SalesLoft: Sales Engagement for WFH Sales Teams (Part II)

Continuing my conversation with Sunshine Levin (Part I), Director of Customer and Analyst Relations at SalesLoft. One of the key features of Sales Engagement Platforms is cadences (aka sequences) which automate a set of outbound, multi-channel communications and monitor the response.

SalesLoft Cadence & Activity Feed

Because cadences are automated, reps do not need to schedule most tasks.  Instead, next steps are automatically tracked, and current activity is recorded and synced with Salesforce.  Furthermore, SEPs monitor response rates and support A/B testing. Levin recommends that admins review reports and dashboards to determine changes in the efficacy of tactics and messaging.

Another benefit of activity tracking concerns management visibility into sales rep activity and prospect engagement.  In the current environment, where family members may be ill, and children are at home, managers need to be sensitive to each rep’s situation and not focus on traditional productivity metrics.  To assist with planning, SalesLoft offers prioritization tools such as Hot Leads and a Pipeline View, their newly introduced, native offering resulting from the recently acquired Costello solution: 

“For Salesforce users,  SalesLoft Deals can give you a holistic view of everything that matters when managing a deal.  Within SalesLoft Deals, Pipeline View will help your team prevent opportunities from slipping through the cracks, while Deal View can facilitate coaching and strategy conversations about opportunities during one-on-ones.  Finally, keep an eye on deal health by reviewing Deal Gaps to identify opportunities that may be slipping and what you should do to get deals back on track.”

SalesLoft Blog

Live Call Studio and Conversation Intelligence allows managers and trainers to listen in on sales calls, whisper suggestions to the rep, and join calls.  These tools are particularly valuable for new reps that may have had little face-to-face training before offices were closed and for target accounts where reps are looking for additional assistance on major deals.  Calls may be recorded, transcribed, and analyzed, providing a basis for call post-mortems and training. Automated indexing allows reps and managers to review critical points (e.g. Next Steps, Pricing, Competitors) afterward.  Analytics also assess engagement (was it a true back and forth or a few comments with long monologues) and calculate the frequency of filler words. Playlists provide a library of sales best practices, allowing new hires to listen to snippets around product, pricing, competition, objection handling, etc.  Should a rep have difficulties on a topic, she can forward a conversational snippet to the appropriate expert or subject owner (e.g. manager, product marketing, customer support) for feedback. Conversational snippets present the voice of the customer to the subject matter expert, providing an unfiltered view of the question or concern.

Leaderboards help encourage healthy rivalry between reps.

SalesLoft noted that home Wi-Fi connections could be spotty, so reps may need to connect through their router directly.  A second option is to set up call passthrough where the call is initiated from a mobile app or the browser and is handled as a mobile or landline call.  Call passthrough provides an alternate, higher quality channel while recording both sales activity and conversational intelligence.

SalesLoft’s platform has matured from a Cadence service to SDRs to a broader sales engagement platform that supports account execs, customer success managers, and WFH use cases.  The core cadence feature set is now accompanied by conversational intelligence, enhanced analytics, and deal management tools buttressed by a growing ecosystem of application partners.

SalesLoft: Sales Engagement for WFH Sales Teams

I had the opportunity to discuss the benefits of using Sales Engagement Platforms (SEPs) for work from home (WFH) staff with Sunshine Levin of SalesLoft.  Levin emphasized that many Sales Engagement tools assist remote sales reps and managers.  SEPs help with sales productivity, activity and account prioritization, sales messaging, activity capture, pipeline analytics, and rep coaching.

Levin was recently promoted to Director of Customer and Analyst Relations and had expected to be discussing SalesLoft’s new product positioning and product packaging at their March REV2020 conference.  Instead of greeting 2000 customers and prospects in San Francisco, the firm conducted its keynote session virtually and is now communicating their value proposition in a new work environment.

At the heart of Sales Engagement Platforms are multi-channel cadences that provide a multi-step approach to establishing an initial relationship with prospects.  Reps are not only working from home but so are most of their likely targets. Thus, cadences and messaging should be adjusted in the near-term. Reaching out to prospects via standard channels is likely to be low yield due to WFH, so diversifying communications across multiple channels such as phone, email, social, SMS, and tactile (swag and e-gifting) make sense.  

Also, with prospects at home feeling isolated, personalized one-to-one videos are likely to be even more effective.  Reps can insert personal videos into emails or social links. SalesLoft research indicates that videos from Vidyard, Videolicious, and VidGrid generate two to three times the email open rates versus general emails.

While Sales Engagement Platforms offer templated emails, they are more effective if  personalized. SalesLoft’s research found that 20% personalization is optimal.  Personalization helps refine the message for each client and conveys authenticity.  It also allows reps to modify their messaging around the current work, health, and economic environment.

SalesLoft, along with many of its peers, offers LinkedIn SNAP connectors, which are integrated into cadences.  Reps can send InMails, request connections, submit introduction requests, and conduct research from within SEPs and CRMs. 

“LinkedIn-specific steps help salespeople stay focused, do less application switching, and deliver a better sales experience.”

Sunshine Levin, SalesLoft Director of Customer and Analyst Relations

SalesLoft now supports LinkedIn’s Data Validation Flag, which warns users that a contact is no longer at a company listed in the CRM.  If the company differs between LinkedIn and the CRM, a “Not at Company Flag” is written to the CRM. The flag is displayed to the rep and available as a trigger for contact clean-ups and removal from marketing campaigns.  SalesLoft automation rules can then trigger workflows based on whether a buying committee member has left or whether an admin or champion at a customer has changed jobs. These insights help reps evaluate whether an opportunity may be in jeopardy, the likelihood of closing this quarter pushed out, or they need to move quickly to identify new buying committee members or champions.

“Customers leveraging LinkedIn Sales Navigator Data Validation are now able to use real-time insights to influence critical workflows when their prospects and customers change jobs,” said SalesLoft CMO Sydney Sloan.  “Ultimately, this saves time spent reviewing customer data manually, and it will increase the quality of all opportunities as salespeople progress through the buying cycle.”


Continue to Part II of this discussion.

Working at Home — Ideas from Tech Companies

Over the past few days, I’ve suggested ideas for maintaining pipeline and maintaining a positive and constructive outlook. This is now looking like it will last through the spring and potentially into the summer, so let’s be open to new ideas, practices, and routines.

I collected some ideas from those in the tech industry that I follow.

SalesLoft

In this morning’s team meeting the EMEA SalesLoft team discussed how we can keep the culture and mental wellbeing at the forefront while we work remotely…

We are having a daily stand up for 15 minutes, virtual team lunch on a Wednesday and virtual Friday drinks. We are making sure we put time aside for exercise and doing the things we love. We are being mindful of continuing to share ‘glass half full’ stories. We are also looking into what we can do to help with the bigger issue that people are facing in regards to the Corona Virus – local charities, food banks, the elderly.

Ollie Sharpe, SalesLoft VP of Revenue, EMEA

TOPO

A TOPO study of 350+ marketers indicated that only 16% of firms see a significant impact to their pipeline, 64% see a moderate impact due to coronavirus.  The biggest impacts are due to canceled events (87%), corporate travel bans (64%), buyers working from home (53%), and prohibitions against face-to-face meetings.  Only 27% cited buyers not booking meetings and frozen buyer budgets (22%).

TOPO survey (N=350)

ClickZ

Research conducted in 2018 by the Center for Exhibition Industry Research  indicated that B2B marketers who participate in industry events allocated nearly 40 percent of their budgets to exhibitions and industry shows, almost five times more than the 8% spent on online marketing.

Even if only a small fraction of the events’ budgets is shifted to online marketing, it would translate into a massive growth in web marketing.

The major advantage of digital marketing, besides the fact that it does not require face-to-face interaction, is that it is measurable. Marketers can quite easily obtain a good picture of their spending return on investment (ROI), and of which activities generate the highest number of quality leads and at what expense.

Assuming that many marketers will have some extra free time, especially those who will have to go into home isolation, they are advised to use it to review their online marketing strategy and redefine their marketing messages.

Dan Gerstenfield, Interteam Content Services

David Brock

It’s time to pick up the phone. No texts, no emails, no social platforms. Pick up the phone and talk to someone. You are probably dealing with some of the same issues that come with physical separation.

It’s not the time to pitch people, it’s the time to show that you care–about them. It doesn’t have to be a long conversation, but ask them how they are doing, ask how they are keeping engaged and productive, share some ideas.

All of us share in this experience. Each of us is figuring things out. We can learn from each other, at the same time feel more connected.

David Brock, Author of “Sales Manager Survival Guide”

Sirius Decisions (Forrester)

  • Create a task force. Except in very large companies or those with specific types of risks, most companies do not have a dedicated crisis response team, and many have never created even a bare-bones crisis communications plan. Now is the time to do so. Bring together functional leaders from across your organization to begin identifying and prioritizing issues, with all major functions and regions represented. The senior communications leader is usually at the helm, and in some smaller organizations, the effort may be led by the CEO. Other participants will likely include human resources, legal counsel, operations/facilities, sales and customer service leaders, and various marketing/communications disciplines that are either directly affected or will be involved in delivering information to audiences. Each individual should have a clear understanding of his or her specific responsibilities.
  • Prioritize issues of greatest urgency. Ensuring the safety of employees, customers and other stakeholders is obviously the priority, and external guidance from public health experts will be important to understand what these issues are…
  • Develop a protocol for emergent situations. Obviously the plan should lay out a set of actions the organization will take immediately, based on what is known today. However, the situation is fluid and it’s not possible to know with certainty what the situation will look like in a month or six months. That’s why it’s important to have a protocol for addressing new situations as they emerge… 
  • Prepare the communications engine. Providing transparent and ongoing communication is the hallmark of good crisis communications. The communications team needs to analyze the types of communication that will be needed to support a variety of scenarios. One of the most challenging aspects of crisis management is the need to create a wide range of critical content, have it vetted by legal and pushed out through channels as quickly as possible. Create templates for common types of content and stub content that can be built-out as needed. Set up an expedited legal vetting process and work with digital teams to identify how content will be conveyed through the company’s owned channels (web site, social, communities). Also prepare spokespeople – from the CEO to the receptionist, with concise answers that can be given without additional approvals or escalation paths.
  • Map communications strategies to audiences. SiriusDecisions always recommends starting with an understanding of the audience, and crisis response is no different…
  • Maintain open communications with employees. A large percentage of the workforce will face some kind of disruption to their normal routines or even their income…One of the first priorities should be to plan for how communications will flow internally: the channels and cadence that employees can expect, as well as where to go if the normal channels (which may occur in a face-to-face environment) are not available. Also remember that employees are a channel, and if you enable them with content, they can extend the reach of your information and credibility with audiences. [Full Text]

Resources

Outreach: Growth through Redefinition

Sales Engagement Platform Outreach, which is enjoying significant growth and good press, has twice had to redefine itself.  The first time was a pivot from supporting recruiters to sales reps.  The second redefinition was cultural – reshaping its male-centric, burn-the-midnight-oil culture into a more inclusive, hospitable environment.

Forbes estimated Outreach revenue at $70 million in its last fiscal year (January 2020) up from $38 million in fiscal year 2019.  The firm is considering a direct IPO, but views that event as several years out.  In the meantime, “Our goal is to take Outreach and become a large, independent company,” says DFJ Growth partner Sam Fort.

Outreach’s initial sales were mostly into tech firms such as DocuSign, where the software saves reps at least ten hours per month by streamlining and improving sales communications.  “You have to land tens of thousands of customers and you can’t do that with a team of 100 people cold calling,” says DocuSign CRO Loren Alhadeff.  “Your best bet is to find a way to make your touches more important and more pertinent.”

Medina sees the opportunity as much broader and believes only 1% of the market has been tapped.  Sales engagement may even expand beyond B2B sales functions and support higher-end consumer sales roles such as financial advisors and mortgage brokers.

The path to success has been rocky.  The firm began in the recruitment space and was nearly bankrupt when it began marketing some internal sales tools it developed.  Outreach has also had problems with employee churn due to rapid hiring, a difficult winner-take-all pace that burned-out staff, and a male culture that permitted “sexually charged jokes.”

But Medina, an Ecuadorian immigrant, realized that cultural change was necessary.  “I don’t come from central casting.  I’m not an old white guy from Silicon Valley,” he said.  “I know what it’s like to be marginalized, so I take this to heart.”

To address these problems, the firm released managers that promoted the negative culture, centralized sales teams so that reps could learn from each other, and hired Anna Baird as COO.  Baird has focused on hiring and building an inclusive culture where “everyone has a fair shot.”

The executive team is now 40% female with a goal of parity.  “This is not a checkbox for me,” said Medina.  “This is the life I want to live.  I want to be surrounded by people who want to feel included, who are doing their best work with peers that they love and respect.”

Cancels Unleash 2020 (Covid 19)

SalesLoft and Outreach both made difficult decisions this week, canceling planned user conferences. SalesLoft aborted its Rev2020 conference, which was to open today, and Outreach scrubbed its April Unleash show.  Adobe, Zendesk, and Shopify also canceled events, while Twitter and Facebook pulled out of SXSW.

We have been closely monitoring the rapidly evolving situation regarding COVID-19 (Coronavirus). Our first priority will always be the health and safety of our community, employees, customers, and partners. After careful consideration of the developing situation, we have come to the incredibly difficult decision to cancel Unleash 2020 scheduled for April 7-9. 

Unleash is my favorite event of the year. I love having the chance to meet with all of you and share in the excitement of what’s to come. It’s with a heavy heart that we made the decision, but we believe your health and safety should come first, no matter what. 

Outreach CEO Manny Medina (March 3, 2020)

SalesLoft will still be presenting its opening keynote, but as a virtual presentation on Tuesday.  Outreach is planning a virtual event and twelve-city Unleash Summit tour later this year.

Vendors invest millions in marketing dollars hosting their own events. It is an excellent opportunity for them to build their brand, promote ecosystem partners, roll out their roadmap, provide specialized training by job function and role, expand their organizational presence at current accounts, and convert prospects to customers.

Quora: Do salespeople keep track of their sales activity log?

Sales reps are expected to keep track of their activities (both previous activities and future tasks). Fortunately, Sales Engagement Platforms (SEPs) such as Outreach, SalesLoft, VanillaSoft, XANT, Yesware, and ConnectLeader do most of this automatically. As touches are completed, they are automatically logged to the SEP and synced with the CRM. The SEP also tracks outcomes (call answered, voicemail drop, email view, email click-through, etc.), records and analyzes calls, and offers recommendations (best practices, next best actions).

This is a fairly new category of software which is mostly used in technology sales but beginning to extend into other B2B categories. Initial functionality focused on Sales Development Reps (SDRs) but richer functionality is being added which assists all sales positions.

These platforms set up cadences / sequences of planned activities that include email, phone, social, text, inbound, etc. Throughout the day, the system recommends the next best action. Because much of the work is scheduled by cadences, reps do not need to record most follow up tasks. Cadences include A/B tested email templates, scripts, and schedules so reps can be confident that they are employing a tested strategy. Email personalization is encouraged to improve click through rates and convey authenticity.

Other features of these platforms include

  • Automated meeting setup
  • Inbound call and chat support
  • The insertion of short personal videos from vendors such as Vidyard, Drift, Hippo Video, Videolicious, etc.
  • Recording, Transcription, and Analysis of calls and video meetings. Key moments are indexed for review (e.g. Next Steps, Pricing, Competitors, Feature Analysis, Talk Length and Ratios, Junk Words, etc.) and coaching. Call snippets may be forward to managers for questions (How should I handle this situation next time? Can we support this request?). They can also be forwarded to customer support (what is the status on this problem? Could you open a ticket?) and customer success (Is this feature supported?). Some vendors even support video libraries for training and coaching purposes.
  • LinkedIn Sales Navigator (SNAP) integrations
  • Cadence Pause (e.g. out of office) and Stop (e.g. Meeting set)
  • A/B testing and analytics for Sales and Marketing Operations
  • Opt-out tracking in general (do not contact) and specific (do not contact via text or phone, but email is OK).

If you are interested in evaluating SEPs, I wrote an overview that discusses the value proposition, key features, and questions to ask vendors.

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

LinkedIn Sales Navigator Q4 Release Part II

The new Funding Events Spotlight Filter allows reps to focus on accounts with recent private equity or venture capital funding events.

LinkedIn Sales Navigator rolled out its Q4 release to end-users and admins over the past few weeks. Yesterday, I covered their new data validation flag and Admin tools. Today, I am discussing the rest of the release including new alerts, list sharing, and SNAP (Sales Navigator Application Partner) enhancements.

Sales Navigator added two more Saved Account Alerts: headcount growth and Senior Leadership Hires.

When sharing lists, owners may now designate them view-only or editable.

“List collaborators with edit permissions will be able to add, remove, and comment on Leads or Accounts within a Shared List, and alerts will be sent to collaborators when Leads or Accounts have been added to or removed from a Custom List or when there are new comments on a Custom List.”

LinkedIn Sales Solutions VP of Product Management Doug Camplejohn

LinkedIn added SNAP integrations for Tableau and Power BI.  They also extended SNAP integrations to Oracle Sales Cloud Lead and Account pages (Contacts were already supported).

Teams will benefit from improved TeamLink recommendations on “who to reach out to first for a warm introduction, using connection strength scores based on a members’ interactions.”

PointDrive Roadmap

Finally, LinkedIn teased an improved PointDrive service that will be “deeply integrated” into Sales Navigator beginning in early 2020.  PointDrive provides sales reps with a custom landing page for delivering multi-media content with descriptions and company branding.  The multi-quarter release will streamline access to PointDrive functionality.  However, PointDrive will no longer support shared content.

SalesLoft Leveraging Data Validation Flag

SalesLoft is one of the first vendors to take advantage of the Sales Navigator Data Validation process.  SalesLoft uses the Data Validation flag to notify the SDR or sales rep.  SalesLoft automation rules can then trigger workflows based on whether a prospect on the decision-making committee has left or whether an admin or champion at a customer has changed jobs.  These insights help reps evaluate whether an opportunity may be in jeopardy, the likelihood of closing this quarter pushed out, or they need to move quickly to identify new buying committee members or champions.

“Customers leveraging LinkedIn Sales Navigator Data Validation are now able to use real-time insights to influence critical workflows when their prospects and customers change jobs,” said SalesLoft CMO Sydney Sloan. “Ultimately, this saves time spent reviewing customer data manually, and it will increase the quality of all opportunities as salespeople progress through the buying cycle.”

SalesLoft Acquires Costello

Costello Dashboard within SalesLoft

Sales engagement vendor SalesLoft acquired Costello earlier this week.  Costello, which describes itself as an opportunity management software company, supports quick deal updates, guided selling playbooks, pipeline collaboration, and real-time CRM sync.  Other features include deal management, dashboards, and dynamic note-taking.

SalesLoft said that the acquisition “furthers SalesLoft’s mission to help account executives not only prospect and build pipeline, but manage their day and their deals, from creation through close.”

“Combining Costello and SalesLoft gives all sellers, whether they’re pipeline builders, closers, or responsible for upsells and renewals, a platform to deliver the ultimate buyer experience and close more revenue.  Sales engagement is now the place all reps can start and end their days,” said SalesLoft CEO Kyle Porter.

“Sales Engagement isn’t just about generating pipeline.  It is about all the people who engage with customers and prospects throughout their journey.  We are working with our customers to constantly evolve what sales engagement can do for them.  It now represents the complete workflow application for sellers.  It’s a giant leap towards solving the sales challenges I hear from revenue leaders all the time.”

SalesLoft CEO Kyle Porter

Costello has been available as a SalesLoft application partner since last year.  “The companies will continue to support existing Costello customers, invest and enhance product capabilities, and natively integrate Costello capabilities into the SalesLoft platform,” stated the firm.

Solution matrix posted by SalesLoft CEO Kyle Porter

SalesLoft listed four sales challenges that are addressed by the merged company: updating opportunities, app switching, new hire account messaging, and simplified pipeline review.  

During calls, Costello acts as a “real-time co-pilot” that ensures sales reps ask key questions, handle objections, and tell relevant customer stories.

Costello displays a Deal Dashboard and Deal View from within SalesLoft for pipeline management.  Deal Status elements include deal stage, days in stage, days active, and deal amount.  Costello also calls out Deal Gaps (missing deal fields, days past due), Stakeholders (buyers’ circle with roles and concerns), Call Summary with notes, and a deal timeline.

Costello is SalesLoft’s second acquisition.  They previously acquired NoteNinja which served as the basis for their meeting scheduling and intelligence functionality.  SalesLoft plans to natively integrate Costello functionality into the SalesLoft platform while investing and enhancing product capabilities.

SalesLoft supports over 2,300 companies and has grown revenue 1,000 percent over the past three years.  The firm has 450 employees.

“Sales Engagement platforms have started to make significant progress with sales organizations.  When we look across our dataset of high-growth early-adopters, 69% are leveraging a Sales Engagement platform today. As the sales engagement platform market looks to expand to the more widespread market of sales reps, we expect the platform’s feature set will also expand beyond traditional prospecting channels to serve all the day-to-day needs of the sales rep including enablement, planning and forecasting and productivity.”

Craig Rosenberg, Co-founder and Chief Analyst of TOPO

Financial details were not disclosed.

Evaluating Sales Engagement Platforms: A Guide for Purchasing SEPs

I am pleased to announce that my next enterprise software purchasing report is available through this website and my partners at Tenbound. “Evaluating Sales Engagement Platforms: A Guide for Purchasing SEPs” assists with the purchasing decision of this rapidly developing SalesTech category.

Evaluating Sales Engagement Platforms

Single User License (October Discounted Price)

$495.00

The report is available as both a single buyer license for smaller firms evaluating the sector and as a buyer-committee license for larger firms. The Buyer Committee license covers a team of seven and includes a Word document checklist to assist with the evaluation.

Evaluating Sales Engagement Platforms – Buying Commitee License

Seven-User License (October Discounted Price) + Word Document Checklist

$1,195.00

Report Coverage

The 13-page report covers the following topics:

  • Sales Engagement Platform
    • Definition
    • Value Proposition
    • Core Features
    • Other Features
    • Industry Pricing
  • Purchasing Questions

I also offer detailed overviews of several major vendors:

  • SalesLoft Product Overview
  • VanillaSoft Product Overview (coming October 18)

GZ Consulting / Tenbound reports are independently written and not sponsored by any of the profiled vendors. Michael R. Levy of GZ Consulting wrote this report.

SalesLoft Conversation Intelligence

Sales engagement vendor SalesLoft rebranded its Meeting Intelligence functionality as Conversation Intelligence.  SalesLoft describes four sets of features which help reps schedule meetings and then listen to, understand, and engage with customers and prospects.  SalesLoft supports a broad set of conversation tools including appointment setting; automated recording, transcription, and indexing of calls; time-stamped notes, and call analytics.  This functionality is available for prospect, customer, and internal calls.  Managers, mentors, and trainers can join calls or whisper into a sales rep’s ear.

“Through the evolution of SalesLoft’s platform and user experience, one feature has changed so much that its prior name no longer did it justice,” wrote SalesLoft Head of Community Aly Merritt.  “Meeting Intelligence is now Conversation Intelligence, because sales isn’t just meetings – it’s every conversation and interaction.”

Call recordings can be stored in a training library or shared for coaching or questions.  For example, if a sales rep does not know the answer to a question, it can be forwarded directly to customer support or engineering for a response.

Conversation Intelligence supports both SalesLoft’s native dialer and leading web meeting applications: Zoom, GoToMeeting, join.me, UberConference, Cisco WebEx, and Cisco WebEx Enterprise.

Sales calls come in many forms: prospecting, discovery, demos, stakeholder alignment, and so on.  All of these interactions make up the foundation for the long-term customer relationship.  High-value customer relationships are made possible when prospects feel that the relationship they are entering into is mutually beneficial.

How can you build such a relationship?  By working to ensure your prospects feel heard and confident that you understand their needs.  Work to engage them throughout their journey.  After all, sales doesn’t stop when the deal closes, nor does engagement cease when a seller hangs up the phone.

▪ SalesLoft Product News

SalesLoft said that it is “designed to flex around the needs of the user based not only on their role but also on their preferred workflow.  This empowers SalesLoft customers to offer consistent value at every stage.”

“Sales meetings are the moments in the sales cycle where you have the opportunity to provide the most value for your customers.  As such, they are some of the single biggest opportunities for your team to influence revenue.  It’s where your deals are won and lost,” wrote the firm.  “Despite this, sellers often don’t get the opportunity to improve on this critical component of the sales process.  Combine this with the challenges that face sales leaders around how much time it takes to digest sales meetings, gain visibility into what’s really happening, and be proactive in the deal cycle.”

RambleChat – SalesLoft Partnership

Real-time chats with account owners may be initiated from emails or any other outbound or marketing content which supports URLs.
Real-time Ramble chats with account owners may be initiated from SalesLoft emails or any other outbound or marketing content which supports URLs.

Conversational marketing vendor RambleChat is the latest partner available through the SalesLoft app directory.  Along with real-time website chat, joint customers can embed chat into SalesLoft email cadences. RambleChat then routes sales conversations to account owners “providing a more personalized interaction via chat.”  Joint customers can also employ dynamic fields in SalesLoft to customize greetings with personal and company names.

“The SalesLoft/RambleChat integration gives a whole new capability for marketing and sales teams.  RambleChat is the only chat platform that can instantly open chat from any online source.  Ramble then routes sales conversations to the right account owner — enhancing both demand generation and ABM campaigns.  And now, for the first time, chat can be an integral part of sales plays and interactions in the SalesLoft platform.”

Sean Kester, VP of Platform Strategy at SalesLoft.

Single Click Chat (SCC), RambleChat’s patent-pending technology, extends chat capabilities from the website to outbound communications.  So long as a URL can be embedded, chat conversations can be initiated via a click.  Along with corporate websites, SCC enables chat initiation from LinkedIn, Twitter, Facebook, digital ads, landing pages, blogs, QR codes, and product collateral.  SCC allows sales reps to “meet buyers at the moment of interest.”

Ramble automatically logs chat conversation histories and details at the SalesLoft Account level.  When a user navigates to an account, chat history is displayed under the “Notes” section.  If a SalesLoft user desires more in-depth information about the chat conversation, a URL is automatically provided for the user to click.

RambleChat has been in partnership discussions with SalesLoft since at least March when Ramble CEO Justin McDonald attended SalesLoft’s Rainmaker conference.  Instead of simply building a website chat solution, the firms chose to “build better pipelines by extending chat beyond corporate websites and into SalesLoft Cadences and social channels via RambleChat’s Single Click Chat.”

“As we met with joint customers in mid 2018, a constant theme surfaced; the market was struggling to find practical and tangible means of Account-Based Selling and Marketing.  There’s no shortage of ABM technology, but many lacked quick deployment and immediate results for sales organizations. This became the MO for the RambleChat + SalesLoft partnership, and we landed with a more powerful integration that fills the ABM gap for both sales and marketing.”

Ramble CEO Justin McDonald

“I’m immensely excited about our joint efforts.  This integration delivers new opportunities for sales engagement and improves functionality for sales reps to execute account-based selling.  Account-based marketing (ABM) requires an equal effort from Sales, and RambleChat delivers immediate functionality to bridge the gap for SalesLoft customers,” said RambleChat CEO Justin McDonald.