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Sales Tech: Battle for the Modern Revenue Workspace™

Let’s face it: we’re in a Golden Age of Sales Tech with more innovation and promise than ever before. Over the last decade increased broadband infrastructure, SaaS, APIs, and open source code have all helped lower the barrier to entry into the software market.  Now, there are thousands of sales technology solutions, dozens of categories, and large...

5 Ways To Nurture Your Team’s Mental Wellness

First of all, let’s take a collective deep breath. We all need to give ourselves a break. It’s been a rough year-plus. The turmoil, uncertainty, and disruption we’ve all faced has taken a toll on every aspect of our lives both in ways we can recognize and in behaviors that are perhaps more difficult to identify.  One of the most abrupt adjustments...

7 Tips to Help You Hire the Right Team

It’s this simple: Salespeople are what power your business. Ultimately, their success determines the financial health and trajectory of your company. There’s a lot riding on their shoulders.  That’s why it’s essential for you to hire the right salespeople, capable of both exceeding  your customers’ expectations and helping you achieve your business...

Stop Teaching Your SDRs What Worked for You

You’re probably thinking, why on earth would I not teach my SDRs to do what I did as an SDR? If you’re like me and many other people that were former SDRs, you probably have a ton of tactics in your bag that were sure-fire ways to get meetings! From the last-ditch effort email offering the prospect an “A,B,C” option to either opt out/take a meeting,...

A Matter of Pride: Creating an LBGTQ+ Friendly Workplace

Being inclusive is a win-win no matter how you slice it. It’s good for society, and it’s also good for business. That’s because innovation requires an openness to new ideas, a culture of curiosity, and a climate free from shame and stigma.  June is Pride Month for the LGBTQ+ community. It’s a time to celebrate what makes everyone unique and raise...

Pro-Tips for Your Tech Stack

In our October 2020 Virtual Summit, Franco Anzini, VP of Revenue Ops at MalwareBytes, led a panel called The Evolving Tech Stack: Balancing in the “New Normal” with Sales Ops professionals. Hear what Gloria Antaya, Senior Manager, Business Applications & Operations at Upserve, had to say when Franco asked this question: What’s the one thing you...

16 Tips to Double Your Reply Rates

The first step to closing a deal is getting a lead to engage. Even for inbound leads, if the first communication isn’t perceived well (or read at all), you’ll have virtually no shot of closing that deal.  Jeremey Donovan, SVP of Sales Strategy at SalesLoft, looked at more than 3,000,000 emails sent from the SalesLoft platform in the first half of 2020....

After COVID: How the Sales Cycle Shifted

The sales landscape changed this year — likely forever. The pandemic accelerated the shift to digital sales and caused buyer expectations to irreversibly change. Sales leaders had to pivot to adapt and evolve their strategy, quickly. But how do you plan for a situation that is constantly changing? How can you solve a problem that sellers have never...

COVID Confirms: Spam Still Belongs in a Can, Not an Inbox

As COVID-19 surged in March and April, we saw record highs in sales email volume across the SalesLoft platform. With companies scrambling to adapt to a global pandemic, it’s not surprising that many sellers turned to email. Unfortunately, the more emails reps send, the more message quality typically declines, both in terms of personalization and data...

4 Steps to Help Your Sales Team Nail Objection Handling

Ahhhh, objections. The bane of salespeople’s existence. Red flags, hurdles, deal crushers — whatever you like to call them, they often surface at the worst possible time.  If reps aren’t careful, “harmless” questions can knock a deal back a couple of stages or, even worse,  derail it altogether. For sales teams, there’s simply nothing worse than progressing...

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