Salesloft

Do you need to call *every* time you send an email? We asked this question and looked at 338 million cadence emails sent on Salesloft to find the answer. Email-only sellers booked 37 meetings for every 10,000 cadence emails. Sellers who made a call for every email booked 166, or 4.4x as many from the same number of emails. If you can’t call every single time, that’s fine. Sellers who made about one call for every 4 to 10 emails booked 69 meetings per 10,000, nearly double the email-only rate. Read the full research: https://lnkd.in/g2uxXG-4

Our data (and our CEO) say you still need to pick up the phone!

A haunted house, but it’s just Q4 and you work in sales

Christine Gavin-Johnson has been a sales pro for over 16 years and we’re lucky to have her as our VP of New Business Sales in the Americas. October is Women in Sales month, so we’re letting her take over the page today to share her advice. — Q: Which women in sales have positively impacted your career? A: Honestly, I've spent most of my career in rooms full of men, and many of my mentors have been men. The woman who has shaped me most is my sister, Kim Gavin. She's a senior executive in the beverage industry, another male-dominated space, and she worked her way up the hard way. She's been my sounding board at every career crossroads: when to push for the promotion, how to handle a tough room, when to bet on myself. Watching her lead with confidence and grace, without ever shrinking to fit in, showed me what was possible long before I saw it modeled at work. Every woman needs a "Kim" in her corner, and I'm lucky mine is family. Q: You work at the intersection of technology and sales. What would you recommend to other women looking to break into this space? A: Don't wait until you feel 100% ready. Most of us hold back until we've checked every box, while others raise their hand at 60%. Go for the role, ask for the stretch assignment, and learn on the way. Second, build your board of advisors early. Find people who'll tell you the truth, women and men alike, and lean on them. Finally, learn the business, not just the product. When you can talk to a CFO about outcomes instead of features, you earn a seat at the table no matter who else is sitting there. Q: What’s the most cold calls you’ve ever made in a day? A: 75! Early in my career at SAP I blocked the whole day. I didn't love every call, but that day taught me that activity creates luck, and resilience is a muscle. I still believe the fundamentals never go out of style. — Which women in sales have helped you throughout your career? Tag them in the comments to show them some love, and stay tuned for next Friday!

Feel Good Friday 💛 I’ve always been a bias for action kind of person. Get things moving, solve problems, make things happen. But sometimes, in the middle of all that doing, you forget to pause and connect. You meet the same people every week, talk work, discuss people matters, solve problems together, yet don’t know their pet’s name or whether they’re allergic to coffee. And that’s where the magic is. When we get to know the person beyond the role, work gets more fun, conversations get easier, and even regular meetings feel a little more special. At Salesloft, I get to experience a little of that magic every day. A little reminder this Friday: we’re here to get work done, but we’re also here to make the journey a little more human. Happy Friday! ✨ #dreamteam

Congrats to everyone who found a Golden Ticket during our community challenge! We gave out thirteen $100 gift cards to members of the Salesloft community. Thank you to the winners who posted their tickets here on LinkedIn: Chuck Churches, IBM Dominic DiSano, Databricks CJ Soria, First Advantage Marissa Wendtland, Miratech Jessica Ritter, Direct Travel adil bouraeda, Silverware POS/FullSteam Kylie C., Nebraska Foundation Jimmy Chaves, Granicus Sheryl Nicholson, Direct Travel Reon Moses, Wrike ⚡️ Stephen Bussey, Supered Jennifer Rich, Microbiome Labs Vinay Kumar Moluguri, Anaconda

Revenue growth is great, but it comes with constant operational headaches. More customers → more data More markets → more complexity More tools → more places for context to get lost More sellers → more decisions that leaders can’t personally inspect In her latest Forbes article, Salesloft CPO Kylie Ana Fuentes shares how enterprises can build the data, systems, and processes needed to scale revenue without adding unnecessary operational complexity. “One of the most useful reframes I’ve come back to over the years is this: Scaling revenue isn’t really about generating more pipeline; it’s about scaling the quality of decision-making across the organization,” she says. Read the full piece: https://lnkd.in/gcjX5BdK

Sales cycles are getting shorter. Sounds like good news, right? Not necessarily. 63.6% of revenue teams report shorter average sales cycles. But at the same time: → 19.7% of pipeline is affected by execution breakdowns → Average quota attainment sits at ~62% → The top 10% of sellers generate 47.4% of Closed Won revenue These findings don’t point to a single pipeline bottleneck. Instead, they show that shorter sales cycles can coexist with uneven seller performance, pipeline leakage, and concentrated revenue production. For revenue leaders, the challenge is gaining enough visibility to identify which opportunities and seller behaviors require intervention before they affect the forecast. We surveyed 500 U.S. sales and revenue leaders at organizations ranging from 200 to 5,000+ employees to benchmark what’s working and what’s not. Download the full report: https://lnkd.in/gSgDvytU

Congrats to our CMO, Laurie Pratt Ehrbar, on earning a Gold Globee award! She was named Female Executive of the Year for building Salesloft’s unified global go-to-market engine. We’re so honored to have such a strong leader at our helm!