SalesLoft rolled out its winter release before Christmas.  The lead feature was their Coach to Close functionality that provides frontline managers with “visibility into the specific sales stages where their sellers need the most help.”  Coach to Close aids managers in identifying and proactively coaching reps on the deals that are critical to exceeding quarterly targets.

Coach to Close analyzes stage-to-stage conversion rates at the rep and team level, helping managers identify where deals are being lost and then “quickly drill down into each deal to proactively coach reps through those problem stages.”

“There are always a handful of deals that make or break a quarter.  Helping your sales reps progress and close those deals is your number one priority as a sales leader,” said SalesLoft CRO Steve Goldberg.

Coach to Close provides Deal Analytics (i.e., team and individual conversion rates), a Deal Activity Timeline that tracks account engagement across the buying cycle, and Deal Details that summarize communications, including email, phone, and recorded videos.  

“We are giving our customers the power to unlock and understand their sales data. With outcome-driven reporting and AI/ML-based activity prioritization, sales managers can now spend their time in the areas that will generate the most impact.”

Frank Dale, SalesLoft VP of Product

The other central element in the winter release was integrated support for Microsoft Dynamics 365.  Sales reps can log emails, calls, LinkedIn activities, and other cadence steps directly from MSD.  The Dynamics integration is now generally available.

“Dynamics customers are asking for help as they transform to a digital selling motion,” said Goldberg. “This integration allows companies to leverage all the data in their Dynamics instance to more effectively and efficiently prospect and sell to their customers.”

Other new winter release features include

• Multi-touch cadence workflows that allow reps to communicate across multiple channels at the same time.  For example, a sales rep can send an introductory email and then Connect on LinkedIn.  Users can run the steps in any order, and emails can be scheduled for later in the day.
• Bulk edits in workflow management to quickly update users.
• Filter by Salesforce Opportunity Data lets users filter and sort recorded conversations by Opportunity Stage or other variables.  Users can “easily leverage Salesforce Opportunity data to identify milestone conversions, filter and save views, or access recordings directly from the Opportunity view with our new unified workflows.”

Integrations with Zoho CRM and Qotient talk tracks are coming soon.

November integrations included 6Sense (account data and insights), MonsterConnect (outsourced dialing team), and Vertify (CRM and MAP lead reply analytics).