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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Your sales team's crazy to not use Salesloft

Posted by Jamie Shanks on Oct 3, 2013 5:38:59 AM

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SalesLoft LogoEvery day, your top accounts and hot prospects are all…. CHANGING JOBS! Decision-makers are only staying in their current roles a few years. We all know how frustrating it becomes when you’re working an account, and your main contact leaves. It goes from frustrating to devastating when you’ve inadvertently “single-threaded” in that account, and your contact leaves.

WORRY NO MORE!

Welcome SalesLoft!

We started using SalesLoft from a recommendation by Vorsight, where Steve Richard and his team found $500,000 in new opportunities in 2012, because of SalesLoft. SalesLoft had an amazing power – presenting you Job Change Alerts both in LinkedIn and Salesforce.com. Vorsight’s opportunities came when they began monitoring their existing Salesforce.com records and noticing decision-makers changing jobs. They know which accounts needed new records updated, and which companies have new opportunities due to changes.

SalesloftHow does SalesLoft work?

Each of your sales reps are able to connect their Salesforce.com (assigned to them) to SalesLoft. This will then provide a report to the sales reps on each and every Headline change in LinkedIn (from any LinkedIn profile in the CRM). As the decision-makers of any account in your CRM make changes to their LinkedIn profile, your sales reps will be notified with a daily email.

Why should your sales team sign up?

TRIGGER EVENT OPPORTUNITIES!! You want your sales team to open new doors? Forrester’s research shows 65% of deals are provided to the company FIRST to add value. Now your sales reps have that edge by knowing which opportunities will have new decision-makers in the account.

The Bottom Line:

If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out – 10 Steps to Building a Social Selling Machine. Find the topic of Social Selling interesting? Click below to book a time in my calendar to explore further!

Jamie Shanks

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Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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