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The Customer Journey: How SalesLoft Streamlines the Entire Sales Process: Cindy Hancock & Brian Birkett
SalesLoft uses a robust technology stack to streamline the entire customer journey from prospecting to renewals. The sales operations team manages over a dozen marketing, sales, and customer success tools that are integrated to automate processes like lead routing and sales cadences. By combining tools like SalesLoft and LeanData, the stack enables sales reps to efficiently engage prospects with relevant information based on their CRM and account matching data. The sales operations team's ownership of the entire technology ecosystem allows them to optimize workflows across the organization and continuously improve processes.
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The Customer Journey: How SalesLoft Streamlines the Entire Sales Process: Cindy Hancock & Brian Birkett
- 1. The Customer Journey HowSalesLoft Streamlines the Entire Sales Process
- 2. Cynthia Hancock Cindy Hancockis the sales operations systems manager at SalesLoft. Prior to joining SalesLoft in 2015, Hancock ran her own web-based tutorial business for students called You Have What It Takes. She holds bachelor's and master's degrees in chemistry from Georgia State University. Brian Birkett Brian Birkett is the VP of Sales at LeanData where he is responsible for leading the direct and channel sales efforts. His previous employers include LinkedIn, Yahoo!, Interwoven, and the State of California.
- 3. A Quick Introductionto LeanData ● Leader in Lead2Account matching ● First-of-its-kind routing platform gives customers full control over their lead flow through a visual drag-and-drop interface ● Leads automatically reach the right reps so organizations can orchestrate the ideal customer experience
- 4. A Quick Introduction toSalesLoft ● Leader in Sales Acceleration ● Platform helping businesses execute a sales cadence via phone, email, and social channels ● More than 1,000 new customers since early 2015
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- 6. “We believe thatSales Operations has a role in the complete customer journey. It’s not just Sales. It’s goes all the way to Customer Success and Renewals. We help streamline the process along all of those points.”
- 7. Sales Ops workswith... ● Sales Reps ● Marketing ● Customer Success ● Finance ● IT ● Product ...to help create more efficient processes and systems around: ● Prospecting ● Forecasting ● Closing ● Onboarding Customers
- 8. We Embrace Automation ●Don’t want to bog down Sales reps with administrative tasks ● Want a process that we can scale ● Use tools that integrate well with one another
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- 10. SalesLoft has aROBUST technology stack that takes advantage of many cutting-edge tools and is broken down into several components to create our overall process . . . . . . And honestly, we’re not kidding when we say robust.
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- 15. With Many ToolsCome Great Responsibility ● Make sure tools work together - required! ● You cannot have disparate tools. They must integrate and work with the same sets of data The one tool to rule them all?
- 16. Sales Ops “Owns”the Entire Stack ● Manage all tools throughout the business ● Data not segmented throughout company ● Have a clear picture of data inputs and outputs ● Single team owning technology allows us to see the “Big Picture” and make better decisions
- 17. Putting it AllTogether
- 18. Ideas base and Productroad map CRM Marketing Automation Account-Based Scoring Lead Management Account Matching Orchestrating Sales Process Customer Success Platform Build on a Solid Foundation
- 19. How We UseLeanData ● Organizes Salesforce Database ● Lead-to-account matching enables our account-based strategy ● Leads routed to correct sales rep for prompt follow-up ● Easily reconfigure lead flow as business scales and evolves
- 20. Combining LeanData withSalesLoft ● Enables Sales to reach out to prospects with relevant information efficiently. ● With bi-directional sync, SalesLoft is able to detect changes in your CRM and update SalesLoft to match. ● SalesLoft automation rules are used to keep sales reps from non-revenue producing tasks like adding and removing prospects to Cadences.
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