Salesloft Integration: Using Contact Insights for Sales Engagement

With the Salesloft integration for RollWorks, sales reps save time in their prospecting efforts by accessing account and contact marketing insights directly in the CRM and then pushing contacts into relevant Salesloft sales engagement cadences.

A Salesloft Cadence is a series of touchpoints built to drive deeper engagement with a prospect. Cadences are used to initiate multiple touchpoints and manage communication with prospects through a consistent cadence of engagement. These touchpoints include email, phone calls, zoom calls, LinkedIn messages, etc.

At a high level, sales reps should follow the process below to use Sales Insights and Contact Insights to inform their prospecting efforts, and then use Salesloft to engage prospects:

1. Through Sales Insights, a sales rep is notified that an account is spiking in engagement.
2. The sales rep goes to the account record in the CRM and evaluates the account (spike details, visitor details, surging intent topics, Journey Stage progression, Journey Events, etc.) and contacts (job title, department, previous activity & touchpoints).
3. Once an account is targeted for outreach the sales rep selects one or more contacts to engage and adds the contacts to a Salesloft cadence that is personalized based on account and contact data.
4. The sales rep uses Contact Insights to look for gaps in the buying committee and goes to find more contacts.

Before you start

Before sales reps can start using the RollWorks Contacts Tab to add people to a Salesloft Cadence, you must complete the initial Salesloft integration configuration documented in this help center article.

Step 1. Go to the RollWorks Contacts Tab

You can access the Contacts Tab powered by RollWorks from three different places, to then add relevant contacts to a Salesloft cadence:

• From the RollWorks platform. Continue reading to learn more.
• From Salesforce. Jump to section to learn more.
• From HubSpot. Jump to section to learn more.

In the RollWorks UI: find the Contacts Tab

Start by identifying one target account you wish to prioritize and engage via Salesloft. 

1. Click on any target Account to open the Account card details.
2. Click the tab called Contacts.

In Salesforce: find the Contacts Tab

Sales Reps, AEs, and SDRs can use RollWorks insights while logged in to Salesforce to prioritize high-value contacts and engage them via Salesloft Cadences.

1. Click on any target Account record with a recent Spike.  how to find a report in Salesforce or HubSpot to view Spiking Accounts.
2. From the Account record, click the RollWorks Sales Insights tab.
3. Click the tab Contacts.

In HubSpot: find the Contacts Tab

Sales Reps and SDRs can use RollWorks insights while logged in to HubSpot to prioritize high-value contacts and engage them via Salesloft Cadences.

1. Click on any target Account record with a recent Spike.
2. From the Account record, click the RollWorks Sales Insights CRM card.
3. Click View Journey Events.
4. Click the tab Contacts.

Step 2. Filter contacts by Job Title

Once you are in the Contacts section you can see all your existing CRM contacts and leads including the following details:

• Name and Email
• Job Title
• Last Activity
• Last Activity Date
• Cadence - shows you if the contact is in an active Salesloft cadence already.

Step 3. Add CRM contact(s) to a Salesloft cadence

Select the contact(s) and click Choose Salesloft Cadence.

• All your Salesloft Cadences will be listed on the next screen. Choose one and click Add to Cadence.