Demo • Salesloft — Agentic Execution in Action

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Julia Nimchinski: Amazing. Excited to see this in action, and thank you, everyone, once again. Now we have Shane McLaughlin, Principal Sales Engineer, SalesLoft, and yeah, let’s dive into the demo. Welcome, Shane. How are you doing?

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Shane McLaughlin: Wonderful. Thank you, Julia, and thank you, everyone, for having us in…

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Shane McLaughlin: for giving us this time. My name is Shane McLaughlin, Principal Sales Engineer here at SalesLoft, and over the past hour, we’ve heard this group of revenue leaders and marketing leaders

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Shane McLaughlin: discuss the importance of the importance of and their approach to implementing a mature AI model for the revenue organization. And so now I have the opportunity to demonstrate how the Sales Loft Revenue Orchestration Platform incorporates these principles.

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Shane McLaughlin: Before I take you into the platform, of course, I do want to set the stage, and I want to revisit some of those core themes that we heard, and share how they’re very important to our vision, and how that impacts our roadmap, and what it means to have agents in the workflow.

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Shane McLaughlin: So what are these key dimensions of maturity in an AI go-to-market strategy? You know, what is the foundation that you should build everything on top of?

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Shane McLaughlin: And here at SalesOff, we constantly see these three themes. The first being alignment. Alignment across your entire organization, from your sales rep, to the team itself, to your leadership, and beyond.

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Shane McLaughlin: Development is also very key, and that’s development of your team. Are you only getting efficiency gains from AI, or are you actually developing your talent and making them better?

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Shane McLaughlin: And the final theme being actionability. Are we able to get the insights we need? Are we converting insights into action? And where are we embedding this within the workflow?

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Shane McLaughlin: To dive a little bit deeper into each of these, if we think of alignment first, the question we should be asking ourselves is.

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Shane McLaughlin: Is the whole team improving with AI, or is it just those early adopters? What is your strategy for scaling AI within the organization?

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Shane McLaughlin: Every organization is going to have those cohorts, those people who jump right in, and then some people who are lagging behind. So how can we move that middle portion? How can we invest in those teams and ensure that they don’t get left behind?

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Shane McLaughlin: Development of skills is actually a really exciting area, and we’re gonna spend a good amount of time on that today, within the platform itself.

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Shane McLaughlin: Because beyond efficiency, where can we actually make our sellers better? This is hugely important to your organization’s success. What we have seen is many, within many analyst reports, is that tools are absolutely driving productivity.

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Shane McLaughlin: But they’re not having a tremendous impact on P&L performance. And that may be why adoption is slow, or why adoptions and your pilots for AI initiatives are struggling to meet your expectations.

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Shane McLaughlin: And finally, actionability. You know, the fundamental question here is, is it easy? Is my AI go-to-market strategy actually easy to implement?

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Shane McLaughlin: Can my reps take advantage of the insights that they gain from AI? Or is that siloed, and are the benefits, you know, hard to discover?

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Shane McLaughlin: A major challenge here seems to be where AI is embedded within your existing workflows, what has to change to make way for AI, and where can AI actually fit into your process?

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Shane McLaughlin: So, really, there’s two sides to the coin. My plan today is to show you how SalesLoft delivers AI that considers the importance of both sides, that is, making your sellers happy and making them more efficient, but also supercharging your ability as a sales leader to create impact with AI.

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Shane McLaughlin: And while it’s very important to start with efficiency, we cannot neglect skill development.

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Shane McLaughlin: All of the things that we see here to the left side, this left column, these are things that AI strategies have really over-indexed on.

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Shane McLaughlin: saving time through automated research, getting to know your customer and gain their trust and personalize further. You know, do more faster. These are where we’ve been focusing a lot of energy.

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Shane McLaughlin: But we can’t stop there. And over here to the right, we have to ensure that seller’s skills are improving as well.

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Shane McLaughlin: Coaching agents are a perfect use case for this, and to support leaders to have an impact.

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Shane McLaughlin: While it’s obvious that your reps, their development, will benefit from coaching agents, it also helps managers as well, and it helps managers become better leaders through AI.

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Shane McLaughlin: So, the skill development aspect will take longer, but the payoff is greater. And the important takeaway here as we go into the product now is that you have to build a more rounded AI go-to-market strategy that’s not over-indexed on efficiency, so much so that it fails to consider the importance of skill development.

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Shane McLaughlin: So let’s jump right into it and see this in action.

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Shane McLaughlin: Now, I’m going to start from the perspective of agents within the workflow. So, to do that, I’ll put myself into the shoes of a seller, be that an SDR, or an AE, or a CSM who’s responsible for retention and growth.

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Shane McLaughlin: This is true of all of those types of selling and revenue roles.

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Shane McLaughlin: Those of you familiar with SalesLoft might recognize this dashboard. This is my Sales Loft rhythm dashboard that ensures all critical engagements are presented to me. This includes structured engagements as a part of a cadence, part of my campaigns.

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Shane McLaughlin: But this also includes dynamic signals that are indicating intent and urgency. And at all times, I have context for the action that I need to take next.

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Shane McLaughlin: From an agentic perspective, what’s not quite obvious here is what’s running behind the scenes. And what’s running behind the scenes here is SalesLoft’s prioritization agent.

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Shane McLaughlin: This agent ensures I’m working on the right action at the right time and incorporating the right message.

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Shane McLaughlin: Considering all of my open opportunities, considering the health of my accounts, and again, any real-time signals that are coming in from first-party data, from third-party data, and so forth, all of that can influence my next step, and my prioritization engine is aware of it all.

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Shane McLaughlin: Now, of course, engaging with a customer starts by knowing the customer.

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Shane McLaughlin: SalesLoft offers a very detailed view of your history, of your previous engagements with this account.

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Shane McLaughlin: But, thinking of ourselves in the shoes of a seller, I have a pretty broad portfolio of accounts to manage, and this can take a lot of time to study and understand and really feel fluent within. And that’s really, really time-consuming. It takes me away from doing what I should be doing, which is selling.

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Shane McLaughlin: And so this is where SalesLoft has embedded an account research agent directly into the workflow.

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Shane McLaughlin: This account research agent is available directly on the account page and throughout the platform, ensuring that I’m not swiveling my chair to go learn about this account, I’m not conducting research in my browser, I’m not going to other tools to find out.

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Shane McLaughlin: This agent will instead scour thousands of sources and present back to me an easily digestible overview.

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Shane McLaughlin: Who is this company? What is their mission? Who do they serve, and so forth.

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Shane McLaughlin: And as I scroll down a little bit further here, what makes the sales-off research agent stand out from others?

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Shane McLaughlin: Is your ability to configure it and to train it.

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Shane McLaughlin: The agent will present the tiles and categories that are important to you and your sellers and in your process, and ensuring, also, that the sellers understand where you can find a mutual fit with the prospects that they’re trying to engage with.

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Shane McLaughlin: And to understand what engagements you’ve had in the past, previous opportunities that have failed to win, why did that happen? Who were you engaging with?

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Shane McLaughlin: But most importantly, this research agent

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Shane McLaughlin: Can be configured to ensure you know how to win going forward.

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Shane McLaughlin: The agent’s going to offer what we call sales angles. These are tailored to your offerings, to your product sets, and basically taking what has been learned through deep research, and now applying your value proposition to it. It’s going to elevate the message that your sellers have going back to the customers.

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Shane McLaughlin: Now, of course, beyond knowing the company itself, we need to know the people. And SalesOft’s integrated buyer identification agent is what’s going to ensure this, over here on the right-hand side.

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Shane McLaughlin: And it was great to have James from ZoomInfo with us in this panel, because through our deep partnership with ZoomInfo, SalesOff is tightly integrated to the ZoomInfo Buyer Discovery Group. And so this helps uncover the people with influence and those who are critical within the decision-making process.

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Shane McLaughlin: SalesOps integration ensures that the agent surfaces the right people, but I can very rapidly engage with those people, put them into the right type of cadence, and kickstart that motion of working with the right cohort of decision makers.

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Shane McLaughlin: Building upon this, we just reviewed the account research agent. The same is also essential for people research and building relationships. This agent allows me to zero in on the roles that people are playing, the influence that they have, and then,

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Shane McLaughlin: as a companion to that, an email generation agent ensures that my message hits home and nothing is missed. What’s really key here to take away is that all of the sales off agents are working together.

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Shane McLaughlin: The email agent talks to the research agent, the research agent is aware of the prioritization agent, and so on. The result is a generated message that considers roles, challenges, and most importantly, our value proposition that’s going to work

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Shane McLaughlin: that customer.

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Shane McLaughlin: I can personalize this further, of course, and what’s better to do that than being able to ask a natural question? And so, also within the SalesOft platform is the Ask Sales Oft agent, and just as the name suggests, I can ask anything.

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Shane McLaughlin: In order to personalize this message and make sure that I’m engaging with Boris and the right people, I might want to understand

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Shane McLaughlin: what recent engagements have we seen with this account as a whole? So I’m going to go ahead and ask the agent that.

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Shane McLaughlin: And I’m going… and just like that, not only do I know who we’re engaging with at this account, but I can also see how we’re engaging with them. It’s not just about saving time, but this is how we’re seeing alignment across the whole organization, from customer support.

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Shane McLaughlin: to sales, and so forth. Really uncovering key moments that a great seller is going to leverage to build trust and build those relationships.

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Shane McLaughlin: Now, pivoting to the other side of the coin, as I mentioned, several times you’ve heard me mention the importance of skill development. So let’s put ourselves into the shoes of a sales manager and see how agents can actually make me a great leader.

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Shane McLaughlin: And again, where’s the right place to start? The answer is in the workflow. As a manager, I’m likely spending a great deal of time in my mailbox, and the Sales Loft coaching agents are going to ensure a digest is delivered to me

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Shane McLaughlin: where I need it in my workflow. This digest is going to highlight team wins, areas for improvement, and also areas to focus.

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Shane McLaughlin: As I step into the platform, Salesoft offers a dedicated coaching module, and this… within this module, agents are analyzing data, uncovering risks, identifying trends, and as you see here, suggesting where me and my reps should focus their time and their attention.

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Shane McLaughlin: And this includes specific opportunities for skill development. Highlighting coachable moments within recordings, highlighting risks within opportunities, and looking at the trends for performance.

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Shane McLaughlin: If I have an important deal that’s at risk, SalesOft can uncover it… can uncover that, and even pinpoint the communication where we’re finding that information.

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Shane McLaughlin: And what’s also really important here to understand is that we can isolate specific skills to focus on, from negotiation management, to objection handling, right down to presentation skills and confidence within the process.

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Shane McLaughlin: Now, this aggregate view is very important, of course, but to dive a level deeper, we also need a human touch to have one-on-one conversations with our sellers. And so we’ll notice here on the right-hand side that I can go one level deeper.

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Shane McLaughlin: and use the coaching module for specific one-on-one sessions. This allows me to set targets for my team members, and use agents

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Shane McLaughlin: to track our progress against those targets. So, as you previously saw, agents were offering guidance on where to focus our attention. It’s also true here at a very granular level for my sales reps.

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Shane McLaughlin: We can see the key things that, in this case, Adam has to focus on.

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Shane McLaughlin: Important meetings that are coming up, opportunities that need attention.

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Shane McLaughlin: But a really important thing that I want to emphasize is over here on the right-hand side. And that is the Sales Loft coaching module and the agents within

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Shane McLaughlin: are not designed to be single direction. This is a collaborative setting.

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Shane McLaughlin: Your sellers actually have access to the exact same set of coaching capabilities. And so, as we see here, you can collaborate, sharing insights, and indeed, even asking for feedback.

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Shane McLaughlin: And so, building on that collaborative, let me close by highlighting some skill development from the seller’s workflow. So, a moment ago, I was in the shoes of a sales leader. I’m going to go back to the seller. Let’s talk about skill development.

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Shane McLaughlin: in a more natural, way. And so what I’m going to do here is highlight that I have access to this information, I can see where… what skills I need to focus on.

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Shane McLaughlin: But again, I can go a little bit further.

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Shane McLaughlin: Ask Salesoft, as you saw earlier, is available throughout the entire platform. I can ask a general question, not only about my customers, but I can ask questions about myself, about my performance, and what I need to do to hit my numbers, and ultimately to attain that

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Shane McLaughlin: promotion that I’m looking for.

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Shane McLaughlin: So I’m going to wrap up by simply reiterating our vision here at SalesLoft is not for sellers to simply do more with AI, but for sellers to truly become better with AI, and that’s what we believe is important for revenue organizations to grow and see measurable value through your AI initiatives.

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Shane McLaughlin: Thank you so much for your time, and Julia, back to you.

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Julia Nimchinski: Thank you so much, Shane, very insightful, and yeah, for everybody who’s watching, what’s the best next step?

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Shane McLaughlin: Yeah, the great question. Come visit salesoff.com, and you’re gonna find access to a tremendous amount of resources relating to our agentic capabilities, outlining what those agents can do for you, as well as success stories.

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Shane McLaughlin: We even offer the ability for you to conduct your own AI maturity assessment to see where you are on that progression path.

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Shane McLaughlin: with respect to adoption, successfully of AI within your own processes. So, yeah, check that out.

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Julia Nimchinski: Awesome, thanks again. Next up, we’re featuring a demo of Vivin, and welcome to the show, Joseph Miller, co-founder and chief AI Officer, and Brett Crane, VP of Solutions.