Prior to SalesLoft’s Rainmaker user conference, their VP of Product Marketing Sean Kester provided me with a demo and overview of the enhancements to their Account Based Sales Engagement Platform. The key product announcement is their new Live Call Studio which allows managers to monitor outbound calls. The firm will also be demonstrating enhanced Salesforce and Gmail connectors which support sales engagement intelligence and the Twilio dialer.
Amongst their new partners are Zoominfo, TalkIQ, and Vidyard which will provide company and contact details, call transcription, and video messaging services.
The other new feature is a “Draft on Behalf” service that allows reps to create emails to be sent from executive inboxes.
SalesLoft closed on a $15M Round B last month. The firm said that the funds would be used towards product, marketing, and opening an office in San Francisco. The 2017 product focus includes improved orchestration between sales, marketing, and supporting executives; enhanced insights and reports; expanded governance tools; role based workflow assignments; greater connectivity; and enhanced analytics.
Call Studio provides live coaching and feedback to help managers shape a consistent message. Call Studio assists with new hire training as well as upsell and cross-sell training for more experienced sales staff. The Studio displays a set of conversational tiles which track all current calls along with duration and participants. A manager can listen in on any call and provide feedback afterwards, whisper advice into the rep’s ear during the call, or join the conversation. Managers and trainers do not need to be at the same location as the Sales Development Reps (SDRs). Conversely, reps can digitally raise their hand if they need assistance and will feel more confident as they ramp up.
Kester noted that “Front line sales is one of the most difficult positions in a business. Live Call Studio reduces on-boarding time, coaching time, and increases rep effectiveness with the ability to coach from anywhere. Live coaching can quickly identify learning and advancement opportunities so that reps can stay motivated and be more productive.”
Call Studio will officially be launched at their Rainmaker conference during the first week of March and is currently live at ten accounts.
Draft on Behalf
SalesLoft will also be unveiling an as yet unnamed “Draft on behalf ” service which allows sales reps to write an email to be sent from company execs. The note includes subject, message, and recipients. The rep also provides an explanation of the request.
Once written, the CxO is sent an email with an overview of the request and a button to open the message. Executives can also view pending messages stored in a “Requests” tab queue.
The “Draft on behalf” feature will initially be available in Gmail with plans to extend the service to Outlook down the road.
Recently enhanced connectors include SalesLoft Connect in Gmail and Salesforce. The Gmail Connect tool displays SalesLoft in a new right-handed sidebar. SDRs can click-to-dial from within Gmail and view the live feed for the prospect. Other SalesLoft Connect for Gmail features include contact search, launching emails, and adding the message to SFDC. The contact profile includes a set of functions including
- Add or remove from a cadence (templated SDR multi-channel messaging workflows)
- View recent notes and activity
- Flag as Do Not Contact
- Link to social profiles
- Open and edit SalesLoft profiles
- View additional contact information
Connect in Salesforce is both Classic and Lightning-ready providing access to SalesLoft Cadences within SFDC. Features include the contact profile, SalesLoft Dialer, Cadence view, prospect activity view, and bi-directional synching between SalesLoft and Salesforce.
Finally, SalesLoft will be showing off three new ecosystem partners at Rainmaker. SalesLoft looks for partners that will offer a freemium strategy within their service, so that even SMBs can obtain benefits from SalesLoft partnerships.
Vidyard supports quick custom videos which help “humanize” SDR emails along with video playlists. Thus, an SDR could attach two short demos and a personalized introductory message. According to Kester, “adding a highly engaging video thumbnail to your email cadence in SalesLoft will help your emails stand out, boost click through rates, and send response rates soaring.”
Vidyard tracks which videos were watched and notifies sales reps.
Free Vidyard allows users access to all their features with limitations on the total number of videos hosted in their libraries along with some sharing limitations. The paid version offers a more robust library, organization, and hosting feature set.
TalkIQ provides integrated call transcription. Features include a summary tab, cross-call searching, audio clips, and coaching commentary. Premium features include analytics and admin-defined algorithms that automatically pull calls based on specific criteria. These calls will be displayed in a premium dashboard.
From within Chrome, users will have access to Zoominfo’s ReachOut connector which provides in-context account and contact information to SalesLoft. For example, an SDR could identify the perfect contact in LinkedIn, use the ReachOut extension to obtain contact information, and send company and contact details to SalesLoft to begin a cadence.
Note: SalesLoft is one of the four Account Based Sales Development services covered in my new 2017 Field Guide to Sales Intelligence Vendors. Zoominfo is also profiled.