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...

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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...

Mar 2021

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....

Mar 2021

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...

Feb 2021

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...

Aug 2020

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...

Aug 2020

How Limeade Is Keeping Collaboration at the Heart of Their Account-Based Plays

TL; DR SalesLoft customer Limeade shares their best practices for how their marketing and sales teams work together to execute their account-based strategy by:  Honing-in on their top tier accounts Working together to figure out what works Accelerating or decelerating tactics with agility An account-based strategy is only a strategy...

Jun 2020

Guest Post: How Sales Leaders Can Handle Missed Quotas during Quarantine

Guest post by Emily Roberts, Content Associate at PandaDoc. If she’s not busy creating content in the office, she’s running on a treadmill somewhere to the sound of a true-crime podcast. Chances are if you’re a sales leader you’re probably facing some challenges right now, both personal and professional. You might be juggling home child-care with...

Jun 2020

Sales Leader Resources: Book List for “Overcoming Fear, Anxiety, and Depression in Sales”

Ollie Sharpe, SalesLoft’s VP of Revenue for EMEA, recently spoke at our Virtual Summit for Sales Leaders on “Overcoming Fear, Anxiety, and Depression in Sales.” As he puts it, “mental health can feel like a difficult topic to discuss in the fast-paced and quota-driven world that many of us live in,” so he demonstrates how and why to start that conversation....

Jun 2020

A New Hire’s POV: 7+ Ways My Employer Kept Me Engaged While Onboarding

TL;DR While many organizations have hit pause on hiring plans, others are still onboarding and hiring during these uncertain times. SalesLoft is one of those companies onboarding new employees remotely. Technology’s role in onboarding and ramping up employees is more pronounced than ever Connection among employees must be done deliberately and consistently...

May 2020