As a RevOps leader, you need to assess your company’s operational maturity in order to surface gaps in your sales processes and systems. But once you pinpoint those foundational gaps, the next step is to organize and prioritize the projects that will help you fix them. A RevOps Roadmap, a concept introduced by our friends at Union Square Consulting, offers a step-by-step approach for achieving your strategic goals. This proven framework will help you align your operational improvements with your executive team’s objectives, and it provides a framework for managing and deflecting ad hoc reques ..read more

Sales forecasts are a critical business tool but many sales teams find them difficult to produce. With much of sales forecasting done in spreadsheets, incomplete data, lack of true pipeline visibility, it’s no wonder according to the 2022 Gartner State of Sales Operations and Revenue Operations Survey that 67% of sales operations leaders agree that creating accurate sales forecasts is harder today than three years ago. Even when a forecast is delivered, company executives often don’t fully trust the information they’re given. The good news is that as a RevOps, sales professional or sales lead ..read more

Buyers and sellers are constantly engaging across a variety of channels. From web to phone and email to chat (think Drift!), each interaction is a critical point in time to capture valuable insights that sellers can act on to move a deal forward. So how do you make every conversation count?  By making sure you’ve got an AI-assisted Conversation Intelligence (CI) tool in every aspect of your workflow.  With a cutting-edge CI solution, you’ll be able to capture and analyze all buyer/seller conversations so you can deliver more relevant buying experiences and turn prospects into custom ..read more

Salesloft’s data science team recently gathered insights from over 2,000 meeting recordings and transcripts associated with more than 1,200 deals.  We found that when sales reps and buyers discuss timing and objections early on in a deal cycle, those deals tend to accelerate to the next stage faster and are more likely to move to closed won. Here we’ll take a deeper look at two trends we found. Trend 1: Discussing timing is critical in early conversations When there are timelines or time-window mentions as part of an early stage discovery meeting, win rates trend upwards by as much as 14 ..read more

If you’re struggling to maintain productivity and close deals with a leaner revenue team, you’re not alone. The turbulent business climate has left many organizations with empty seats that won’t be filled any time soon. So where does that leave shrinking revenue teams, who carry the double burden of fewer people and increased pressure to deliver? Hard Choices: Lean Revenue Team Options When revenue teams shrink, it feels like you have two choices: Work fewer deals, or  Work the same number of deals but see sales cycle times increase. In our view, neither of those is an acceptable outco ..read more

In the first three episodes, join Salesloft security leader Mike Meyer for an inside look at why we keep seeing CISOs in deals, what’s on security’s mind during the sales process, and what’s ahead of data protection. In Episode 3 of Technically Speaking, sales leader Asa Winchester and security leader Mike Meyer sat down to discuss which security risks to look out for today, the elements of a  world-class security program, and what the heck SOC 2 is — all  through the lens of a curious sales professional. This interview has been edited for clarity. Asa:  So Mike, you’ve spent ..read more

If revenue pros are thinking it, we’re saying it. Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional. This interview has been edited for clarity and lengt ..read more

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success.  The customer is on board. The contract is signed. The team is popping champagne. Now what?  In this last interview of the 7-figure deal series, Salesloft’s Director of Product Marketing Albert Rhee asked Corey Goldstein the tactics he uses to maintain value after a big deal is done. In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patien ..read more

Your revenue tech stack contains a wealth of information – but that data often lacks context, an actionable next step, and collaborative workflows where reps engage their buyers. Left with a disjointed workflow, team efficiency gets shot, and sellers end up abandoning the tools all together. This ultimately leaves you with an inflated tech spend, poor ROI, and an unhappy team.  That’s why Salesloft’s partner ecosystem has all the tools you need for selling, in one single pane of glass. With more than 130 software integrations across your CRM, core business, and broader GTM applications ..read more

It’s no secret that in today’s market competition is fierce and margins are tight. The ability to effectively engage and guide your customers through the buying journey is not just a competitive advantage — it’s a necessity for survival and growth. Enter the Revenue Orchestration Platform. The term might sound like a bunch of buzzwords thrown together, but it’s a revolutionary technology designed to provide a comprehensive solution for the complexities of modern sales. So what sets a Revenue Orchestration Platform (ROP) apart from all the other tools vying for space in your tech stack? And ho ..read more