Pravda Media Group papers

1 | The Total Economic Impact™ Of SalesLoft Executive Summary Business-to-business (B2B) buyers have taken control of the buying process and are completing much more of their purchase journey online. Forrester found that 68% of buyers prefer to gather information on their own, and 60% prefer not to interact with a sales person. 1 While increasingly independent, prospective customers will engage with knowledgeable, empathetic, and informed sellers who provide relevant information and insights tailored to their business and needs. 2 These dynamics are changing the rules of sales engagement and make it almost impossible for inexperienced or traditionally-minded sales teams to successfully engage business buyers who now expect consumer experiences in business buying. To address this challenge, revenue-producing teams are adopting customer-obsessed sales engagement strategies, ones that harnesses customer data and technology to personalize sales communications, establish a human connection, and drive decisions based on how buyers really buy. Top firms are turning to sales enablement technologies to help produce these outcomes: Half of the sales and marketing professionals that Forrester surveyed last year said their sales enablement budgets increased in 2018 relative to 2017, with 27% reporting investment increases of more than 15% compared to the prior year. 3 SalesLoft commissioned Forrester Consulting to conduct a Total Economic Impact™ (TEI) study to examine the potential return on investment (ROI) enterprises may realize by adopting the SalesLoft sales engagement platform. The SalesLoft sales engagement platform, consisting of the SalesLoft cadence engine, intelligent dialer, human sales email, SalesLoft connect, Live Call Studio, and Meeting Intelligence, enables firms to create a personalized, scalable, and consistent go-to-market process across the sales organization. To better understand the benefits, costs, and risks associated with this investment, Forrester interviewed several customers with years of experience using SalesLoft. Prior to adopting SalesLoft, interviewed organizations maintained a variety of poorly integrated point solutions and legacy sales engagement technologies plagued by low adoption, limited usability, and other performance issues. Interviewees sought to empower their sales organizations with efficiency-enhancing tools to generate more pipeline and improve the customer buying experience. Key Findings Quantified benefits. The following risk-adjusted present value (PV) quantified benefits are representative of those experienced by the interviewed companies, as realized by a composite organization built for this study: › A 2x increase in top-of-funnel sales prospecting activity. Organizations streamlined sales workflows using the SalesLoft cadence engine, human sales email, and intelligent dialer, enabling representatives to double sales activities like cold-calling and inbound response follow-up across email, phone, and social channels within a couple of months of using the platform. Increased early-stage sales activity efficiency brought in hundreds of additional customers over the three-year analysis period, driving a bottom-line impact for the composite organization totaling a PV of just over $1.4 million. Business Benefits 2x increase in sales activity per seller 2.5x increase in response/open rate 13% increase in customer renewal rate

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