Salesloft Solutions Partner Program

What the Salesloft Partner Program Means to Us

Salesloft recently announced a Solution Partner Program for companies that recommend and implement Salesloft tools to maximize revenue for their clients. We are thrilled that Revenue Ops LLC has achieved Select tier status within this partner program.  

We are excited about formally partnering with Salesloft. We’re very comfortable with the platform. It is our sales engagement software of choice when we’re working on improving our clients’ workflows.

This partnership uniquely positions us to have access to Salesloft resources. We are particularly excited about experiencing cutting-edge product feature releases. Salesloft is committed to providing enhancements that reflect current sales process trends. And, we’ve found them to be really good about responding to customer feature requests since they’re based on real-world use cases. 

We’re looking forward to being privy to future integration and implementation opportunities. We appreciate that improving an operational process does not necessarily mean installing completely new programs. Sometimes existing programs just need a little boost to make them more useful. Integrations enhance our strategic approach when developing the technology and workflows for our clients because it saves time when we implement existing applications to complement new software. It also streamlines the training and onboarding process. 

Ultimately the most significant benefit of this partnership is transferring all of these perks to our clients. So when you work with us, you can be confident that you’re receiving the highest level of service. 

Best Features of Salesloft

We think the biggest and best benefit of Salesloft is that it allows small but mighty teams like us to operate like a large, Fortune 500 company. There might be strength in numbers, but sometimes less is more. 

Thanks to the robust and intuitive nature of Salesloft, we can communicate at scale with our prospects and customers. These days, resources are scarce just about everywhere, and there isn’t enough time in the workday to accomplish everything we need to do. But, if we invest a little time in building relationships with our contacts by defining audience segments, configuring some preset messages, and establishing a reasonable distribution frequency, we can maintain top-of-mind exposure effectively and efficiently.

Salesloft provides the tools we need to automate our communications along with a high degree of personalization and customization. As a result, we can interact with our contacts strategically and regularly. In addition, Salesloft offers one-to-one SMS messaging capabilities and custom videos so that we can engage in direct but less invasive ways.

Salesloft also makes it easy to connect and scale our operations through integrations. Therefore, we don’t have to reinvent the wheel when implementing new technology. Salesloft integrates seamlessly with a number of sales and marketing applications, including Salesforce.

As a Salesforce partner, we combine data from our CRM and sales engagement activities to paint a clear picture of our interactions. And we use the data to evaluate our tactics and optimize them accordingly. 

Salesloft Select Partnership

Salesloft Improves Our Operations

Salesloft is designed to help sales representatives be productive and focus on their regular sales tasks. They don’t have to be bogged down by mundane administrative tasks because Salesloft automates and synchronizes tasks like recording conversations, scheduling meetings, and designing and distributing reports. 

Sales representatives feel more organized and aware of their responsibilities. Salesloft makes it easy for them to understand where their contacts are within the sales process. And they can easily plan the next steps and follow-ups so that nothing falls through the cracks. 

From a customer experience perspective, Salesloft enables customer service representatives to stay on top of renewals to maximize revenue. Avoiding missed opportunities goes a long way to ensuring recurring earnings and maintaining customer satisfaction. In addition, positive experiences with customer service help to extend the customer lifecycle.

Why Salesloft

When considering a sales engagement platform, it’s impossible to ignore Salesloft. It’s a market leader, and for a good reason. Salesloft focuses solely on optimizing business development opportunities and streamlining the sales cycle.

We at Revenue Ops LLC are intentional about aligning with market leaders. Salesloft is recognized by G2, Forrester, and TrustRadius. We help our clients maximize their revenue and scale their business by working with best-in-class products.

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients improve their performance. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions. Learn how we can help you implement a strategy to improve revenue operations and maximize your growth.

How CRM Helps with Customer Retention

Customer Retention

You know that customer acquisition is crucial for the growth and development of your business. But, what might be more important is customer retention.

Recent statistics report that it can cost your business five times more to get a new customer than it would cost to keep an existing customer. These stats also show that increasing your customer retention by just 5% can increase your profits anywhere from 25-95%.

Are you ready to maximize revenue through customer retention? Then, it may be time to consider implementing client relationship management or CRM software into your business.

Read on to learn about customer retention and how CRM benefits your client and business.

Importance of Customer Retention

Customer retention focuses on keeping current customers engaged with your company and products. Happy customers will keep buying from you, referring you to others, and staying connected in communication with you.

As mentioned in the statistic above, it is of high value for your business to keep your current clients. Doing so increases profits and expands your business.

Relationship of a CRM with Customer Retention

As you integrate your CRM strategy into your business, it’s essential to know how this strategy fits in with customer retention. Here are the benefits of CRM for your customer retention strategy.

No Customer Forgotten

A large part of retention is ensuring that no customer falls through the cracks. A CRM offers an organized database to keep all customer information and actions. This organization allows you to follow up with each customer accordingly.

Utilizing a CRM allows you to keep all data under one roof and best serve your customers. Keep all information from email campaigns, social connections, and phone calls within the contact card for each customer. Never again miss an opportunity to connect with a potential customer or follow up with a prospect.

Customer Personalization

A benefit of interacting with your customers through a CRM is the ability to tap into customer personalization.

As your customers engage with your content on your website or through email, you will be able to send them more of the content they want from you. 

Use customer segmentation to specify the emails or portions of emails preset contacts will receive. Tap into a “give the people what they want” mentality, and provide the right content to the right person at the right time through segmentation.

Seamless Customer Experience

Creating a seamless customer experience is pivotal for customers coming back to your business year after year.

A CRM gives you an up-leveled customer service system through managed customer support and follow-up. Track customer support tickets or requests to ensure proper follow-up and next steps with each customer.

Keep your ticket system on point by assigning customer requests or feedback to the right team member for a smooth resolution for each ticket.

During a customer’s life cycle, they can weave in and out of engagement with you. Utilize your CRM to keep customers engaged. Use well-timed email campaigns or personal connections to draw them back to your business.

Create re-engagement emails for customers who haven’t connected in a while. You can also offer specific resources for those who have submitted support tickets to help them in the future. The goal is to keep a smooth experience with each customer interaction with your business.

customer retention

Accurate Reporting

A valuable benefit of CRM software is reporting and analytic tracking. When you send email campaigns, you won’t have to guess which content is best received by customers. Accurate reporting allows you to see where your customers engaged the most.

With a CRM, you will have regular reporting data to show the state of your relationships. Examples of this are the number of contacts, customer engagement with campaigns, any unsubscribes, growth or loss in customer pipelines, and more. All valuable data can improve and grow your business under one umbrella and save you time and energy.

One Team, One Mind

If you have a team within your business, part of keeping things seamless for customers is making sure your team is on the same page. 

CRM gives each team member or department access to customer data. Ensure each customer receives the same level of service across all team members or departments.

From one stage with a customer to the next in a different department, a customer can expect a clean transition from one team member to the next.

Customers are more likely to stay engaged with you long-term if they feel valued by your whole team. This value begins with a team that remains one step ahead of the customer.

Automate Systems

Your time as a business owner is valuable, and so is each customer relationship. Bring the two together using automation within your CRM system.

As your customer enters different levels within your marketing funnel, use automation to nurture customers into a deeper relationship with your company.

Use automation to re-engage with customers who may have disengaged or have become unresponsive. You can do so with automated campaigns and special offers. You can also use automation to keep your company or products top of mind with well-timed emails that manage themselves. 

Automation takes the work out of routine connections points and gives you more time to focus on enhancing and scaling your business.

Build Retention with CRM

Customer retention should be top of mind for each business owner. It costs more money and time to gain new customers than it does to keep current clients.

To keep your current customers, you have to be intentional with your business processes. Retention ensures each customer has a positive experience with each interaction with you. Consider investing in a CRM system for your business to best nurture and care for your customers to keep them long-term. 

We can help you improve your customer relationships using tools like Salesforce. We work with businesses like yours to increase revenue by optimizing technology, streamlining processes, and customizing reports and dashboards so that you can make data-driven decisions to drive your business forward.

If you want to build and maximize your revenue and aren’t sure where to start, contact us today to schedule a consultation.

Sales Enablement vs. Sales Operations

The Difference Between Sales Enablement and Sales Operations

Sales enablement, sales operations…sounds pretty similar, right? It’s actually pretty easy to confuse the two. Here are the most significant differences between sales enablement and sales operations. 

The key difference between sales operations and sales enablement is that sales operations focuses on the operational efficiency of the everyday business processes involved in selling (i.e., order management, forecasting). In contrast, sales enablement experts work directly with other teams to increase adoption within the organization by providing content, training, and support for their customers. 

Note: operational or technical account managers are a part of sales operations, whereas account executives or senior account managers can be considered as part of sales enablement even though they may not have direct reports under them. This distinction becomes more evident when they have a dedicated individual responsible for overseeing the training, onboarding, and support of their accounts.

Sales Enablement Roles and Responsibilities

  • Create, manage and distribute content
  • Train internal stakeholders on their products or services
  • Partner with marketing for campaign support
  • Develop supporting collateral to help internal teams sell better

Sales Operations Roles and Responsibilities

  • Order management
  • Forecasting
  • Technical account management
  • Classifying and adding new accounts
  • Workflows and approvals (pipeline development)

How are these roles similar? Both are responsible for creating, training, managing, and distributing the company’s product awareness. Plus, a good sales operations team should have a solid understanding of how sales enablement efforts directly relate to actual sales. And vice versa: sales enablement directly impacts operational efficiency when done correctly. For example, sales engineers can identify issues in your software and escalate them before customers contact the sales team.

Focus on What’s Best for Your Business

This distinction between sales enablement and sales operations matters because it helps each team focus on what’s best for their business.

Sales enablement focuses on delivering an engaging customer journey. Therefore the team works closely with marketing to provide content through email drip campaigns, interactive guides, and personalized user experiences.

On the other hand, sales operations will work closely with other teams like finance to identify opportunities for process improvement, including automating order management or improving forecasting accuracy.

Drive New Business Growth

Both roles are vital for driving new business growth – yet both still require additional tools to help them become even more efficient at their jobs (or turn you into a unicorn).

Sales Enablement: If you’re working on sales enablement, then the first thing you need is CRM. CRM gives your team one place to manage all of their customer interactions and information, including marketing campaigns, email drip programs, account plans, product launch schedules, and more.

Sales Operations: If you work in sales operations, then the next thing you’ll want after CRM is analytics. Salesforce Analytics Cloud lets you track company-wide trends so you can benchmark how much business your reps are driving overall vs. other companies in the industry. In addition, it comes with pre-built reports that help you visualize data to improve quotas or forecast accuracy.

Operations + Enablement = Sales Growth

These two roles work together to drive new business growth. But the right tools can take them from good to great.

The best part about having both solutions? You can use them together to measure shared metrics across the company. Here’s a quick example: Sales operations wants to track the number of demo requests made by reps, and sales enablement wants to track the number of demos completed. But instead of each team creating their own copy of these KPIs, they can simply create a custom report in Analytics Cloud that uses both sets of data – which means less time spent tracking down information and more time for analysis and action.

So if you’re trying to figure out how best to spend your budget this year, remember that there are two distinct yet equally important roles when it comes to driving business growth. Sales enablement focuses on customer engagement while sales operations helps teams become more efficient at their jobs – so make sure your tools reflect those priorities!

Best Tools to Consider

1. Salesforce Sales Cloud: The sales management platform that helps salespeople and sales operations teams become more efficient at selling.

2. Salesforce Analytics Cloud: The analytics platform that lets you measure and benchmark your company against other businesses in your industry and identify opportunities for improvement.

3. SalesLoft: Fully-automated outbound prospecting software that uses AI to generate personalized email campaigns, manage prospects from cold outreach all the way through to close.

4. InsideView: Helps sales and marketing teams quickly discover new prospects, prioritize them based on fit, and generate targeted lists for outreach.

5. HubSpot Sales: A platform that lets you manage all your contacts with automated workflows that easily move prospects through the funnel. It also makes it simple to create custom reports that help teams understand their data in context with overall company performance.

6. HubSpot Marketing: The marketing automation platform allows marketers to personalize each customer’s journey by integrating email, social media, paid advertising, and more.

7. Zapier: A web tool that makes it easy to build your own automated workflows between all of our apps without having to write any code.

8. FullContact: Helps sales reps quickly connect with new leads by automatically updating their contact profiles based on social media activity.

9. RingLead: Lets companies link contact data from third-party databases into Salesforce so they can get a complete view of not just who their existing customers are but also who they’ve had conversations with in the past (and might be interested in reaching out to again).

10. Rapportive: Allows you to see LinkedIn profiles within your inbox so you can make connections based on shared contacts.

The best software solutions for your business will depend on the size of your team and how you work together within each role (sales enablement vs. sales operations). However, most companies can benefit by having access to both types of tools because they focus on different aspects of growing revenue. With this distinction in mind, you can be sure to develop a complete and well-rounded sales stack that will help you increase your ROI and become a unicorn.

We at Revenue Ops LLC are happy to help you navigate sales operations and sales enablement software options and choose the right tool for your business. Let’s discuss your goals, obstacles, and vision to get started.