I always enjoy hearing about companies eating their own dogfood, but it is rare that it is the CEO utilizing his or her own platform to demonstrate product value post-sale and collecting meaningful customer intelligence.
Last week, Kyle Porter gave a master class on how he has deployed SalesLoft functionality to build relationships with SalesLoft’s top new clients. Not only does it magnify goodwill at the beginning of a relationship, but Porter garners insights into his company’s product and sales process while offering tips to new customers.
Briefly, here is how SalesLoft leverages Salesforce and SalesLoft to delight its top customers:
- Salesforce kicks off a cadence email for each closed/won opportunity over $50,000. The email is a congratulatory note to the primary account rep who closed the deal. It includes a request for an introduction to the executive sponsor.
- The email is forwarded by the sales rep to the sponsor with Porter cc’d.
- Porter responds and forwards his open times (SalesLoft calendaring technology)
- Porter joins the Zoom call with four objectives: Thank them for their business; solicit feedback on the SalesLoft sales experience; share the company vision and roadmap; and share three pro tips which “If they get out ahead of these, they will be wildly successful in sales engagement.” (Zoom is a SalesLoft partner)
- The SalesLoft bot automatically transcribes and analyzes the conversation which is shared with internal stakeholders.
- Porter sets up a follow-up cadence for six months later.
Before sales engagement, this would have required a substantial number of manual tasks and likely have been limited to top brands or million-dollar contracts. But with SalesLoft’s cadence and meeting management tools, it is likely that the time involved on the sales side is four minutes for Porter (note response and scheduling the six-month follow up), two minutes for the sales rep (email forward), and the time meeting with the executive sponsor at the new customer (a high-return use of Porter’s time).
Sometimes the dog food tastes good.