Salesloft creates WOW moments and accelerates sales cycle

About Salesloft

The Modern Revenue Workspace™ by Salesloft is the one place for sellers to execute all of their digital selling tasks, communicate with buyers, understand what to do next, and get the coaching and insights they need to win. Thousands of the world’s most successful sales teams, like those at IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft.

The challenge 

Nobody knows the pains of the modern seller better than Salesloft. Their own sales team needed to rise above the noise of other sellers and lead the way with more effective and personal selling. Salesloft believed gifting was a great way to impress prospects on their first interaction and create WOW moments across the entire buyer journey.

The solution 

The Salesloft marketing and sales team needed a gifting partner to help them reach their audience across Europe with a wide selection of relevant gifts. Impressed by the use of gifting in the Reachdesk sales process, the Salesloft team was inspired to partner with Reachdesk and incorporate gifting into their own sales outreach.

The Salesloft SDRs, account executives, account managers, and customer success managers use Reachdesk to delight customers throughout their journey with Salesloft.

Building gifting into sales sequences

Gifting is built into sales cadences thanks to the Reachdesk and Salesloft integration which allows SDRs to easily add gifting touchpoints at the right time. In the earlier stages, Salesloft incentivize prospects to book a meeting with a free coffee voucher. At later stages, account executives send free lunch vouchers to prospects to enjoy during a demo or as a follow-up after a demo meeting.

Adding a personal touch with special 1-2-1 gifts

As they learn more about prospects in later stages of the sales process, the Salesloft sales team personalizes their gifts with relevant information about the person they’re speaking to. For example, an account executive saw Star Wars memorabilia in a prospect’s home office during a video call and gifted them a Lego Star Wars figure as a follow-up to the meeting. The prospect turned out to be not only a huge Star Wars fan but also a huge Lego fan. He was so impressed with the personal attention and loved the experience so much that the deal closed shortly after.

The results 

Return on investment (ROI) is the most important metric for the revenue-driven marketing and sales team at Salesloft. With the help of Reachdesk Insights, the team is able to clearly see how many opportunities are influenced by gifting and calculate an ROI of 60X and an expected ROI of 203X. What’s more, with insights from Reachdesk on what gifts work best at each stage of the journey, the team is able to build a data-driven approach to gifting and further optimize the way they spend their gifting budget.