SalesLoft is shaking up the sales engagement market with the launch of industry-first deal engagement score
We covered SalesLoft back in January when Atlanta-based sales engagement startup raised $100 million to grow its sales engagement platform, pushing its valuation to $1.1 billion and a new member of the highly coveted unicorn club. The startup has seen increasing demand for its services amid the pandemic.
Now, the unicorn startup is shaking things up in the sales engagement market with the launch of the industry-first deal engagement score — a new machine-learning capability that gives frontline managers an unbiased way to prioritize deals based on the calculation of over 30 data elements.
Why this matters
Frontline sales managers have teams that juggle dozens of deals that add up to 100s to oversee. What they lack is an effective and unbiased way to prioritize which deals need their attention. As a result, winnable deals fall through the cracks, sales forecasts become inaccurate, and leaders lose confidence in their pipeline. Now, sales leaders get a tool that not only prioritizes opportunities but provides an explanation for why a deal’s score is what it is.
Deal Engagement Score not only scores an opportunity, it provides recommendations and an explanation for why a deal’s score is what it is. Sales managers can identify and diagnose issues and take action to get more deals closed. The machine learning model continuously learns and gives more impactful deal recommendations over time.
“It’s not enough to have just a Cadence product,” said Frank Dale, SVP of Product Development at SalesLoft. “With Cadence, Conversations, and Deals on one platform, we collect data across the full buying cycle, from the first email, every call, meeting, and communication, through to deal closure and renewal. Only SalesLoft can analyze all of this data to predict revenue outcomes. No other Sales Engagement provider can offer this.”
“I am excited to use the Deal Engagement Score,” said Eric Sparks, Director of Inside Sales at OneCause. “I love the explanation of the score as it helps our reps think differently about each of their deals, and ultimately will help me guide more of my reps to quota attainment.”
SalesLoft also announced two new features, Cadence Step Analytics and Pre-Built Cadence Frameworks. Cadence Step Analytics shows revenue leaders the results of specific steps within Cadences. They can then replicate the steps that have high conversion rates within other Cadences.
SalesLoft’s Pre-Built Cadence Frameworks is a library of Cadence frameworks built on best practices SalesLoft developed while powering millions of positive sales interactions and the experiences of top-performing teams.
“Our Data Science team analyzed more than 120 million Cadence interactions in 2020, which revealed that multi-touch Cadences are about three times more effective than single touch. Omni-channel Cadences are around five times more effective than single-channel,” continued Dale. “Our customers can replicate proven sales engagement patterns and ensure their Cadences are optimized for best results.”
Founded in 2011 by David Cummings, Kyle Porter, Rob Forman, and Tim Dorr, SalesLoft helps organizations deliver sales experiences for their customers. It specializes in providing sales dialer, sales email, cadences, meeting intelligence, sales analytics, and salesforce integration. It helps sales teams track their customer engagement processes, manage their pipelines and deals, and offers a conversation intelligence capability.