Salesloft | Processes

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Salesloft | Processes

Streamline your workflows and sales engagement with our comprehensive guide on managing Cadences in Salesloft.

Adding People from a Cadence

You can easily assign individuals to a Cadence from the People page, allowing for bulk additions or re-engagement of specific contacts. Utilize filters based on status, stage, or tags to identify individuals needing action. For instance, if many prospects are marked “Not Interested,” you can filter your list to re-engage them by adding them to a targeted Cadence.

Key Points:

Adding people follows the same workflow on the People page and within the Cadence People tab.
If you attempt to add someone currently active in another Cadence, you will receive a notification, as contacts cannot be added to multiple active Cadences.

Instructions to Add Individuals from the People List:

Access the People page or the People tab in a Cadence and filter/sort the list as desired.
Select the individual(s) to add.
Click the "Add to Cadence" button (rocket ship icon).
Choose the Cadence to add them, which starts them at Day 1, Step 1.
To place individuals in a specific step, select "Show Steps" next to the Cadence name, choose the desired step, and click "Add to Cadence."

Adding Individuals from the Cadence People Actions:

To add a single individual from the Cadence view:

Go to the Cadences page and select a Cadence.
Click "People Actions" in the upper right corner and select "Add to Cadence."
Search for the individual in Salesloft. Select their name to add them to Step 1.
If the individual is not in the system, click "Create a new Person," fill in the necessary information, and click "Create and Add to Cadence."

Adding from the Person Profile Cadences Panel:

Access the Person Profile Page where the Cadences panel is located in the upper right corner.
If the panel is not visible, enable it via "Edit Layout."
Click the "+" button in the panel, search for the desired Cadence, and select it.
Click "Add to Cadence."

Cadence Overview Tab

The Cadence Overview Tab, also referred to as the Cadence's home page, provides a comprehensive layout of your Cadence, including the days, steps, templates, and instructions that make up your workflow.

You are directed to the Cadence Overview page when you create a new Cadence or access an existing one. For newly created Cadences, this page will be largely blank, offering two primary options:

Start from Scratch: Manually add individual steps to build your Cadence.
Start with Cadence Frameworks: Leverage a pre-built Cadence Framework to construct your steps.

Once steps are added, the Cadence Overview displays a detailed view, organized by the day a task is scheduled and the number of steps within the Cadence, allowing multiple steps to be completed in a single day.

Cadence Overview Page Details:

Cadence Overview Metrics: Provides a snapshot of your Cadence's structure and performance at a glance.
View Step Analytics: A link to access in-depth analytics for each Cadence step.
Cadence Day: Indicates the day your steps will execute once a person is added to the Cadence.
Add Step: Opens the module to create additional steps.
Step Tile: Displays each step action within the Cadence, along with step-specific details.

Cadence Actions

The Cadence Actions dropdown menu provides various functions to help you manage and customize the Cadence effectively.

Key actions include:

Cadence Actions Button: Click to open the menu containing available Cadence actions.
Add Steps: Allows you to create additional steps within the Cadence to enhance the workflow.
Export Step: Generates a downloadable CSV file containing Cadence-specific information, including steps and performance metrics.
Rename: If the Cadence name needs to be updated or replaced, use this option to rename the Cadence.
Copy: Create a duplicate of the existing Cadence, which can serve as a template or foundation for a new Cadence, accessible from the Cadence Overview or Cadences Page.

Cadence People Tab

Select People Actions in the Cadence People Tab offer a variety of functions to manage individuals within a Cadence effectively.

These actions include:

A. Add to Cadence: Assign the selected person or people to a Cadence. This is commonly used to re-add someone to the current Cadence.

B. More Cadence Options

C. Change Due Date: Adjust the due date for a person's step, allowing you to delay actions until you're ready to proceed.

D. Move to Step: Move the person to a different step within the Cadence.

E. Skip this Step: Skip the current step and move the person to the next step in the Cadence.

F. Remove from this Cadence: Remove a person or group from the Cadence if they no longer need to continue in it.

G. Email: The "Send a One-off Email" option allows you to send an email to the selected person outside of the Cadence.

H. Edit: The Edit option allows updates to the following details for a person’s record:

▪️ Accounts: Link the person to an account in Salesloft, similar to contacts in Salesforce.

▪️ Job Seniority: Update the person’s job seniority if their title changes or the existing information is incorrect. This not only keeps your data current but also informs the Job Seniority model.

▪️ Stage: Update the stage of the person in your sales process.

I. Tags: Add or update tags associated with the person for easy filtering.‍

J. More Actions Menu

K. Mark Star: Star the person as a Salesloft “favorite.” The star icon will appear to the left of the person’s name.

L. Mark EU Resident: Marking a person as an EU resident disables open tracking, click tracking, and live website tracking for GDPR compliance. If the person is already marked, the option to "Unmark EU Resident" will be available.

M. Do Not Contact: Add the person to the "Do Not Contact" list. Once marked, users will not be able to email, call, or add the person to any Cadence.

N. Delete People: Permanently remove the person from Salesloft.

These actions provide flexibility in managing people within the Cadence, ensuring that tasks are completed efficiently and in compliance with relevant regulations like GDPR.

Cadence People Actions

The People Actions button opens a dropdown menu, enabling you to add or export individuals to and from the Cadence.

Key actions include:

People Actions Button: Click this button to access the menu containing various People Actions.
Add to Cadence: Manually add a person to the Cadence. If the person is not already in Salesloft, you can create a new entry for them.
Import from CSV: Import a list of individuals from a CSV file into Salesloft and the selected Cadence. Salesloft will suggest the Cadence you were viewing as the default when finalizing the import.
Import from CRM: Imports individuals from your CRM directly within your CRM platform.
Export People: Download a CSV file of individuals currently active in the Cadence or those who have completed it.

Cadence Call Tab

The Cadence Call Tab provides a detailed overview of your call activity specific to individual Cadences, mirroring the functionality available on the general calls page.

The Cadence Call Tab includes the following information:

Name: The individual who was called.
Disposition: The logged outcome of the call.
Sentiment: The recorded sentiment regarding the call.
Notes: Any notes documented during the call.
Duration: The length of the call, recorded in seconds.
Recording: If the call was recorded, click “Listen to Recording” to access the audio. Calls that were not recorded will be labeled as “No Recording.
Called At: The timestamp indicating when the call occurred.
Export CSV: Option to download a CSV file containing the call data listed

Cadence Email Tab

The Cadence Email Tab provides detailed visibility into your email sends at a granular level, similar to the general Emails page, but specifically focused on individual Cadence emails.

The Cadence Email Tab includes the following information:

To: The recipient of the email.
Subject: The subject line of the email.
Status: The outcome of the email, indicating whether it is Sending, Sent, or Cancelled.
Sent At: The timestamp indicating when the email was sent.
Sent By: The Salesloft user who sent the email.
Stats:
- Views: The number of times the email has been viewed.
- Clicks: The number of clicks on links within the email.
- Replies: The number of replies received in response to the email.

Cadence Activity Dashboard Tab

The Cadence Activity Dashboard provides a quick and comprehensive overview of the activity that has taken place over a selected time range.

The Cadence Activity Dashboard includes:

Date Range: Located below the activity report, the date range determines the timeframe for the activity displayed in the report. By default, the date range is set to the last seven calendar days (excluding the current day). You can adjust the date range to expand or limit your selected timeframe.
Email Activity: A visual report detailing email interactions, including the number of emails sent, views, clicks, and replies that have occurred within the Cadence.
Call Activity: A visual report showcasing the calls completed within the Cadence.

Cadence Settings Tab

The Cadence Settings tab enables you to establish rules that apply to the entire Cadence.

The settings page is designed similarly to the Create a Cadence page, allowing for easy editing of details after a Cadence has been created.

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Cadence People Tab

The Cadence People Tab provides a comprehensive view of individuals currently active or previously engaged in the Cadence. This tab allows you to filter, sort, and take actions at the Cadence level.

The key components of the Cadence People Tab include:

Saved Views: Saved People Views enable you to create and save filtered lists for easy access. These lists can be revisited using various criteria.
Filters: You can apply filters to view specific groups of people based on customized criteria. By default, the filter includes people "In Progress" on Cadence steps.
Filtered Stats: Metrics that display specific statistics for people in your filtered list, including:
- Called: Number of people who have been contacted by phone.
- Emailed: Number of people who have received emails.
- Bounced: Number of people whose emails bounced and reflect a bounced status.
- Opened: Number of people who opened your sent emails.
- Clicked: Number of people who clicked on links in your emails.
- Replied: Number of people who responded to your emails.
- Starred: Number of people you’ve starred for prioritization, which will appear at the top of the list.
Search: The search function allows you to find individuals based on their name, company, or email address. It also provides quick access to their Cadence statistics.
People List: The People List displays a detailed overview of individuals in the Cadence, including the following fields:
1. Checkbox: Select individuals by clicking the checkbox. You can choose one or multiple people for actions. Clicking the down arrow next to the header checkbox allows you to select all visible people or all people in your list.
2. Name: Displays the name of the person.
3. Account: The linked Salesloft account that contains company-related data.
4. Title: The individual’s title from their Salesloft profile.
5. Job Seniority: The level of seniority the person holds within their company.
6. Step: The current Cadence step the person is on. If removed, their last completed step will show.
7. Due: The due date for the individual's most recent Cadence step.
8. Stage: The individual’s most recent stage in the Cadence process.
9. Tags: Labels associated with the individual, which can also be used to filter the list.
People Actions: Once you select one or more individuals from the list, the People Actions menu appears at the top. This menu allows you to perform actions like adding or exporting individuals or other related activities.

Cadence Step Tile Details

Each step within your Cadence is visually represented by a Step Tile, providing critical information and offering key actions.

Below are the detailed functionalities available for each Cadence Step Tile:

A. Move Step: Allows you to drag and rearrange the sequence of your Cadence steps.

B. Step Type Icon: Represents the type of step in the Cadence. The available step types include:

▪️ Email Step

▪️ Phone Step

▪️ Other Step

▪️ Integration Step

C. Step Number and Name: Displays the step's order within the Cadence and its corresponding name.

D. Labels: Additional tags that provide more context about the step. Common labels include:

▪️ Automated: This step will run automatically when a person reaches this stage in the Cadence.

▪️ Multi-Touch: The step is set to run consecutively with another step.

▪️ Saved: Indicates that an email step has been saved as a template, enabling metrics tracking.

▪️ Team: Represents a shared team template.

E. Preview: Displays a snippet of the step description or email message.

F. Metrics: Key performance indicators attributed to the Cadence step, varying based on the type of step.

G. Scheduled: Specific to email steps; denotes emails that are scheduled for later.

H. In Progress: Indicates that people are on this step but it’s not yet due.

I. Shows people whose steps are due today and are visible in the Cadence Side Panel for action.

J. Step Actions: The ellipses icon (three dots) on the right side of the step tile provides a dropdown menu with the following actions:

▪️ Edit Step

▪️ Copy Variant

▪️ Add Variant

▪️ Export People

▪️ Delete Step

▪️ Delete Variant (available only for steps with multiple variants).

Cadence Use Cases

Salesloft cadences are a powerful way to streamline sales activities, but how you utilize them is just as important.

The following use cases demonstrate effective applications of Salesloft cadences to enhance sales processes and improve overall performance:

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Dialing through Salesloft

Click-to-Call:

Salesloft’s Dialer enables seamless calling from Salesforce. With the Click-to-Call feature, simply click the Call button next to a contact's phone number to initiate a call. The Dialer offers the same functionality as the Salesloft app, including LocalDial for better connection rates and Voicemail Recordings.

Key Points:

Accessibility Mode: Click-to-Call is unavailable in accessibility mode; disable it temporarily to use this feature.
Custom Phone Fields: The Click-to-Call button cannot be added to custom phone fields in Salesforce Classic due to the absence of unique identifiers.
Manual Import: Enable Manual Import in Team General Settings to add new contacts via the Dialer extension.

How to Enable Click-to-Call:

Log in to Salesloft and click your name in the upper right corner.
Go to Settings > Calls tab.
Check Click to Call Enabled under Phone Settings and click Save.

The Call button is available on Leads, Contacts, Accounts, and Opportunities in Salesforce Classic and Lightning. Note that Opportunities require customization by a Salesforce admin to access Click-to-Call.

Email and Call Workflows with Salesloft

To manage email and call workflows effectively, setting up comprehensive outreach processes is essential, especially with tools like Salesloft. Salesloft helps you streamline communication, automate follow-ups, and enhance overall outreach efforts for sales teams.

Here's how you can manage email and call workflows with Salesloft:

Design Outreach Cadences:

Create structured cadences for emails and calls, ensuring consistent follow-ups.

Personalize at Scale:

Automate personalized emails while maintaining a human touch for each prospect.

Call Tracking:

Use Salesloft to log calls, track conversations, and monitor response rates.

Performance Insights:

Access real-time analytics to assess the success of email and call campaigns.

CRM Integration:

Sync Salesloft with your CRM to keep all contact records up to date.

Prospecting with Salesloft

Sales Prospecting Techniques and Best Practices:

As you navigate the sales prospecting process, it’s important to discover what strategies work best for your team.

Here are some effective techniques and best practices to enhance your prospecting efforts:

Warm Calls Over Cold Calls:

Warm calls are more effective than cold calls.
Familiarize yourself with decision-makers and leverage social media or mutual connections for introductions.
- For instance, Jack Neicho from Salesloft sends a personalized LinkedIn request followed by an email with a video message, making prospects more comfortable.

Incorporate Video:

Using video in your outreach can significantly boost engagement.
Research shows that adding a video step can increase success rates by 161%, and it enhances email reply rates by up to 25%.
Aim to include video in your cadence, ideally between Day 2 and Day 20, and keep email content concise (200-600 characters).

Establish Trust:

Position yourself as a trusted authority by building your personal brand on LinkedIn or other platforms.
By being known to prospects before outreach, you create a positive impression that can lead to referrals and future opportunities.

Follow Up Strategically:

Consistent, timely follow-ups are crucial, as initial outreach often doesn’t yield immediate results.
Differentiate between persistent and pestering follow-ups by providing value in each interaction, such as sharing relevant articles.
Use tools like Salesloft Cadence to automate and personalize your follow-ups.

Leverage Referrals:

Maintain relationships with existing buyers to cultivate referrals.
Regular check-ins demonstrate care and position you as a trusted advisor, which can turn satisfied clients into brand champions who introduce you to new prospects.

📝��ǳٱ�: By implementing these techniques, you can optimize your prospecting efforts, allowing your sales team to focus on high-potential buyers and streamline engagement through platforms like Salesloft, which consolidates buyer data and messaging in one place.

Gaps

Pipeline Health and Deal Gaps represent data points that may negatively impact your Deals. Using Deal Gaps filters, managers and sales reps can create customized views to quickly identify and address potential issues in the pipeline.

Key Information:

Admins: Deal Gaps can be managed and configured by Admins from the Pipeline tab.
The available options in the Deal Gaps menu are based on the filters set up for your team.
When applying Deal Gaps filters, you can select one or multiple filters to tailor your view and focus on specific gaps.

These filters provide valuable insights into potential risks, helping you proactively manage your pipeline and improve deal outcomes.

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Removing People from a Cadence

Removing People from Cadence Workflows in Salesloft:

As you manage Cadence workflows, there will be times when you need to remove individuals. Salesloft provides several efficient methods for this process:

Cadence People Tab:

Navigate to the specific Cadence and select the People tab.
Filter or sort the list as needed.
Select the individuals you wish to remove.
Click the down arrow next to the "Add to Cadence" button and choose "Remove from this Cadence.
Confirm removal in the popup that appears. A notification will confirm the action.

Cadence Side Panel:

While running Cadences in the side panel, click the ellipsis (three dots) next to the individual's name and select "Remove from Cadence."
A notification will confirm the removal.

Person Profile Page Cadences Panel:

Access the Person's Profile Page to view their activity history.
If the Cadences Panel is not visible, ensure it is enabled via the Edit Layout menu.
Hover over the Cadence information, click the dropdown, and select "Remove from this Cadence."

Automation Rules for Cadence Management:

Certain automation rule triggers can be utilized to remove individuals from a Cadence. Common examples include:

When a person is marked as successful
When a person's stage changes to disqualified

Close Date

The Close Date filters allow you to narrow down Opportunities based on the expected close date.

The available options include:

All:

Displays all Opportunities, regardless of the close date.

This Month:

Filter opportunities are expected to close within the current month.

This Calendar Quarter:

Shows Opportunities scheduled to close in the current quarter.

Next Month:

Filters Opportunities with a close date in the following month.

Next Calendar Quarter:

Displays Opportunities expected to close in the upcoming quarter.

Custom Time Range:

To select a custom date range, click inside the date range box to open the calendar. Choose the start and end dates for your desired range.

Stages

The Stages filter allows you to refine the Deals list based on Opportunity Stages. These stages are organized in parent/child groupings.

Parent Stages:

Selecting a parent stage (e.g., "Open") will include all associated child stages in the filter.

Child Stages:

If you select only a child stage, the filter will focus specifically on that stage (or multiple stages, if more than one is selected).

This filtering capability helps you narrow down Opportunities to the most relevant stages in the sales process.

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Salesloft | Processes

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