SalesLoft added enhanced LinkedIn SNAP messaging tools to its sales engagement services. Sales reps can now send InMails, request connections, submit introduction requests, and conduct research from within SalesLoft and Salesforce. These steps can be built into SalesLoft cadences.
“According to our data science team’s research on derived cadences, more than half of all steps outside of email and phone in SalesLoft cadences are already LinkedIn actions,” blogged SalesLoft Product Marketing Manager Sunshine Levin. “The ability to incorporate LinkedIn Sales Navigator social selling steps from within SalesLoft is important to you, and we listened!”
At SalesLoft’s 2018 Rainmaker event, Doug Camplejohn, VP of Product Management Sales Solutions at LinkedIn, cited LinkedIn research concerning InMail efficacy. While emails have only a 3% response rate, InMails average a 15% response rate. Even more impressive, the best sales reps can achieve greater than a thirty percent response rate.
“LinkedIn-specific steps help salespeople stay focused, do less application switching, and deliver a better sales experience,” said Levin. “The TOPO 2017 Sales Development Touch Report states that more than 80% of sales professionals are leveraging the triple-touch approach of email, phone, and LinkedIn in their sales cadences. Furthermore, over 50% of touches outside of email and phone are through LinkedIn.”
Reps must have active Team or Enterprise Sales Navigator accounts in order to take advantage of this new feature set.
Also new to SalesLoft is a Zipwhip app which allows reps to insert text messaging steps into their cadences. Texts can also be sent and received from a business phone from within SalesLoft. Inbound and outbound messages are grouped into conversations and displayed as part of the contact’s activity feed.