The SalesLoft Rainmaker 2017 Keynote including Kyle Porter, Rob Forman, Sean Kester, Katie Rogers, Butler Raines, and Aly Merritt.

1. Welcome
Rainmakers

5. Account-Based
Sales
Sales Operations
30 Sessions, 3 Tracks

6. SILVER SPONSORS

7. GOLD SPONSORS

8. PLATINUM SPONSOR

9. PLATINUM SPONSOR

11. Kyle Porter
SalesLoft, CEO & Founder

12. REGISTRANTS700
SPEAKERS50
STATES30
12 COUNTRIES

13. AEs, SDRs, Directors, VPs, Sales Operations, Marketing

14. 404-664-5674
TEXT KEVIN O’MALLEY

15. Best Place
to work
Fastest Growing
Technology Company
In Atlanta
5.0 Glassdoor Rating Over $25 million in
venture financing
2 multimillion
products

16. Thank you

17. Customer First
Focus On Results
Team Over Self
Glass Half Full
Bias Towards Action
#1 Competitive Differentiator
“Real success comes from when you do more for
others than anyone else.”
-Tony Robbins

18. Our customers and their
customers make up every type
of person in the world.

21. Erica Stanley
Founder & Director of Atlanta Network, Women Who
Code and Engineering Manager, SalesLoft
+

23. Erica Stanley
Founder & Director of Atlanta Network, Women Who
Code and Engineering Manager, SalesLoft
+

24. Sales is work
that matters

25. Data
Insights
Voice
Expectations
The Age of the Customer

27. To be great, we must maximize the
QUALITY & the QUANTITY of engaged
selling time w/ the right personas at
our target accounts.

28. Quantity of Engaged Selling Time
QualityofEngagedSellingTime
High
High
Low
Robot
Superhero
Fired
Friendly

29. SalesLoft Sales
Engagement Platform

30. SalesLoft Connect
SalesLoft, Right Where You Need It

31. Salesforce Sync &
Automation Rules

32. Live Call Studio
● Real-time dashboard
● See call info at a glance
● Join or leave calls
● Listen and give feedback
Coach Your Team From Anywhere

33. Account-Based Engine

34. New Partners
2016
2016-2017
Platform
Ecosystem

35. Rob Forman
SalesLoft, COO & Co-founder

36. The Best Ideas
Come From YOU

37. Human email
Intelligent dialerAccountability engine

38. Human Email

39. Intelligent
Dialer

40. Accountability Engine

41. 1,186
Code Reviews Deployed
to Production
User Stories Completed
10,000+

43. VOICE EMAIL SOCIAL ENGAGEMENT CUSTOMER MEETINGS
WEB TRACKING DIRECT MAIL EVENTS AD SMS
PLAYBOOK CADENCES REPORTING
AE OPS SDR MKTG DIR EXEC
SALESFORCE
EXTENSION
OUTLOOK
TWILIO WEB MOBILE
GMAIL
API
HUMAN CENTRIC
DATA LAYER
INTELLIGENCE
SalesLoft Sales Engagement Platform
Engage with your customer accounts more frequently with the highest quality

44. VOICE EMAIL SOCIAL ENGAGEMENT CUSTOMER MEETINGS
WEB TRACKING DIRECT MAIL EVENTS AD SMS
PLAYBOOK CADENCES REPORTING
AE OPS SDR MKTG DIR EXEC
SALESFORCE
EXTENSION
OUTLOOK
TWILIO WEB MOBILE
GMAIL
API
HUMAN CENTRIC
DATA LAYER
INTELLIGENCE
SalesLoft Sales Engagement Platform
Engage with your customer accounts more frequently with the highest quality

45. VOICE EMAIL SOCIAL ENGAGEMENT CUSTOMER MEETINGS
WEB TRACKING DIRECT MAIL EVENTS AD SMS
PLAYBOOK CADENCES REPORTING
AE OPS SDR MKTG DIR EXEC
SALESFORCE
EXTENSION
OUTLOOK
TWILIO WEB MOBILE
GMAIL
API
HUMAN CENTRIC
DATA LAYER
INTELLIGENCE
SalesLoft Sales Engagement Platform
Engage with your customer accounts more frequently with the highest quality

46. VOICE EMAIL SOCIAL ENGAGEMENT CUSTOMER MEETINGS
WEB TRACKING DIRECT MAIL EVENTS AD SMS
PLAYBOOK CADENCES REPORTING
AE OPS SDR MKTG DIR EXEC
SALESFORCE
EXTENSION
OUTLOOK
TWILIO WEB MOBILE
GMAIL
API
HUMAN CENTRIC
DATA LAYER
INTELLIGENCE
SalesLoft Sales Engagement Platform
Engage with your customer accounts more frequently with the highest quality

47. Product
Engineering
You

48. Sean Kester
SalesLoft, VP Product Marketing

49. Why Account-Based Engagement?
MarketingSales
Target Account

50. Lead-Centric Selling
is Not Designed to
Handle Accounts

51. Account-Based is Bigger, Faster, and Stronger

52. Cadence steps
Personas
Account

53. to a target person
The Evolution of
Sales Engagement
Send an Email
Send a cadence of emails
Send a multi-channel cadence
Send a multi-channel cadence to
multiple personas
Orchestrate multi-
threaded + multi-channel
communication across
multiple personas
to a target person
to a single person
at a target account
at a single account

54. Executing account based engagement with SalesLoft

55. It’s Hard To Understand
Account Prioritization
As The Seller

56. Introducing:
Account-Based
Dashboard

58. Deeply
understand your
target accounts

59. ● Develop account centric
insights
● Deliver account specific
interactions
● Orchestrate account-centric
plays

60. Personalization Is HARD

61. Introducing:
Company Account
Based View

64. The Rise of Multi-Threaded
Communication Internally

65. Introducing:
Draft On Behalf

72. Katie Rogers
SalesLoft, VP Customer Success

74. SalesLoft Connect
SalesLoft, Right Where You Need It

78. SalesLoft Connect
SalesLoft, Right Where You Need It

79. Butler Raines
SalesLoft, Head of Product

80. How do we turn data into action?
Data Information Information Insight Insight Action

81. Your Data,
Your Way

82. Build Any Report You Need
Turn raw data into actionable insights.

83. SalesLoft Reports
● Custom Reports
● Live Dashboards
● Aggregated Data
● Dynamic Visualizations
● Share and export

84. Choose your data set

85. Select any dimension
and metric

86. Pick your visual

87. Compile Reports
into Dashboards
Comprehensive overview of
your most important metrics

88. Schedule and share
with your team

93. We are just
getting started

95. Live Call Studio
● Real-time dashboard
● See call info at a glance
● Join or leave calls
● Listen and give feedback
Great teams serving great customers

98. Aly Merritt
SalesLoft, Product Manager

99. Get Back Engaged
Selling Time with
Sync & Automation

100. Salesforce Sync:
Always Stay Up-
to-Date

101. Cut through
the clutter
Better reporting
& forecasting
Orchestrate more
effective strategies

102. Automation Rules:
Simplify Complex
Processes

103. Time for research,
professional growth
Powerful, flexible &
consistent
Automatically integrate
into the process

104. Sync & Rules: Necessary
Components for the
Modern Seller’s Toolbox

105. Ecosystem

106. 2016
Integrations
Get More Done With An
Ecosystem of Technology

107. 2016
2016-2017

108. New Partners
2016
2016-2017

109. New Partners
2016
2016-2017

110. SELECTION SCHEDULING COACHINGDATA INSIGHTS CONTENT SOCIAL

111. Zoominfo
ReachOut provides quick access to contact
information from Zoominfo and LinkedIn
contact profiles
● Export Zoominfo data
directly from “ReachOut”
plugin
● Limited version free to
SalesLoft customers
+

112. TalkIQ
TalkIQ analyzes the content of your calls to
help you coach your reps
● Transcribe from all calls
● Search across all calls
● Listen to audio clips within any call
● Comment as part of coaching
+

113. Vidyard
Supercharge sales emails with
personalized video
● Personalized video
● Increase effectiveness
● Connect with your prospects
+

114. In order for sales messaging to be successful...
● It must be personal
● It must be through channels marketing automation can’t communicate with
● It must be about them
● It must be multi-channel

115. Personalizing The Sales Cadence

116. Personalizing The Sales Cadence
Video allows you to diversify your sales communication strategy

117. Personalized video brings viewers
into the story (literally)
1. Customer testimonials
2. On-demand product demonstration videos
3. Explainer and tutorial videos
4. Thought leader interviews
5. Project reviews and case studies
6. Live and on-demand webinars
7. Video blogs
8. Event videos

118. 2017 will be The Year of Interactive Video
“Last year we saw personalized video campaigns generating anywhere from
200%-1500% increases in click-through and conversion rates, so it’s a sure bet that
many more will try their hand at it this year.”
-Vala Afshar: Chief Digital Evangelist, Salesforce

119. Personalizing the Sales Cadence
Video humanizes selling and accelerates
pipeline
5X
8X
80%
20%
30%
Higher response rate
Higher click-thru rate
Larger ACV
Longer engagement
Higher close rate

121. Ralph Barsi Doug Landis Craig Rosenberg
Senior Director, Global
Demand Center, ServiceNow
Growth Partner,
Emergence Capital
Co-founder & Chief
Analyst, TOPO

122. Thank you