Salesloft uses the power of the voice of the customer to generate over a million dollars of pipeline

For many companies, collecting customer feedback and effectively leveraging the voice of their customers can be a major challenge.

But if you're like Salesloft, you won't just collect reviews, you'll make customer feedback an integral part of your business strategy.

Salesloft is a sales engagement platform launched in 2011 by CEO Kyle Porter to help sellers perform all their digital selling tasks, communicate with buyers, understand what to do next and get the coaching and information they need. The growing company is headquartered in Atlanta, Georgia, and is used by sales teams from IBM, Shopify, Square, Cisco, and more.

Salesloft started its partnership with G2 in 2014, but did not have an effective strategy in place to reach its customers. Alexandria Snow, Director of Product Marketing at Salesloft, joined the team in 2018 and realized there was a huge opportunity to better leverage the G2 platform.

The team was "a little timid when it came to coordinating peer review strategies and soliciting customer feedback," says Snow. They also didn't dig into the myriad of reports available through G2, nor was the information they gleaned shared internally to generate reviews or sales strategies.

Capture the voice of the customer

Snow understands the power of using the voice of customers to drive sales. She previously led a small technology customer success team. She knew there were limitless opportunities available on G2 to grow market presence, maximize reviews, reach active buyers, and increase sales.

So she got to work and immediately contacted her G2 customer support team.

Goals: Leverage the voice of the customer to drive sales Enable the sales team to use G2 Reviews throughout the sales cycle Reach active buyers and grow your pipeline

When Snow logged into G2, she shared a list of customers who might be open to writing a review or recording a video review on G2. The G2 team quickly got to work creating a G2 feedback campaign to send out a scheduled cadence of emails with a link to the Salesloft G2 homepage to solicit feedback – making sure to space these non-intrusive requests and reminders.

Power Plan customers like Salesloft receive $1,000 gift cards to thank their customers for taking the time to provide feedback. Gift cards can be distributed in multiple increments as desired and are awarded regardless of the content of the review.

"I loved having G2 take care of our review campaign when I was busy, but I also loved being able to take a break while G2 sent our emails directly, and I could using our own system to receive personalized emails from me when time permitted - with any reviews going to our G2 landing page. This communication partnership resulted in an 85% response rate," says Snow.

All reviews submitted by customers are subject to G2's review moderation process, which requires users to validate their business use of the product and their identity via LinkedIn or by sharing a screenshot of the active product.< /p>

This ensures the credibility and reliability of G2 reviews. Reviews give buyers in the marketplace direct and reliable information about what people like them (aka your customers) really think about you and your product.

G2 Solutions gets "gold" from customers and ahead of new

With so many new reviews, Snow was eager to use them to boost sales. She says, "The next step was how do we get that gold in front of our customers?"

G2 simplifies this part.