One thing all sales reps want is more leads. Not just any leads, but quality leads, more specifically. A quality lead is nothing without the ability to close on it, however. If you’re spending all of your time generating leads, when exactly are you supposed to find the time to fine-tune your pitch and closing process? Founded in 2011, SalesLoft wants to solve both of those problems. SalesLoft’s Prospector SaaS will generate the sales leads for you, and Cadence (from SalesLoft) will help you connect with those same leads to secure vital appointments and demos. SalesLoft is one of the fast growing SaaS companies around right now, made evident by their latest round of funding totaling $10.2 million.
SalesLoft offers two different tools for you and your sales team: Prospector and Cadence. Both help you with leads, but the two serve two very different functions. Prospector helps you generate leads by using social data that has been indexed by Google. Cadence, on the other hand, is used to help your sales team with following up, and in turn, closing those precious leads. Both offer services essential to your Marketing and Sales team, but only Cadence can keep your team on track.
With Cadence, you have the ability to set up your own process for emails, follow up emails, and even sales calls. By having this set process, you can keep that “selling rhythm” going throughout every call and client and never miss a beat. Being able to set it up how you like it is great, because it gives successful marketers a way to implement their unique process into the entire sales team. Cadence is not meant for huge marketing email blasts, but for smaller batches of people to receive pertinent messages. Cadence allows you to choose from a multitude of different templates when sending out emails to groups of prospects which makes sense, because every group doesn’t need the same umbrella pitch that was sent to another party. In an effort to increase replies and sales, SalesLoft doesn’t use a 3rd party email service to blast these customized emails out to leads. Instead, Cadence is integrated directly into your company’s server, meaning the emails come straight from you and are less likely to be marked as spam by the recipient’s email provider.
By using “bumper guards” Cadence will help keep all of your emails on track, which is a good thing because with Cadence you can send up to 200 emails a day, which is no small task to keep up with on your own. It also includes a dialer component that allows you to track both emails and phone calls within the program, no need to manually update those phone conversations days after making them, it will track that for you if you make the call within the program.
Like CEO Kyle Porter puts it (by originally referencing Iron Man/Tony Stark, no less), “Sales professionals can be near perfect humans. They can ask the right questions, present well, negotiate, solve problems, etc. But if they want to be the best, they too must partner with machine.”
SalesLoft is a great service for experienced sales teams, but can also be a huge asset to new teams, as well. One of the toughest things for a young team to grasp is time management and organizational skills, but with SalesLoft, most of that has been already been set up. You get to cut down on training time and your team can jump right into the mix of things by using Prospector to find potential clients, and subsequently, Cadence to manage and reach out to those same leads.