Sales Engagement
Value Report for

Harold Smithson
at Test Corp

Is YOUR business the best it can be?

Here is your Sales Engagement Value Report

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We know the real problem

The nature of sales has changed dramatically over the past decade. While the human interaction between seller and buyer is still at the heart of sales, market dynamics and new technologies have created layers of complexity around what was once a straightforward process.
The result isn’t pretty. Companies are spending more than ever before on technology, but fewer reps are hitting quota (Forbes tells us only 53% of reps hit quota, for example). Buyers are inundated with generic messages and solutions often look the same. In a world where B2C buying has become almost effortless and reliant on the information that can be found online, B2B buyers are shifting their buying journey to match their B2C experiences. They have access to more information and they want to sift through it with as little influence and guidance as possible.
53% of reps hit quota
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Additionally, the rise of marketing technologies has dramatically impacted sales. Marketers often have the largest technology budget in the organization, and according to Gartner’s CMO Spend Survey, “technology now accounts for a whopping 29% of the total marketing expense budget, making martech the single largest area of investment when it comes to marketing resources and programs.”
Today’s marketers leverage this technology to generate demand and track customer engagement with increasing volume, skill, and precision. Then, they hand those leads over to salespeople who are often using technologies that haven’t changed in 20 years. Marketing has Lamborghinis and Ferraris. Sales has a horse and carriage. It doesn’t make sense.
“Technology now accounts for a whopping 29% of the total marketing expense budget, making martech the single largest area of investment when it comes to marketing resources and programs.” —Gartner’s CMO Spend Survey
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The Solution: Sales Engagement

Sales Engagement with SalesLoft helps the world’s best sales organizations deliver value and create trust by connecting with their customers in an authentic, human way, at scale.
With Sales Engagement, you can:
GENERATE MORE PIPELINE
OPTIMIZE (OR INTRODUCE) EFFECTIVE SALES PROCESSES
EFFICIENTLY MANAGE DEALS
BUILD STRONGER RELATIONSHIPS
Sales Engagement is significant to all members of the revenue team, but not all elements have the same weight and value for each member. Here’s a breakdown of what matters most to who, which will be helpful as you and your organization navigate the Sales Engagement research journey.

Value to Sales Leadership

  • Offers insight into the entire sales process
  • Drives focus on revenue generating activities
  • Empowers strategic execution for future success

Value to Sales Operations

  • Reveals insights into the sales process via preferred tools
  • Drives adoption through UX and activity tracking
  • Seamlessly integrates into the existing tech stack

Value to Sales Management

  • Drives accountability and process adherence
  • Improves coaching through enhanced insights
  • Decreases ramp time through a codified process
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What Sales Engagement does

Here are the common results organization who select Sales Engagement enjoy.
Sales Engagement Solves
SalesLoft Solves
FOLLOW UP EFFECTIVELY
INSPIRE PERFECT TIMING
Prevent worry about reps missing a task or wasting time manually scheduling their day.
Reps easily manage and execute workflows directly from the SalesLoft home page or CRM. Additionally, SalesLoft automatically alerts sellers of any tracked activity so they can reach out with a personalized communication while a lead is hot.
REDUCE ADMINISTRATIVE TASKS
TRACK EVERYTHING
Sellers shouldn’t waste time on administrative work. Reps can spend more time on the bottom line: revenue.
As reps execute their prescribed workflow or one-off activities, the platform will automatically log multi-channel tasks (email, phone, and more), and capture notes within SalesLoft and sync them with your integrated CRM.
ACTIONABLE ACTIVITY ANALYTICS
SEE THE FUTURE
Trend analysis and other robust reporting capabilities surface the most important metrics you want - and need - access to.
Leverage analytics for cadence, activity, and process at the individual and team level inside SalesLoft, in your CRM, or exported to your Business Intelligence tool.
COMPLETE THE FEEDBACK LOOP
CREATE A COACHING CULTURE
Provide the attention and care good coaching requires, at scale.
Coaching should be about skills, not activities. Live Call Studio and Meeting Intelligence give managers the opportunity to coach in the moment and after the fact.

Why Sales Engagement?

Sales Engagement with SalesLoft helps the world’s best sales organizations deliver value and create trust by connecting with their customers in an authentic, human way, at scale.
With Sales Engagement, you can:
GENERATE MORE PIPELINE
OPTIMIZE (OR INTRODUCE) EFFECTIVE SALES PROCESSES
EFFICIENTLY MANAGE DEALS
BUILD STRONGER RELATIONSHIPS
Sales Engagement is significant to all members of the revenue team, but not all elements have the same weight and value for each member. Here’s a breakdown of what matters most to who, which will be helpful as you and your organization navigate the Sales Engagement research journey.

Value to Sales Leadership

  • Offers insight into the entire sales process
  • Drives focus on revenue generating activities
  • Empowers strategic execution for future success

Value to Sales Operations

  • Reveals insights into the sales process via preferred tools
  • Drives adoption through UX and activity tracking
  • Seamlessly integrates into the existing tech stack

Value to Sales Management

  • Drives accountability and process adherence
  • Improves coaching through enhanced insights
  • Decreases ramp time through a codified process
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What Sales Engagement does (continued)

 
Sales Engagement Solves
SalesLoft Solves
CONNECT MORE
MAKE EVERY CALL COUNT
The phone is still your best friend. Sales engagement makes it easier than ever to utilize the phone effectively.
Making the phone call is just the first step, it’s even more important to make sure the conversations are high quality. Thanks to ease of use, quality of service, and calling governance, SalesLoft has the highest rated dialer available.
BE ESSENTIAL
ADOPTION IS THE NEW ROI
Any effective platform has to be easy to implement, easy to administer and easy to use.
SalesLoft supplies implementation guidance, a plethora of automation options a rich training library, top-rated support, and useful options like an email deliverability checklist. That’s why SalesLoft is number one in user adoption.
BE TRUSTED
THE RELIABLE CHOICE
Factors like security, uptime, deliverability, and quality of service are essential to your team’s ability to reach your customers.
Our dedication to security and reliability is demonstrated through our transparency, accountability, and platform stability. There aren’t enough 9s to describe our uptime.
REACH MORE PEOPLE
PERSONALIZED EMAIL AT SCALE
Catch buyers’ attention with personalized email communications created on a one-to-one basis, with the right message, at scale.
Sellers gather personalization data from a variety of sources in a single pane of glass. Then, leverage those insights through messaging, embedded videos, links, or attachments.

Why Sales Engagement?

Sales Engagement with SalesLoft helps the world’s best sales organizations deliver value and create trust by connecting with their customers in an authentic, human way, at scale.
With Sales Engagement, you can:
GENERATE MORE PIPELINE
OPTIMIZE (OR INTRODUCE) EFFECTIVE SALES PROCESSES
EFFICIENTLY MANAGE DEALS
BUILD STRONGER RELATIONSHIPS
Sales Engagement is significant to all members of the revenue team, but not all elements have the same weight and value for each member. Here’s a breakdown of what matters most to who, which will be helpful as you and your organization navigate the Sales Engagement research journey.

Value to Sales Leadership

  • Offers insight into the entire sales process
  • Drives focus on revenue generating activities
  • Empowers strategic execution for future success

Value to Sales Operations

  • Reveals insights into the sales process via preferred tools
  • Drives adoption through UX and activity tracking
  • Seamlessly integrates into the existing tech stack

Value to Sales Management

  • Drives accountability and process adherence
  • Improves coaching through enhanced insights
  • Decreases ramp time through a codified process
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The time is now

TOPO analysts published a definitive guide on sales engagement and “are seeing innovation and rapid adoption of sales engagement platforms as a fundamental, non-negotiable component of the sales tech stack.” Additionally, “87% of sales development organizations have adopted a sales engagement platform.” The companies that were early adopters of CRM were able to take advantage of significant gains in operational efficiency and out-execute their competitors. The same is true for Sales Engagement now. The choice is yours - adopt now and get ahead, or wait a couple of years and find yourself playing catch up.
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About us

SalesLoft is the #1 sales engagement platform, helping sales organizations deliver a better sales experience for their customers. More than 2,000 customers use the company’s category-leading sales engagement platform to engage in more relevant, authentic, and sincere ways, including Facebook, MuleSoft, Square, WeWork, and Zoom.
Headquartered in Atlanta, SalesLoft has additional offices in San Francisco, New York, London, and Guadalajara, Mexico. SalesLoft has more than 400 employees and was recognized as the #1 best place to work in Atlanta for the second year in a row. The company was also named the 7th Fastest-Growing Technology Company in North America by Deloitte and recently hailed by The New York Times as a start-up that ‘may be the next unicorn… on a path to a $1B valuation.’
For more information on SalesLoft and how to deliver a better sales experience, visit salesloft.com.
@salesloft
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