“When we were going through the journey with Salesloft… it was important that we did everything that we could to make sure we were at the right position to roll it out.” – Karan Mehta, Sales Director at Blink. A successful rollout is critical to an organization’s sales team when implementing new technology. That’s why it’s important for us to learn the best practices from customers like Blink and how they managed to get to entirely new levels of success with our revenue workflow platform.
Karan told us that his team hasn’t even been using Salesloft that long. But even in their short amount of time with the product, they can point to a lot of tangible improvements. Now that they have Salesloft in their corner, they’re up 237% with demos booked. And when it comes to revenue, Blink has had a 126% increase since bringing on Salesloft.
Blink increased demos booked by 237% and increased revenue by 126% since bringing on Salesloft.
But how exactly did Karan’s team achieve those healthy numbers? At Saleslove on Tour in London this past October, he shared with us how the right mix of Cadences, Conversations, and Rhythm help his sales reps deliver on big goals — and win.
1. Cadences
First up, Karan told us that having the correct Cadences in place is a necessity for any sales function aiming to achieve and surpass their goals. “However, it’s important to understand that there’s no one size fits all with any with any sort of cadence,” he told us. “And for us, it’s about understanding the client and also the vertical they sit within.” Being able to tailor cadences to the client and the purpose they serve to make them more relevant is key. Some of Blink’s customers tend to be call-heavy. Others, conversely, might prefer email. His team keeps that in mind and adapts their cadences accordingly.
“We have a range of different cadences that are set up for SDRs,” Karan said. “It’s important for us to constantly look at testing those cadences. And you can do that within Salesloft to see what your success is.” With Salesloft, Karan’s team finds it easy to access the reports they need, so they can quickly look at any cadence and know whether or not they’re finding success at a particular step of it.
“It’s important for us to constantly look at testing those cadences. And you can do that within Salesloft to see what your success is.”
His sales team also has different cadences set up for the AEs.
“They carry a large part of the sales cycle, and with them, there’s different areas that they’re trying to adhere to and they’re going through those stages,” Karan shared. He told us how it’s important that his team has those cadences in place for each stage, but also all the way through to Closed Lost — a cadence that he said is often the most successful one in itself.
2. Conversations
Karan jumped straight into this feature by saying, “I love Salesloft’s Conversations tool!” Consider us flattered! But in all seriousness, he said that it’s a great feature to help his sales team reach success on two fronts:
The first front: it’s great for AEs. Because it records demos, it’s a useful record keeper. For AE’s on Karan’s team who are doing a demo, and want to go back through that demo, they automatically get the transcripts provided to them with Conversations. “You can make notes that can be passed on, but also you can refer back to it at any point,” he said. “They can just jump back into it.”
The second front: it’s great for management. “Every call that we make through the dialer is recorded, which is great for management, for training, and all sorts of other purposes,” he said. “We can have a look at the quality of these demos, what’s being spoken about, the challenges that the prospects may have.”
“Every call that we make through the dialer is recorded, which is great for management, for training, and all sorts of other purposes.”
But an additional benefit that Karan’s team found is that they can pass demos onto their client success team so that that team can have a record of it and make use of it. That way, when they have successfully onboarded a prospect, the relationship seamlessly continues through to the client success team who already has all of that information.
3. Rhythm
Though Karan admitted that his team is fairly new to using Rhythm, they’re already seeing results with it. Something he mentioned to us about the feature was that its design is top tier. “The UI is really, really nice…. Aesthetically it’s brilliant.”
But he was quick to follow that up with the fact that his team gets a lot of intelligence out of Rhythm, too. “The Conductor AI that’s running it is doing a great job. Clearly, it’s always learning, and I think that’s important.” With all the data sales teams like Karan’s are able to put into Rhythm, there are so many more insights that they’ll be able to act on. And for revenue organizations, data is key.
“The Conductor AI that’s running it is doing a great job. Clearly, it’s always learning, and I think that’s important.”
On top of the data component, Karan told us that the prioritization of tasks is a game changer for his team as well. And overall, he’s excited to see how Blink matures in its use of Salesloft, because clearly if this is the start, there’s a lot of potential to keep growing into the future. And Salesloft is definitely part of their future strategy.
Talking about the increased performance of his team, Karan had this to say, “When you put strategy in place, you account for investing in software — investing in your sales function. And clearly on the other side of it, you will see results, providing you invest in the right way. So it’s a great number. Am I shocked? No. But am I incredibly pleased? Yeah, absolutely.”
Your sales team deserves results like these, too. Check out Karan’s full interview from Saleslove on Tour in London here, then see what Cadences, Conversations, and Rhythm can do for a team like yours.