The Challenge
Ramping the revenue organization on new sales methodology to become effective faster
Salesloft is a revenue workflow platform that leverages the power of artificial intelligence and integrations across the GTM stack of their customers.
In late 2020, Salesloft implemented both Seismic and Lessonly (now Seismic Learning) to solve a few main challenges. They needed a way to consolidate and standardize resources, content, and onboarding to support their company growth, as well as a way to streamline new messaging and initiatives.
Three years later, Salesloft is more outcome-focused than ever. With four key business objectives – higher win rates at the enterprise level, larger land and expansion in the commercial space, more pipeline generated per seller, and reducing churn with a deeper focus on the customer post-sale – Salesloft needed a solution to help the Revenue Enablement team support their program and business goals.
“We are laser-focused on ensuring we are outcomes focused and not leading with feature/functionality when working with our prospects/customers,” explained Lindsay Wolff, Senior Manager of Revenue Enablement. The Revenue Enablement team rolled out their value-selling methodology, Salesloft Solutions, to their revenue team to help meet their business objectives. “It is one of the largest endeavors happening at the company level right now,” she continued.
“2023 is an important year for Salesloft to refine our ability to activate the organization to go to market quickly and maximize value to our prospects and existing customers. GTM and Revenue Enablement have been strategic drivers for this initiative to ensure our teams are telling the same story. The Seismic Enablement Cloud has allowed them to transition to value selling across the GTM organization,” said Steve Goldberg, CRO at Salesloft.
Salesloft needed to quickly ramp up their revenue organization on their new sales methodology to help their teams become effective faster in driving toward the objectives set for the overall revenue business.
Steve Goldberg
CRO
The Solution
Updating Sales Methodology
As part of the new selling motion, Salesloft Solutions, the Revenue Enablement team focused on aligning three major customer goals – Increase Revenue, Drive Predictability, Reduce Cost – to eight identified solutions. By creating the alignment between the goals customers are trying to achieve and how Salesloft can solve them, the Revenue Enablement team could drive consistency in delivering this messaging across the customer’s journey.
“Seismic has become that central hub and source of truth,” said Sean Brocklebank, Onboarding Revenue Enablement Manager, as he reflected on how they continue to leverage solutions of Seismic and Seismic Learning.
The first step in building the story Salesloft wanted their sellers to tell started with learning the new platform pitch. Sellers had to complete training and a certification path with Seismic Learning to reinforce their understanding of the solutions and how they mapped back to customer pain points which required a pitch submission for grading. Once sellers master the pitch, they move onto understanding the solutions and how they map into customer pain points. Pages in Seismic act as a curated homepage to organize content and information around the new Solutions motion.
The enablement team drove over a 90% completion rate of the platform pitch, ensuring sellers were ready to deliver this new message to customers.
“Seismic is a source of truth for us. We have a dedicated hub for the Solutions rollout. It includes a page around our methodology and pages for the different solutions we offer to make sure we’re connecting the dots and aligning to our customer’s business goals,” said Lindsay. Organizing the content and sharing direct page links via “GoLinks” saves the team time when looking for information.
Salesloft’s Enablement team tracks page interaction in Seismic and lesson completion and knowledge checks in Seismic Learning. The integration between Seismic and Seismic Learning allows the Enablement team to link lessons and corresponding content directly to each other, making it easier for teams to navigate to the resources they need.
Sean Brocklebank
Onboarding Revenue Enablement Manager
The Results
GTM alignment on new selling motion
Focusing on the customer is one of Salesloft’s five core values. Salesloft Solutions ensures that the customer’s primary business objectives are communicated throughout the entire customer journey. With Seismic and Seismic Learning, Salesloft validated that if the content is curated, easily available, and ready to add value throughout sales process and training, sellers can close deals at a higher rate.
“Seismic helps me hit my numbers, it helps me understand my buyers, and it keeps me in the loop on what exactly they care about. It makes my life easier as a seller,” said Hunter Harbin, Senior Account Executive at Salesloft.
When evaluating how Salesloft’s Revenue Enablement team is performing against the key business drivers they found:
- The top 25% of Enterprise sellers using Seismic are driving an 11% higher average new deal win rate.
- The top 25% of Commercial sellers using Seismic boast a 52% shorter average deal cycle and a 4% higher upgrade win rate – which indicates positive progress for larger land and expansion in the commercial space.
- Additionally, those Commercial sellers generated 40% more pipeline, and SDRs using Seismic saw 84% more pipeline generated than last fiscal year.
- To drive toward reducing churn with more focus on the customer post-sale, Customer Success Managers (CSMs) are averaging five more QBRs than CSMs not using Seismic.
With revenue teams completing lessons, consuming the content relevant to their updated selling methodology, and honing their pitch – enablement can drive sellers toward winning at a higher rate and generating more pipeline. The new messaging creates a more consistent customer experience by helping all teams speak the same language.
“The Seismic Enablement Cloud allows our enablement organization to effectively prepare our go-to-market teams to deliver the value of Salesloft to our customers and drive alignment to support our key business objectives,” said Sam Wener, VP of GTM and Revenue Enablement at Salesloft.
