. However, it can also present challenges, particularly in the area of forecasting. Managing forecasts across different opportunity segments while keeping leadership informed with a consolidated view can create complexity and added workload for your team. To help streamline forecasting in a multi-segment environment, here are some best practices for implementing Salesloft Forecast while meeting leadership's needs for clarity and organization:  Create a Unified Segment Start by creating one segment that combines all opportunity types. This unified approach simplifies the process for sales reps, giving them a complete view of their opportunities in a single place. Reps can then focus on the most important tasks without switching between multiple segments.  Develop Dual Forecasts Within this unified segment, establish

If you're experiencing issues with spam labeling, the first step towards improvement is to evaluate your calling best practices and your phone number’s reputation.Today we will explain what your phone number’s reputation is and how leveraging Voice Integrity can keep your reputation in good standing.  That’s right, phone numbers have reputations.You can think of a phone number's reputation like a credit score. If you have a poor credit score, you'll struggle to qualify for major purchases like a house. Similarly, with a bad phone reputation, your calls are more likely to be flagged as spam.Salesloft and other dialer services can assign you new numbers, frequently but swapping them out is akin to opening new credit cards every couple of weeks—it can actually hurt your reputation in the long run.New numbers come with their own challenges. Spammers often cycle through new numbers to avoid detection, making brand-new numbers inherently suspicious. If the very first person you call flags yo

In the recent Salesloft on Salesloft webinar titled "Building a Winning Pipeline," James Peacock, Charlotte Johnson, and John Older shared insights on how Salesloft's tools and processes help teams build stronger pipelines, enhance team collaboration, and close more deals. Here are some key takeaways and best practices discussed during the session: 1. Adapt to Market DynamicsWith the current challenges posed by what’s being called the "Great Growth Squeeze," organizations are seeing elongated sales cycles and increased difficulty in building predictable revenue. This means it’s critical to adjust your engagement models and update outdated sales practices to remain competitive. Best Practice: Leverage data-driven strategies to enhance the efficiency of your sales processes. Identify where your engagement model may be falling short and work on updating your approaches to match today’s market demands. 2. Streamline Reps' Workflows to Focus on High-Impact TasksNon-customer-facing activitie

In the recent Salesloft on Salesloft webinar titled "Identify Metrics that Matter," hosted by Kayla Pepperell, Tim, and Chris Dankowski from BOL Agency, they explored critical strategies for identifying and leveraging sales metrics to drive team performance and improve alignment with revenue organizations. Below are some key takeaways and best practices highlighted during the session: 1. Prioritize Deterministic vs. Correlative MetricsDeterministic Metrics: These are easily measurable, surface-level metrics such as reply rates or meetings booked. They provide quick insights but might not tell the full story. Correlative Metrics: These metrics require deeper analysis and reveal hidden patterns in the sales process. For example, measuring how touchpoints impact deal velocity or average contract value can help reveal more strategic insights for driving growth. 2. Understand Marketing and Sales AlignmentOne of the foundational principles in the session was aligning marketing and sales to e

In the recent Salesloft on Salesloft webinar, "How We Use Conversation Intelligence to Master the Sales Process for Managers," David Vertin (VP of Sales and Business Development) and Dana Lark (Senior Manager of Business Development) shared actionable insights on how Salesloft utilizes Conversations, Salesloft’s conversation intelligence (CI) product, to identify coachable moments and drive team performance. Here are some key takeaways and best practices from the session: 1. Establish Consistent Call Reviews from Coaching Don’t Overcommit: Carve out dedicated time to review calls and conversations. It’s better to start small and ramp up the process than overextend and have to scale back. Salesloft Coaching allows managers (and reps) to track and review activities, including calls and conversation recordings. So you can start with only call recordings and expand your listening overtime. Personalize Reviews Based on Rep Tenure: Adjust how often and what kind of calls you review based on

When managing accounts, there are times when you need to quickly send a one-off email to multiple stakeholders—whether it's to introduce yourself as a new rep or provide a timely update. A 1-step cadence can help you to send personalized one-off emails (bulk send) to multiple people simultaneously. This ensures everyone receives a tailored message without compromising on time or effort. Here’s how you can create a 1-step cadence for sending one-off bulk emails:Create a new cadence and name it.  We recommend giving your cadence a name that reflects its purpose. For example, you could name it “Quick Update.” Add an Email Step to the Cadence.  Since this is a 1-step cadence, you'll only need to create one action. This step will serve as the core of your cadence—an email step where you introduce yourself to stakeholders. Compose your Email In the email composition window, compose a personalized email. Note: You will still have the option to update the email before you send it. Here are

Play Frameworks offer a foundation for signal-to-action sales strategies by providing pre-built workflows based on common sales best practices. Using the out of box Play Frameworks is a great way to get your team started with Plays. But it probably won’t take long to realize that the standard plays could be improved to fit your team’s needs and processes. To take your Plays from the introductory template to a workflow tailored to your team, customize your Play Frameworks. Saleslofts admins create and set up Play by customizing your team’s Play Frameworks, you can ensure that your team is performing the actions that lead to results and meet your objectives.  Let’s dive into some tips for customizing Play Frameworks:  Define Your Team Objectives  Before diving into Play customization, start by clearly defining your team objectives.  Ask yourself: ‘What should this Play help my team achieve?’ Whether the answer is lead generation, opportunity acceleration, or nurturing existing clients, y

By combining the automation of Cadences with the personalization of Plays, you can streamline and enhance your engagement strategy– and strike a balance between personalization and efficiency. Here’s how you can combine the Cadences and Plays to enhance your engagement strategy:  Set Clear Objectives Before you begin aligning your Cadences and Plays, ensure you have clear objectives. Are you looking to generate leads, nurture prospects, close deals? With a clearly defined objective in mind, you can identify the areas of focus for your team.  Clear goals will help guide your strategy so you can ensure that every interaction is purposeful and moves the prospect closer to a decision.  Start with a Strong Cadence Cadences help automate your communication flow, ensuring consistent follow-ups. By creating a well-structured cadence, you can guide your prospects through a sequence of touchpoints without losing momentum. Check out our tips for creating effective cadences.  Integrate Plays to Pe

Salesloft Cadences help streamline your sales process, but the real magic happens when you dive into the analytics.  By analyzing your Cadence performance, you can refine your strategy, boost engagement, and ultimately, close more deals. Here's how to make the most of your Salesloft Cadence analytics:  Set Goals to Guide Your Analysis Before you start analyzing metrics, you’ll want to set clear objectives. Whether you’re looking to generate leads, nurture prospects, or close deals, defining your team’s objectives will guide your analysis and help you focus on the most relevant metrics.  You can leverage Salesloft Coaching to define and set clear goals for your team. Then, use those goals to analyze and gauge Cadence performance.  Tip: Align your Cadence goals with broader organizational objectives to ensure consistency and focus.  Monitor Key Performance Metrics Salesloft offers a wealth of data, but each metric offers insight for a different use case.  To gauge the effectiveness of yo

For years Salesloft users have leveraged Cadences to create consistent workflows. With Cadences alone, we’ve seen our customers increase outbound engagement.  Now, we’re still a huge fan of Cadences, so we had to ask ourselves, how can we make this even better?  Answer: Plays Salesloft Plays use the actions from a potential buyer to prompt user actions. When you leverage Plays and Cadences together, you produce a complete workflow.  Here are some examples of Cadences and Targeted Plays to enhance your existing Cadence workflows: 1. Lead Nurturing Cadence with Targeted PlayImplement a nurturing cadence to automate follow-ups with cold leads. When a lead interacts with your content—like clicking a link or downloading a resource—trigger a Play that sends a personalized email. Highlight how your solution meets their specific needs based on their activity, keeping your outreach relevant and engaging. 2. Multi-Touch Cadence with Persona-Based PlayUtilize a multi-touch cadence incorporating e

Changes in the workplace can be challenging to navigate, especially when the change requires you to step into new territory.  Factors like organizational restructuring and increased hiring may result in opportunity handoffs, where a new rep is brought in to manage an existing opportunity.  In these cases, many reps opt for sending a quick email introducing themselves, however, without a proper strategy, you can risk the deal fizzling out before you’ve been given a chance to work your magic.  Setting up a New Rep Intro Cadence can transform your introduction into a strategic advantage and allow you to position yourself as a trusted advisor.  Here’s how you craft one: New Rep Intro Cadence ObjectivesEngage with key contacts and decision-makers and turn initial interactions into meaningful opportunities. Target AudienceMain POCs: Your primary contacts in each account Decision Makers: Additional influential figures crucial to the sales process Best PracticesKickoff with Value: Start your f