with Cindy Hancock, Sales Operations Systems Manager
Overview
Businesses look to Salesloft for guidance and best practices on designing a productive revenue-generation process. Salesloft also takes a thoughtful approach about making its own selling machine efficient. Before implementing LeanData, Salesloft utilized native assignment rules in the Salesforce CRM to route leads. But that wasn’t scalable for a company growing at an exponential rate like Salesloft.
Solutions
Results
Businesses look to Salesloft for guidance and best practices on designing a productive revenue-generation process. Salesloft also takes a thoughtful approach about making its own selling machine efficient. Before implementing LeanData, Salesloft utilized native assignment rules in the Salesforce CRM to route leads. But that wasn’t scalable for a company growing at an exponential rate like Salesloft.
“It was just a manual process, and we have a very high volume of inbound leads,” said Cindy Hancock, Sales Operations Systems Manager. “Leads could slip through the cracks, and nobody wants that. That’s just like leaving money on the table. It was a real pain point for us, which is why we implemented LeanData. Since then, LeanData has also been very helpful in our account-based pivot.”
The LeanData Solution
LeanData processes about 38,000 leads a month based on criteria established by Salesloft. This allows Hancock and her team to craft an optimal buyer’s journey that coordinates the entire organization – from marketing to sales to customer success. Here’s how:
Intelligent Lead Routing: Incoming leads are matched to the correct accounts and routed appropriately. “LeanData touches all of the data points in our sales process,” Hancock said. “Once the lead or contact is in the right place with account matching, then we start our own internal process using tools like Salesloft.”
Enabling ABM: As part of Salesloft’s move toward Account-Based Marketing in 2016, LeanData routed and converted about 100,000 existing leads into contacts within target accounts. “Now we don’t have to convert leads manually,” Hancock said. “LeanData is also great at lead-to-lead merging and lead-tocontact merging. That really cleans up our database. It’s just awesome.”
Empowering A Sophisticated Sales Process: Salesloft was able to create a structure of tiered accounts that are segmented on revenue, number of employees and so on. Also, SDRs and Account Executives are working together to design “account-based plays” because now there is complete visibility into accounts. “This allows us to make sure that everyone is getting the love they need,” Hancock explained.
Evolving With The Business: Salesloft is growing – fast. LeanData’s customizable solution keeps pace. “We’re changing all the time,” Hancock said. “LeanData is just as agile as we are when it comes to changing flows. It’s a very easy process to configure LeanData.”
The Results
Automating the lead flow process has provided Salesloft with greater efficiencies, improved data accuracy and 360 degree visibility into accounts. By eliminating the labor intensive task of assigning leads, LeanData has “saved us countless days of manual data entry and cross referencing,” Hancock said. Also, LeanData’s matching, routing and converting help Salesloft maintain a more pristine database. “LeanData is really how we organize our Salesforce instance,” Hancock added.