SalesLoft EOY Enhancements

An Opportunity Smart Panel provides direct access to Salesforce Opportunities.
An Opportunity Smart Panel provides direct access to Salesforce Opportunities

Sales Acceleration vendor SalesLoft added two new integrated features at the end of last year.  From a SalesLoft smart panel, sales reps can view, edit, create, and one-click access Salesforce Opportunities.  SalesLoft also added a “log emails from anywhere” feature which captures prospect and customer communications from mobile devices.

Integrated Salesforce Opportunity data provides greater conversational context by surfacing current and historical opportunities and associated information.  It also reduces the workflow involved in toggling between applications and rekeying key details across platforms.  Bi-directional synching ensures that “opportunity status and stages synced as you’re engaging with your prospects and customers.”  SalesLoft also supports one-click new Opportunity creation functionality.

“Opportunities are both a core component of your sales cycle and a leading indicator of the success of your revenue team.  Your SDRs are hustling to create them, your AEs are actively working them and bringing them over the line, and your success team is keeping your customers happy and renewing them.”

  • Product Marketing Director Chris Murphy

The new email synching feature helps teams “log all email activities from their connected email accounts regardless of the device that it was sent from or whether they ‘loft’ their emails from Gmail or Outlook.”  Admins control which team members are logged and can choose which domains to capture.

“So, for example, we will automatically prevent emails sent to your company email domain from being logged as activities as well as those “pick up milk on the way home” reminder emails sent to your personal email address,” said Murphy.

Administrative Control Screen for Email Synching.
Administrative Control Screen for Email Synching.

SalesLoft also announced an extended partnership with Vidyard which provides freemium recording and transmission of videos from within SalesLoft.  Sales reps may attach video “selfies” to emails and email templates which display a custom video image. The integration also supports video playlists, making it easy for reps to include topical videos which address customer questions or concerns.  Vidyard maintains view analytics, providing sales and marketing information about who watched and for how long, helping sales reps hone both messaging and identifying which videos are connecting with prospects.

SalesLoft claims significant improvements in response and bottom line impacts from including video in the communications mix:

  • 8X higher response rates
  • 5X higher click-through rates
  • 20% higher close rates
  • 30% larger annual contract values

“We all know you can’t simply communicate through a single channel,” said VP of Product Strategy Sean Kester.  “However, when paired together in an intelligent combination of communication channels, process, and technology will ultimately increase conversion rates.”

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