Salesloft FAQs

Below are some common problems you may encounter with Conversation Intelligence, along with some tips and resources to help you troubleshoot, including:

How to Remove the Bot from a Meeting

Bot Failed to Automatically Join the Meeting

Why isn't my calendar pulling meetings?

Missing Call Transcript

Email Notifications Did Not Send

Words Do Not Appear in Search

How to Remove the Bot from a Meeting

While Conversation Intelligence offers a lot of great information, compliance and regulations may mean that a call should not be recorded. For these moments, you will want to remove the bot from the meeting.

If your meeting has been scheduled but has not taken place, follow these steps to remove the bot:

From the Conversation Intelligence page, go to the Scheduledtab.

Find or search for the meeting that has been scheduled.

In the upper right corner of the meeting details panel, find theRecord Meeting toggle. The toggle will be blue, meaning the meeting is set to record.

Click the toggle. The recording option will save, and the bot will not join your meeting.

To remove the bot from a meeting that is already in progress, follow these steps:

On the Conversation Intelligence page, go to the In Progress tab.

Find the meeting that you are currently in, click the 3 dots.

Select the last option in the menu is Dismiss Bot. The bot will immediately leave the meeting.

Bot Failed to Automatically Join the Meeting

If the Conversation Intelligence bot failed to join the call, check your attendee email addresses for the following domain exceptions:

Internal domains only: The bot will not join internal meetings automatically. We define this as any calendar invite that only contains @ yourcompanydomain.com emails.

Generic email domains: The bot assumes emails listed with @ gmail.com and @ yahoo.com may be personal meetings by default, and won't automatically attend the meeting.

Zoom Room Invitees:Conversation Intelligence will ignore all Zoom Rooms on invites, so the bot will skip over those meetings, and internal meetings will not longer be captured.

If you would like for the bot to join these meetings you can use theAdd Bot to Meeting button from theConversation Intelligence page to manually add the bot during the meeting.

Things to Note:The Bot will only automatically join meetings if they are using Gmail and Office 365. If they are using ActiveSync it will have to be added manually.

Why isn't my calendar pulling meetings?

If you have sent a meeting invite, but are not seeing the meeting in the yourScheduledmeetings list, check the calendar that your SalesLoft account is linked to.

Most likely you have connected your calendar to an alternative email calendar. For example, your calendar may be synced to your standard Gmail address, but your SalesLoft login uses your work email address.

Meetings Intelligence searches for the same calendar email as your SalesLoft email address (aka, the email address you use to login).

There are two possible solutions to this error:

Sync your calendar to the same email address you use as your login.

Contact [email protected] to override the default and recognize the alternative calendar.

Missing Call Transcript

Your call transcript may be missing for one of the following reasons:

Processing is not complete: While the bot is working as fast as possible, some transcripts may take longer than others

Error with the transcript: If the transcription is still not available after 5 minutes, contact [email protected] so that our support engineers can help.

Email Notifications Did Not Send

Similar to the missing calendar schedules,check the calendar that your SalesLoft account is linked to. The email notifications send to your SalesLoft email.

If you have connected your calendar to an alternative email address other than the one of your SalesLoft account:

Sync your calendar to the same email address you use as your login.

Contact [email protected] to override the default and recognize the alternative calendar.

Words Do Not Appear in Search

Transcription elastic searches recognize some words or phrases as "stop words." A stop word cannot be searched because they are not considered to add value to the conversation.

We understand that poor call quality or audio issues can have a negative effect on your sale. To ensure that our dialer is delivering top of line call quality and helping you reach your sales goals, weve provided alerts, notifications, and feedbackwithin the SalesLoft dialer.

Below are some common problems and alerts you may encounter with the dialer, along with some tips and resources to help you troubleshoot, including:

Computer and Network Requirements

Managing Call Interference

How to Reduce Background Noise

Computer and NetworkRequirements

The SalesLoft Dialer operates via Voice over IP (aka VOIP). Due to VOIP's technology, there are specific network requirements you or your IT team can set up to make sure that the Dialer maintains a strong connection while your sales team makes their calls.

We highly recommend following the SalesLoft Dialer Network Requirements guide prior to your team's initial use of the Dialer, since it will start you off with the most solid network possible.

Managing Call Interference

Close all unnecessary applications: Unused or unnecessary applications can slow down your device and take up CPU you need in order to make your call.

Turn off as many connected devices to the Wi-Fi as possible: Cell phones or other devices may suck up bandwidth.

Close unused tabs or use a tabs suspension extension: Apps like the Great Suspender keep your open tabs in check.

Set system updates or OS upgrades to process in the night: Look at the frequency of virus updates and scans. Middle of the day scans eats up CPU and bandwidth, interfering with call quality. Do not make calls during any kind of upgrade process.

How to Reduce Background Noise

A noisy environment can negatively impact your team's calls. Team's may suggest more closed office spaces or noise cancelling headsets, but those options can be difficult to come by and pricey.

If customers and/or sales reps are complaining about the noise level during calls, they can adjust their computer settings to reduce the noise that is picked up by their headsets and microphones. Follow the instructions below to configure noise reduction:

For a Mac OSX

Open System Preferences.

Search for and selectSound.

Go to the Input tab.

Check the box for Ambient Noise Reduction.

Move the Input volume dial up and down, until you find the right balance of sound volume that minimizes background noise.

For Windows 10, 8, and 7

Go to Start.

Select Control Panel.

Open Hardware & Sound.

Choose Sound.

Choose Recording.

Right-click on the Microphone bar and select Properties.

From the Levels tab, find the Microphone Boost tool and move the dial all the way down.

Move the dial all the way up on the Microphone.

Go to the Enhancementstab.

Check the following boxes: Noise suppression and Acoustic echo cancellation.

Press OK.

Test the noise. Go back to the Recording menu. andListen to this device, then click OK.

We highlyrecommend you perform a test call to yourself with the Dialerbefore you begin calling People. This test will assure that everything is running smoothly and will save you from any pain working through a technical issue while you're on a call.

If you experience any issues during your call test, we have some tips for how to correct issues you may run into.

In this article, you will learn about headsets, microphones, and their relationship with the SalesLoft Dialer, including:

Headset and Microphone Tips

Enable Your Microphone

Enable Your Microphone on an Inbound Call

Re-enable the Microphone

Re-sync the Microphone

How to Update Audio Drivers

Test Your Audio Settings

Headset and Microphone Tips

Make sure you have microphone is enabled and not muted.

Make sure the correct headset AND mic are connected to the Dialer: Select your Dialer settings gear shift icon located in the top corner of the SalesLoft dialer. Here you can verify the connected input (microphone) and output (headset) and play the test sound.

Call yourself to test your Dialer: Before a call blitz, call your own cell phone to check audio.

Make sure the correct mic is enabled in your computer system settings as the default audio device: Even if the correct device is enabled within the Dialer, your computer system may default to the computer's audio. From your system settings, select the headset as your output and input.

Connect headsets via USB: Aux and Bluetooth connections may run into quality issues whereas a USB headset will run directly to the computer.

Make sure your earbud pods are connected ONLY to your computer: Disconnect the Bluetooth on your phone or any other devices. Failing to disconnect may result in the alternative device picking up the call. Example, your call may start on your computer, but suddenly, you can't hear your caller because your phone picked up the call.

Enable Your Microphone

Before you start using the Dialer, you will need to enable the microphone settings within Google Chrome.

A dialogue box should prompt you to enable the microphone the first time you open the Dialer. Click Allow. If you don't click Allow, SalesLoft won't be able to make any phone calls from the Dialer.

You'll see a camera symbol in the URL bar; when you click that, you will be able to continue allowing SalesLoft to access your microphone.

If you are not given the option to Allow SalesLoft to Use Your Microphone, follow the instructions listed below to enable your microphone:

Open your Google Chrome web browser.

At the top right of your browser, click the three vertical dots forSettings.

Scroll to the bottom of the listed settings and click Advanced.

Under the Privacy and Security section, click SiteSettings.

Scroll down and select Microphone.

Click on Manage Exceptions and make sure SalesLoft is labeled as allowed.

If you run into any technical problems with the Dialer, check out our Dialer Troubleshooting Guide for more help.

Enable Your Microphone on an Inbound Call

Your microphone must be enabled in order for you receive inbound calls. However, if your microphone is not enabled you can turn the mic on prior to answering an inbound call.

To enable your microphone prior to accepting an inbound call, follow these steps:

When an inbound call Chrome notification appears, you will see a message to "Enable your mic to answer in the browser."

Click the Chrome notification.

A SalesLoft Connect window will open, and a prompt will appear that says "SalesLoft Connect wants to: Use your microphone." ClickAllow.

Refresh your browser window.

You may view the inbound call that prompted the notification from your Calls page. Since the microphone is now enabled, you will be able to answer any future inbound calls from your browser.

Re-enable the Microphone

Some issues involving the Dialer may need a microphone reset and will require you to re-enable the microphone in your Google Chrome browser.

This may sound complicated, but it means that you will refresh the extension byuninstalling and reinstalling it, and then you can enable the microphone from Dialer Everywhere.

To remove the SalesLoft extension and re-enable the microphone, follow these steps:

Right-click on the SalesLoft extension.

On the Chrome extensions page, remove the SalesLoft extension.

Re-download the extension from the Downloads tab in your Personal Settings or from this link.

Go to accounts.salesloft.com and click to enter your account. This updates the extension along with your SalesLoft session.

Head to any website and right-click on the page and choose SalesLoft Dial.

Click green Enable Microphonebutton.

You will be redirected to a site containing the SalesLoft extension permissions. Click the checkbox for Dialer Enabled.

When you receive the popup to allow the mic, clickAllow.

Re-sync the Microphone

In the event that you've allowed your microphone in Chrome, but still receive theEnable Microphonemessage,you may need to re-sync the Dialer Everywhere feature.

The re-sync can be done from your Chrome extensions. Follow these steps to re-sync Dialer Everywhere:

Log out of SalesLoft and all SalesLoft tabs.

Navigate to your Chrome extensions.

Toggle the SalesLoft extension off and then on again.

Log back into SalesLoft.

Ensure that youaren'tusing a Custom Caller ID and that you have Inbound Calling Enabled. If any changes are made, make sure to refresh the page to ensure that those changes are in place.

Open a new tab and navigate to https://www.google.com/.

Make an outbound call by right-clicking. Use the drop-down menu to select SalesLoft Dialer. The Dialer should appear in the bottom right corner, and you can complete your call with the microphone fully enabled.

How to Update Audio Drivers

Audio drivers control how your operating system interacts with various audio devices like headsets making sure they're up to date removes issues.

For Apple OS:

Click on the Apple in the upper left corner of your home screen.

Choose About this Mac.

Select Software Update.

Any updates available will be listed and able to be downloaded, or you will be told your software is up to date.

For Windows 10:

In the search box on the taskbar enter Device Manager, then select Device Manager.

Click on Audio Inputs and Outputs.

From the resulting drop-down double-click your audio device.

Choose the Driver tab.

Select Update Driver.

Select Search automatically for updated driver software.

For Windows 7:

Click the Start button and select Control Panel.

Double-click the System button.

Click on Hardware, then choose Device Manager.

Once in the Device Manager, select Sound, Video, and Game Controllers.

Find the audio device you are using from the drop-down and select Update Driver Software.

Test YourAudio Settings

The in-app Dialer includes the ability to adjust audio settings to your preferred device. For example, if you would like to use an alternative microphone than your set default, you can select a different default option in the audio settings.

To set a device default, click the settings cog. Next, you will see the mic and speaker devices available on your computer. Select your preferred device and you'll be good to go.

Things to Note: If Call Pass Through is enabled, the audio settingsare unavailable, because the audio for the call is taken on by the device you are using for Call Pass Through.

You can also test your audio to ensure your selected device (headset, speakers, etc.) is properly connected and working.

Access the Dialer.

Select the gear shift icon in the upper left of the Dialer to accessAudio Settings.

ClickPlay Test Sound. Music will begin playing from your selected device. If you do not hear anything, select theHeadset iconto set your device.

Bringing texting into your communication strategy with Messenger sounds like a quick way to make contacts. However, texting comes with an entire different set of regulations.

Similar to phone and email regulations, texting regulations want to confirm that a human is sending to other humans. So while the thought of sending out texts left and right to new leads may sound enticing, it will do a lot more harm than good for your reputation with phone carriers.

In this article, you will learn about Messenger guidelines and recommended practices that should help keep you compliant with texting regulations, including:

Carrier Filtering

Provide a Good User Experience

Text STOP to Stop

The United States CAN-SPAM Act

Data Compliance

Things to Note: Anything mentioned in this article is for informational purposes only and should not be construed as or relied upon for legal advice or opinions. Any specific legal issues should be reviewed with your legal counsel.

Carrier Filtering

Carrier filtering is a practice where wireless carriers block the delivery of some or all messages from a specific number. Wireless carriers have filtering systems for two reasons:

Enforcing rules or regulations about the types of messaging allowed to that country or mobile network. Depending on the country, laws or regulations may put restrictions on certain types of messaging, or even forbid certain things altogether.

Protecting mobile subscribers from unwanted messaging such as spam, fraud, or abuse.When mobile subscribers receive messages they find objectionable, they may file complaints, seek damages, or simply stop being a customer.

Provide a Good User Experience

Users are likely to report confusing or unwanted messages to their carrier.

You can also greatly reduce the risk of filtering by following these best practices:

Be sure to identify your business or service in the message.

Get opt-in consent from each end user before sending any communication to them.

Only communicate during an end user's daytime hours unless it is urgent.

How the message is formatted and written is important. Overly long messages, overly capitalized messages, mysterious links, hyperbole, and using aggressive language can make users suspicious of a message.

Do not contact end users on Do Not Call or Do Note Disturb registries.

Text STOP to Stop

If users do not understand how to opt out (unsubscribe) from your messages, they may feel they have no choice but to contact their carrier to request the carrier block your messages.

All messaging services that communicate with consumers on their mobile device must comply with text-based opt-out requests. With SalesLoft Messenger, if a recipient texts STOP they are automatically opted out of receiving future texted communications.

The United States CAN-SPAM Act

The CAN-SPAM Act restricts text messages sent to a mobile phone using an autodialer.

Since Messenger from SalesLoft is a one-to-one channel, it reduces the risk of being portrayed as an autodialer and complies with the CAN-SPAM Act.

Data Compliance

All messaging service providers must be compliant with data regulations based on the audience.

For example, if you are texting residents of California, CCPA rules apply.

The addition of the SalesLoft Mobile app involves some setup on your mobile phone. Just like any phone-based app, SalesLoft Mobile requires a mobile app download and initial login before you can start using the application.

Things to Note:

SalesLoft Mobile is currently available for download through the Apple App Store and is only available for iOS.

Calls made using the mobile app are not recorded or available in Live Call Studio.

In this article, we will walk through the set-up guide for SalesLoft Mobile, including

How to Download SalesLoft Mobile

Log In to the Mobile App

Set Up SalesLoft Mobile

How to Download SalesLoft Mobile

To download SalesLoft Mobile, follow these steps:

Go to the Apple App Store.

Search for SalesLoft orSalesLoft Mobile.

ClickGet to download the app.While the app is downloading or updating, its icon appears on the Home screen with a progress indicator.

Before you can make calls

Log In to the Mobile App

When you open the app, you will see an opening screen. From this page, click the prompt that says Login to SalesLoft.

The page will redirect to the login screen where you may log in to the app using your SalesLoft login credentials. This page appears the same as the login page you use in the desktop app. Since you use the same log in credentials, any SSO setup associated to your team may be used to login as well.

Things to Note: Due to the SSO login, you may have to enter your SSO information for the login to complete.

To log in to the app, follow these steps:

Enter your login credentials in the available text boxes.

ClickLogin.

Set Up SalesLoft Mobile

, you will be required to enter your mobile number into the app. This allows SalesLoft to know this phone is authorized to sync calls from that phone. You can place a test call to make sure everything is working properly.

To start dialing from your phone, open the SalesLoft Mobile app.

Now that you've completed step one, there are different ways to go about calling a Person from the mobile app depending on your personal preference.

In this article, we will walk through how to make calls using SalesLoft Mobile, including:

Your First Call with SalesLoft Mobile

Search and Call

Dial and Call

Inbound Calls to SalesLoft Mobile

Your First Call with SalesLoft Mobile

The first time you go to make a call, there are a few set-up steps you must take. The app will prompt you through each step.

First, you will have toverify your number. To verify, enter the phone number of the mobile phone you are using into the text box. By verifying the number, you confirm which mobile network is being used.

When you verify the number, you can also complete a test call to verify you entered properly. The test callwill respond with an automatic service that says, "Your setup is now complete. Goodbye."

Inbound Calls

Finally, before your first call, SalesLoft will ask permission to access your address book. This allows us to save your SalesLoft provisioned number to your phone for your convenience. While the number won't immediately create a contact with the number, your mobile phone saves the number so it is recognized for future calls.

Search and Call

One way to start a call from SalesLoft Mobile is to search for a SalesLoft Person. To search for a Person and call them, follow these steps:

Open SalesLoft Mobile.

Go to the Search tab.

Enter the Person's name or Account name you would like to search for.

Select the Person you would like to call.

Any available numbers for the Person will appear at the bottom of the screen. Select the number you would like to call.

A prompt will appear to dial your SalesLoft provisioned phone number. HitCall.

While on the call, switch to the app to take notes if desired. Things to Note: Please don't take notes and drive.

Hang up. Go back to SalesLoft Mobile to log the call.

Dial and Call

SalesLoft Mobile also has a dial pad where you can place calls. The dial pad appears very similar to the standard iOS dial pad. However, by dialing from SalesLoft Mobile, you have the ability to do the following:

Enable/Disable LocalDial

Take notes during the call

Log the call

In order to call someone from the SalesLoft Mobile dial pad, follow these steps:

Open SalesLoft Mobile.

Go to the Dialer tab.

Use the dial pad to enter the number you would like to call.

Hit the greenCall button.

A prompt will appear to dial your SalesLoft provisioned phone number. HitCall.

While on the call, switch to the app to take notes if desired.Things to Note: Please don't take notes and drive.

Hang up. Go back to SalesLoft Mobile to log the call.

Inbound Calls to SalesLoft Mobile

Inbound calls come in when people are calling your SalesLoft number. The standard inbound call is sent to your forwarding number if you do not answer the call from your web browser. This means by default, the call can go to your cell phone. To learn more about inbound calls, check out our Support article.

The Calls tab in the SalesLoft Mobile app shows all of the recent calls that have been completed from the SalesLoft Dialer.

If this tab layout looks a little familiar, it's because it was designed in a very similar fashion and function as the Calls page in the SalesLoft platform.

In this article, you will learn about the SalesLoft Mobile Calls tab, including:

Recent Calls List

Log a Call from SalesLoft Mobile

Review Call Details

View Previously Logged Call Information

Recent Calls List

The Calls tab contains the Recent Calls list. As the name suggests, the list shows any recent calls that have been made with the SalesLoft Dialer. This includes calls from the in-app Dialer and calls made using SalesLoft Mobile.

The Recent Calls list contains the following details:

Contact Information

The first column will show one of the following options:

Person's Name: The name of the Person from their SalesLoft profile and their associated Account name. If you click the Person's name or anywhere on the row with their name, you will be taken to their Person Profile view in the Mobile app.

Phone Number: The number will appear if the phone number has not been linked to a Person in SalesLoft.

Date

The day of the week that the call was made.

Calls made prior to the last seven days will also include the date of the call in addition to the day of the week.

Call Details Log Options

On the far right side of the Recent Calls list, you will see one of the following log icons that will open your call details:

Icon

Icon Name

Definition

Add Log

Allows you to log the call to SalesLoft. Clicking the icon will bring up the log menu.

Log Information

The call has previously been logged. You may view the log by clicking the icon.

Log a Call from SalesLoft Mobile

SalesLoft Mobile allows you to log your call from your phone. This means you don't have to worry about forgetting what took place on the call if you're away from your desk.

As soon as the call is complete, you can log the call using the Calls tab in the Mobile app (as long as you aren't driving).

The way you log your call will depend on whether the phone number you dialed is linked to a Person in SalesLoft or not. We will walk through the process for both instances.

Log a Call

If the number you dialed is linked to a Person in SalesLoft, their name will appear in the Recent Calls list. To log a call, follow these steps:

In the SalesLoft Mobile app, go to the Calls tab.

Find the call you would like to log. Click the plus sign icon on the far right.

The call details will appear along with the log box. Click in theLog your call notes... window and type any notes in the box. When you are done adding notes, tap your finger outside of the box to escape the keypad.

Add a disposition. Click theDisposition box. The disposition options will appear. Select a disposition or clickBack to go back to the previous page. Once a disposition has been selected, it will take place in the box.

Add a sentiment. Click theSentiment box. The sentiment options will appear. Select a sentiment or clickBack to go back to the previous page. Once a sentiment has been selected, it will take place in the box.

ClickLog.

Once the call is logged, the icon will change from the plus sign to the "i" icon for log information.

Select a Person and Log a Call

If the phone number is not associated with a Person in SalesLoft, you will need to select a Person to tie that log to prior to logging the call. Follow these steps:

In the SalesLoft Mobile app, go to the Calls tab.

Find the call you would like to log. Click the plus sign icon on the far right.

In the Call Details page, clickSelect a person to log this call.

Search for a name. Select a Person.

The call details will appear along with the log box. Now it will show the name of the Person you are logging to.

Click in theLog your call notes... window. Add a disposition and sentiment.

Click Log.

Review Call Details

When you select the log icon, the app will open the Call Details page. The details will differ based on whether the phone number has been linked to a Person in SalesLoft or not.

If the number has not been linked to a Person, the Call Details page will show the following:

From: The number that placed the call. If this was an outgoing call, your assigned SalesLoft number will appear.

To: The number that was dialed.

When a number is linked to a Person, the Call Details page will show the following:

Person details including Name and Account Name

From: The number that placed the call. If this was an outgoing call, your assigned SalesLoft number will appear.

To: The number that was dialed.

Log notes box

Disposition

Sentiment

View Previously Logged Call Information

Previously logged calls let you quickly review what took place the last time you spoke with a Person. Which is why you have the ability to view that information within the Recent Calls list.

Things to Note: Logged information is view only. You may not edit a call's logged details after the call has beeninitially logged.

To view a previously logged call, follow these steps:

In the SalesLoft Mobile app, go to theCallstab.

Find the call that you previously logged. The log will be notated by the information "i" icon on the right side.

Select thei. The call details will appear. You will see a grayCall Loggedbutton at the bottom of the details, informing you that the call has been previously logged and may not be edited.

SalesLofts Dialerallows you to make calls directly from our platform. Seamlessly work through a series of phone calls, record them for training purposes, and log all of your information from one substantial dialer.

Making a call is as simple as hitting the Call button in the Dialer, having a conversation with the person on the other end, and hanging up.

In this article, you will learn how to access the Dialer and make calls from SalesLoft, including:

The Dialer from the Top Navigation

Call from Quick Actions

Click a Person's Phone Number to Call

Calls from a Cadence

The Dialer from the Top Navigation

Your SalesLoft Dialer is always accessible in the top right of the navigation panel within the SalesLoft platform.

Click the Dialer icon and the Dialer will pop up in the bottom right corner of your window.

Enter the phone number manually or contact information of the person you want to call.

how to run a phone step

Call from Quick Actions

For quick, one-off calls to specific people you can run your calls directly from a Person Profile page within SalesLoft.

Navigate to the Person Profile page.

In the left panel, scroll to Quick Actions. Here you should see a blue phone icon. Dont see the phone icon? Check the Persons contact information to make sure they have a phone number listed and edit the profile to add a number.

Click the blue phone icon to call. The Dialer will appear in the bottom right corner of your window, and the phone number will already be dialed. Once the phone starts ringing, you will see the Call Log box appear to the left of the Dialer.

Click a Person's Phone Number to Call

The Person's Contact Info panel, nestled within the Person Profile page, provides available contact information for that Person. From this panel, you may perform a one-off phone call.

Simply click on the phone number in order to call the Person.

When you click the phone number in the Contact Info panel, the Dialer will appear in the bottom right corner of your window. The Person's name and number will already be entered into the Dialer and the call will begin.

To the left of the Dialer, the Call Log box will appear so you may take notes and log the call once it is finished.

Calls from a Cadence

A SalesLoft Cadence allows you to work through a series of call steps that are designed to keep you on task and proficient.

In our Cadence category you can learn more about how to create a Cadence with phone steps as well as in a Cadence.

Call pass through initiates your calls in the SalesLoft platform, and takes the actual call from a second phone line. You can use a landline, like your office phone, or a cell phone.

SalesLoft's call pass through is an alternative option to using the in-app dialer. Pass through's primary function is to solve call connectivity issues caused by a weak internet connection. As great as it is to have a dialer within your browser, sometimes you may prefer the mobility of cell phone or the familiarity of your desk phone. Pass through callings allows you to make calls beyond your computer.

In this article, you will learn about SalesLoft's Pass Through calling function, including:

Before You Set Up Call Pass Through

Add a Pass Through Number

Make a Call Using Pass Through

Before You Set Up Pass Through

There are some importing things to be aware of prior to setting up a Pass Through line:

Additional charges may apply. Due to the nature of the call with a call being made to your preferred phone and then to the person you are calling, Twilio recognizes two calls taking place and your call rate will be doubled.

We recommend you use pass through as a last resort. For example, if you have a weak internet connection that is not able to connect to a call, the pass-through option will allow you to continue using the dialer.

Numbers with extensions are currently not supported.

Add aPass Through Number

You may set up a pass through number from your personal Call settings. To set up a pass through line, follow these steps:

Click your name in the right-hand corner and go to Settings.

Click Callsfrom the Your Settings menu.

Enter the number of the phone you prefer to make calls from in the Pass Through Number box.

Hit Save.

running call steps or making one-off calls

Make a Call Using Pass Through

Once you've enabled pass through dialing, you can begin using it immediately while .

To make a call using a pass through line, follow these steps:

Open the dialer. If you have enabled pass through dialing, it'll always be turned on by default. You can toggle pass through dialing on and off by clicking the pass through icon on the dial pad.

Hit Call. The pass through number you entered in your phone settings will ring and you'll see an alert at the top of your screen.

Answer your pass through phone and press 1on the receiving phone's dial pad.SalesLoft will then complete the call by dialing your prospect.

Complete your call as normal.

Let's face it, voicemail's are fairly repetitive. You are going to leave your name, reason your calling, and a number to reach you after the "beep." Why not have a previously recorded message that you can drop-in to voicemail boxes?

SalesLoft allows you to pre-record voicemails then drop them in your prospect's voicemail box when using the in-app dialer. This is a great way to save time and ensure that the voice messages you leave are perfect every time.

In this article,you will learn about leaving voicemails through SalesLoft, including:

Add Drop-In Voicemail Messages

Drop a Voicemail from the Dialer

AddDrop-In Voicemail Messages

To add a drop-in voicemail message, follow these steps to record the messages you will ultimately use as drop-in voicemails:

Go to your Call Settings.

Navigate to Drop-in Voicemail Recordingsand select + Add New.

In the Create New Voicemail box, give yourvoicemail a title.

Hit Record to leave your message. Onceyou'vecompleted your recording hit Stop.

Click Continue. Your newly recorded voicemail will show up under Drop-in Voicemail Recordings. You can also remove the voicemail message by selecting the Delete button.

Call settings

Drop a Voicemail

Ideally, the person you are reaching out to will answer the phone, but in the event that they dont, voicemail drop allows you to pre-record the perfect voicemail message so youdon'thave to waste valuable time reciting the same message over and over. To learn more about recording your drop-in voicemail messages, check out your .

Lets look at how to use drop-in voicemails within the SalesLoft dialer:

Start your call in the SalesLoft dialer.

You will see the voicemail drop icon in the top left of the dialer.

Leave your message after the beep. Click the voicemail drop icon and select the voicemail you want to use.

Once the voicemail has been dropped, you will receive a Voicemail Dropped call status notification above the dialer and the dialer will hang up.

Hanging up your phone call is actually the second to last step of your sales call. Your sales activities, including phone calls, need to be logged. Logging a call keeps a record of notes you may have taken during the call, as well as creating a record of the call itself in SalesLoft (and Salesforce ). These logs allow you to reference notes during follow up calls and pull metrics and reports.

SalesLoft makes it easy to log your calls to and record the outcome. When you are running a call step, the call log box will appear, allowing you to add notes and set the disposition and sentiment of a call.

Things to Note: Calls may only be logged to leads or contacts that have been imported in to SalesLoft. Once they are imported, they are referred to as a SalesLoft Person. Their Person record will hold all of their logged information. Learn more in our Import People into SalesLoft article.

In this article,you will learn how to log calls using the SalesLoft Dialer, including:

Breaking Down the Call Log Box

The Log Button

Log and Complete

Complete Only

Log Only

The Success Button

Breaking Down the Call Log Box

The Call Log Box is where you will take call notes and set any log information that applies to your call. Let's walk through each feature within the Call Log Box:

Logging Call To: Informs you which SalesLoft Person the call will log to.

Call Notes: This is a box to take any notes during or about your call.

Disposition : Here you can record the result of making the phone call, e.g. "connected" or "no answer."

Sentiment : If you're able to connect with a prospect, sentiment allows you to record the outcome of the conversation, e.g. "company-bad fit" or "demo scheduled."

Alternative Fields: These are call activity fields your team admin has added to the Call Log Box. You may edit the fields so the information is logged into SalesLoft (and Salesforce) for additional data reporting.

Log Options:Logging options will vary if you are logging a one-off call versus a call within a cadence.It's important to remember to log your calls before moving on to further steps in order to save your notes.

Success

The Log Button

The Logbutton will save your notes, disposition and sentiment. This information will be saved on your call step and on your contact's individual page in SalesLoft. Integrating with Salesforce? This information will also automatically sync over as a completed task in task details!

The Log button can be found when you are logging one-off calls.

Log and Complete

The Log and Complete button will save your notes, disposition and sentiment, just like the Log button from a one off call. The Log and Complete button, unlike the Log button, is used when you are running a Phone step in a Cadence.

The Log and Complete feature will log the Call info and complete the cadence step. This will open the next step in the cadence so you can run that step.

You can find the Log and Complete button in the Cadence Call Log Box.

Complete Only

Use Complete Only if the call was not actually made but you want to move to the next step in your cadence. For example, lets say you have someone on a cadence call step, but you receive an email from them earlier that day. You no longer need to call them since you made the connection earlier in the day, but still want them on your cadence. Since there is not a call to log, you can mark the call as Complete Only.

You can find the Complete Only button from the Cadence Call Log Box. When calling from a cadence Phone Step, select the down arrow next to Log and Complete.Then, from the drop down menu, choose theComplete Onlyoption.

Log Only

Use Log Only when you make a call but want to keep the person on that cadence step.

If you call someone, but get stopped by a gatekeeper or they ask you to call back later, you want to log that a call took place for your records, but youdon'twant to complete them to the next step in your cadence untilyou'vehad a conversation with the person.

You can find the Log Only button from the Cadence Call Log Box. Select the arrow to the right ofLog and Complete. Then, from the drop down menu, choose theLog Onlyoption.

The Success Button

The button will log if that step helped you achieve your desired outcome. For example, is the goal of your cadence to book a demo? If this goal was reached during the call, you can go ahead and hit the Success button, which will help populate your analytics.

The Success button is available in each variation of the Call Log Box - Cadence logs, one-off logs, and the dialer extension.

The Dialer contains different icons and symbols you can select to perform certain actions.

In this article you will find a complete list of all the icons and symbols that exist within the Dialer and are associated to calling in SalesLoft. You will also learn where you'll find them in the platform and what they mean.

Icon Name

Icon

Location

Description

Add Participant

Dial Pad - Live Call

Dial Pad - Live Call

Allows you to call another SalesLoft user so they may join your call.

Call Pass Through Enabled

Dial Pad - Live Call

The call will be directed to a secondary line prior to completing the call as dialed.

Call Pass Through Disabled

Dial Pad - Live Call

A call pass through number has been set up, but is not turned on. Your call will take place through the SalesLoft in-app Dialer.

Call Quick Action

Person's Profile Page

Opens the dialer and calls the person as soon as the dialer is opened.

Dial Pad

Top Navigation Menu

Opens the dialer in the bottom right corner of the page

Dial Pad 2

Dial Pad

Expands the dialer window to include the key pad

Drop Voicemail

Dial Pad - Live Call

Select a previously recorded message when leaving a voicemail

Headset Settings

Dial Pad

Select the headset or audio being used during your calls.

LocalDial

Dial Pad

Turns LocalDial on. LocalDial will use an area code local to the number you are dialing.

LocalDial Enabled

Dial Pad

Means LocalDial is active

Logged Call

Person's Profile Page

A call was logged to this person's record

Microphone Settings

Dial Pad

Select the microphone being used during your calls.

Mute

Dial Pad - Live Call

Allows you to mute your end of the call

Mute Enabled

Dial Pad - Live Call

Denotes that the call has been muted

Raise Hand

Dial Pad - Live Call

Notifies Live Call Studio users that you need further assistance on a call

Recording Off

Dial Pad

Call recording is disabled

Recording On

Dial Pad

Call recording is turned on

Settings

Dial Pad

Audio Settings allow you to manage and test the headset and microphone you will use for your call

Test Sound

Dial Pad

Plays a tune so you can hear how the audio will sound during your call

View Person

Opens the person's SalesLoft profile page behind the dialer

The Ranking tab allows you to see how team members are performing in comparison to each other. If you want to encourage competition among your reps, this tab will display which rep is at the top of the leaderboard. Let the games begin!

Metrics are ranked on overall performance based on the number of successes, calls based on positive conversations, and emails based on the number of replies.

Select the Team Performance button to go to the Team Performance report.

On the Ranking tab, you will see the following stats:

Team Leaders

Rep Leaderboard

CallLeaderboard

EmailLeaderboard

Team Leaders

The Team Leaders section lets you know who is on top. This makes it clear which members of your team are the all stars when it comes to executing tasks. The leaders are broken down into three categories:

Rep Leader: Determined by the person who has the most successes.

Call Leader: Determined by the person with the most positive conversations. A positive conversation has a sentiment of Interested, Timeline 6-12 Months, or Demo Scheduled.

Email Leader: Determined by the person with the most email replies.

Rep Leaderboard

The Rep Leaderboard shows a list of your most successful reps. This view is based on which rep has achieved success the most (aka, hit the Success button on a Person after achieving their role's goal). Users with no successes are not included on the list.

The list shows the Top 10 reps by default. You can use the dropdown in the top right corner of the table to select a different view, using one of the following options:

Top 10

Top 25

Top 50

Bottom 10

Bottom 25

Bottom 50

Reps are arranged by the number of successes in descending order. The rep's listed in the table also have columns that show a consolidated view of their call and email data.

Call Leaderboard

The Call Leaderboardshows which reps practice the best call quality and behavior. Reps are arranged by the number of positive conversations in descending order. Users with no data for any calls are not included on the list.

The Call Leaderboard table shows the call data for each rep. The number of conversations is determined by the dispositionConnected. Voicemails are determined by the disposition Left Voicemail.

Email Leaderboard

The Email Leaderboard shows which member of your team is at the top of the email game. Reps are arranged by the number of replies in descending order. Users with no email data are not included on the list.

The Process tab gives you insight on whether your team is actively sticking to the process set forth by their Cadences. It shows you if Cadence steps are being completed, if Cadence steps are completed on time, and if steps are being skipped. The tab also includes a process leaderboard, for insight into who on your team is best adhering to the process.

Select the Team Process button to go to the Team Process report.

On the Process tab, you will see the following stats:

Completed Steps

On Time Steps

Skipped Steps

On average we are adding X people per day: The average number of people added to SalesLoft each day. Total number people for time range divided by the number of days.

Completed Steps

The Completed Steps show the number of steps that have been completed in any Cadence based on the filters. The Completed steps portion of the page contains the following:

Number of the Completed Steps: Actual number of steps completed based on the filter settings.

Percentage change of the number of Completed Steps: Percent change compared to the last time period. The time period is defined by user choice.

Completed Steps list: Ordered list of SalesLoft users with their number of steps completed from highest to lowest by default.

On Time Steps

Your On Time Steps reveals the percentage of steps that have been finished on or before the due date. Timeliness is determined by the number of steps executed on time divided by the total number of steps completed. Skipped steps are not included in Total Steps Completed. For multistep Cadences, Step 2 calibrates its due date based on when Step 1 was completed.

On Time list: Ordered list of SalesLoft users with their percentage of steps completed on time from highest to lowest by default.

Skipped Steps

The Skipped Steps section lets you know how often the filtered team members are skipping steps of their Cadence process. If steps are being skipped regularly, this may be an indication that the process needs to be updated or the team needs additional coaching.

The Skipped Steps section includes the following:

Percentage of steps skipped: Determined by the number of steps skipped divided by the total number of steps.

Skipped Steps list: Ordered list of SalesLoft users with their percentage of steps skipped from highest to lowest by default.

The Team Cadence by User Dashboard allows you to review and take action on a specific user's performance within a Team Cadence. The Team Cadence by User Dashboard shows metrics, charts, and data on a per rep basis. These data points provide insight into how successful a rep is when using a particular Team Cadence.

This dashboard will help answer the following questions in relation to Team Cadence performance:

Who are the top performers by activity for this Cadence?

Which users have the best outcome metrics for this Cadence?

How different are my top activity and outcome performers?

Who are my top reps across each metric for this cadence?

In this article, you will learn about the Team Cadence by User Dashboard, including:

How to Access the Team Cadence by User Dashboard

Team Cadence by User Dashboard

Filters for the Team Cadence by User Dashboard

Cadence Outcomes Chart

Cadence Activity Chart

Rep Table Data

How to Access the Team Cadence by User Dashboard

To access the Team Cadence by User Dashboard, follow these steps:

Go to your Cadence Analytics.

Find the Team Cadence you would like to view. Team Cadences are highlighted in blue. You may also filter your Cadence list to only see Team Cadences.

Click on a blue Cadence link. You will beredirected to the Team Cadence by User Dashboard for the selected Cadence.

Team Cadence by User Dashboard

From the Team Cadence by User Dashboard, you can see the top reps across outcomes and activities.

The Team Cadence by User Dashboard consists of the following:

Metric Summary

The metric summary is listed at the top of each chart shown. It shows the aggregate counts for the Cadence for the selected data range.

Top Reps by Cadence Outcomes Chart

Shows the top reps sorted in descending order by successes and meetings booked.

To see more details for a specific rep, hover on a bar chart segment to view a tooltip showing specific values.

Top Reps by Cadence Activity Chart

Shows the top reps sorted in descending order by emails sent and calls logged.

To see more details for a specific rep, hover on a bar chart segment to view a tooltip showing specific values.

Rep Table Data

A table and list of all rep data for the selected Cadence. This list's default sort is alphabetically by rep name.

Filters for the Team Cadence by User Dashboard

The dashboard has two filters:

Date filter: allows users to see totals and rankings for the selected date range. Use the dropdown to select a range and clickApply. The date ranges include:

Today

Yesterday

7 Days (default)

Month to Date

30 Days

90 Days

Specific Groups filter: allows users to narrow down the number of reps in the bar chart or table. Use the dropdown to select a group and clickApply.

Things to Note: the group options available to view are based on your Permissions.

Cadence Outcomes Chart

The first chart on the Team Cadence by User Dashboard is the Top Reps by Cadence Outcomes chart. This chart shows the top reps sorted in descending order based on the number of successes they have logged and meetings they have booked.

In this chart you will see the following metrics on the top line:

Total Outcomes

Successes

Meetings

Cadence Activity Chart

The second chart on the Team Cadence by User Dashboard is the Top Reps by Cadence Activity chart. This chart shows the top reps sorted in descending order based on the number of emails sent and calls they have logged.

In this chart you will see the following metrics on the top line:

Total Activity

Emails Sent

Calls Logged

Rep Table Data

The rep table data lists all rep data for the selected Cadence. This list's default sort is alphabetically by rep name.

You can sort the table by selecting a column header in order to see additional metric details for a desired rep.

TheTeam Performance Reportshows a detailed report your team's SalesLoft activities. This way admins and users alike can quickly view the number of tasks that have been completed.

To access the Team Performance Report,select the Team tab on your Analytics toolbar.

In this article, we will look at the Team Performance report, including:

Team Performance Metrics

Sorting Team Performance

Export the Team Performance Report

Team Performance Metrics

The first row of the report contains the total metrics based on your filter settings.

Each performance metric is visible in its own column. The columns include:

Name: First and last name of the SalesLoft user.

Success: Number of times the user has marked a Person as a Success.

Delivered:Number ofemails by the user sent minus the number bounced.

% Opened:Number oftimes an email sent from the user resulted in an open or view.

% Clicked:Number of times an email sent from the user resulted in a click.

% Replied:Number of replies received to the user during this time period. This counts any email replies, regardless of if they were sent from a cadence, Lofted, or one-off emails.

% Bounced:Number ofemails the user has sent that resulted in a bounced email.

Calls:Number of calls logged by the user.

Convos:Number ofcalls logged where the disposition isConnected.

% Pos Convos:Number ofcalls labeled with the dispositionConnectedand sentimentsInterested,Timeline 6-12 Months, orDemo Set.

Voicemails:Number of times the user left a voicemail and set the call disposition asVoicemail.

Meetings: Number of meetings booked through the SalesLoft Calendar feature within the platform.

Things toNote:Meetings data is only available starting on October 22, 2018.

The Analytics Page

Sorting Team Performance

Each column header may be used to sort the list. To sort the Team Performance Report to fit your preference, follow these steps:

Select the appropriate column header. The header name will turn blue.

Use the arrow to the right of the header name to set the sorting direction. The arrow will point up or down (ascending or descending order) to reflect the order of the list.

Export the Team Performance Report

If you would like to view the report outside of the SalesLoft platform, you may export the report as a CSV file.

To export a report follow the steps listed in our article.

SalesLoft Reports offer more detailed insights into your team's metrics and SalesLoft usage.These reports allow you to interact with your data by filtering, sorting, and exporting of metrics for further analysis and distribution.

In this article, you'll learn about SalesLoft reports, including:

Report Filters

Team Process

Team Calls

Team Emails

Export Reports

Report Filters

Just like the other analytics pages, your reports can be filtered to analyze specific segments of users or time periods.

You can filter reports based on the following criteria:

User(s) : Select your entire team of SalesLoft users, a select group, or individual team members.

Time Range : View your data over a specific time period.

Team Process

TheTeam Process reportshows how well team members are executing cadence steps and adhering to processes.

To access the Team Process, go to the Processtab in your Analytics. Select theTeam Process button above the process charts. You will be redirected to the Team Process page.

The first row of the report contains the total metrics based on your filter settings.

Each process metric is visible in its own column. The columns include:

Name: The SalesLoft Team Member

Step 1 Daily Add Average: Average number of people the team member adds to their cadences each day.

Completed Steps: Number of cadence steps the team member has completed.

Percentage Steps Completed on Time: How often the team member executed their step actions on of prior to the due date.

Percentage Skipped Steps: The number of steps skipped divided by the total number of steps.

Each column header can also be used to sort the list. To sort the Team Performance report to fit your preference, follow these steps:

Select the appropriate column header. The header name will turn blue.

Use the arrow to the right of the header name to set the sorting direction. The arrow will point up or down (ascending or descending order) to reflect the order of the list.

Team Calls

The Team Calls report provides a detailed record of each team member's call metrics.

To access Team Calls, go to the Callstab in your Analytics. Select theTeam Calls button above the meaningful metrics. You will be redirected to the Team Calls page.

The first row of the report contains the total metrics based on your filter settings.

Each call metric is visible in its own column. The columns include:

Name: The SalesLoft Team Member

Calls:Number of calls logged with the dispositionConnectedby the user.

Positive Conversations (Pos. Convos):Total number of calls labeled with the dispositionConnectedand sentimentsInterested,Timeline 6-12 Months, orDemo Set.

Voicemails: Total number of calls marked with the Voicemail disposition.

Each column header can also be used to sort the list. To sort the Team Call report to fit your preference, follow these steps:

Select the appropriate column header. The header name will turn blue.

Use the arrow to the right of the header name to set the sorting direction. The arrow will point up or down (ascending or descending order) to reflect the order of the list.

Team Emails

The Team Emails report provides a detailed record of each team member's email data.

To access Team Email, go to the Emailtab in your Analytics. Select theTeam Emails button above the meaningful metrics. You will be redirected to the Team Emails page.

The first row of the report contains the total metrics based on your filter settings.

Each email metric is visible in its own column. The columns include:

Name: The SalesLoft Team Member

Delivered: Total number of emails delivered. This is the total number of emails sent minus the number bounced.

Opens: Total number of times emails sent from this person have been viewed.

Clicks: Total number of links that were clicked from emails sent.

Replies:Amount of replies received during this time period. This counts any emails replies, regardless of if they were sent from a cadence, lofted, or one-off emails.

Reply Percentage (% Replied): The percentage of the number of emails that have been replied to divided by the total number of emails delivered,aka the Reply Ratio

Each column header can also be used to sort the list. To sort the Team Emails report to fit your preference, follow these steps:

Select the appropriate column header. The header name will turn blue.

Use the arrow to the right of the header name to set the sorting direction. The arrow will point up or down (ascending or descending order) to reflect the order of the list.

Export Reports

You can export any report, with the applied filters, as a CSV file. Once the report has been set to your liking, follow these steps to download the CSV file:

Select theExportbutton in the top right corner.

A prompt will appear asking if you're sure you want to download. ClickYes.

A notification message will pop up informing you that the CSV file will be sent to your email address.

The Success tab provides insight on how long it takes you to accomplish your goal with a prospect. As a team, determine what success means to you, and once you reach that point whether its booking a meeting or closing a deal, mark that person as a success.

These metrics will show you how often your team succeeds and how many people must be added to your outbound process to achieve one success.

On the Success tab, you will see the following stats:

Success Score

Efficiency Score

Effectiveness Score

Lead Lifetime

Success Score

The Success Score is the total number of successes that have been achieved.

Success will mean different things to different teams. If you're an SDR, "success" could mean scheduling a demo, while a Sales Executive would say closing the deal makes it a success, and so on.

As the team uses the Success button more and more, your score can tell you how often you achieve your goal.

Efficiency Score

The Efficiency Score shows the percent of people that are successful.

This score is expressed as the percentage of the number of People who have been marked as success divided by the number of People who have had any action (email, phone, other) performed on them in this time period.

Effectiveness Score

Number of activities it takes for a person to be marked as a success. This metric determines the average number of activities leading up to that success or any person who has had success clicked.

Lead Lifetime

The Lead Lifetime is the average number of days it takes to mark a person as a success.

This is measured from the time they are imported into SalesLoft until the time they are marked as success.

For the People who have not been marked as a success, the lead lifetime is the time running clock since they were imported into SalesLoft.

The Zipwhip + SalesLoft integration allows users to text with prospects from an existing business phone number directly from their sales engagement software.

Traditionally, texting with customers meant sales reps using their personal devices. These interactions were often unable to be tracked and would result in a loss of valuable data. Not anymore.

Together, Zipwhip and SalesLoft enable a better prospect experience and sales relationship by synchronizing SMSwith other communication channels. Texting ensures quick responses and is an unobtrusive way to engage with qualified leads and

Things to Note: Users must have an active license with Zipwhip and SalesLoft for this integration.

If you have any questions, please contact [email protected]

In this article you will learn about the Zipwhip and SalesLoft integration, including:

How to Install the Zipwhip Integration

How To Add Texting To a Cadence

Run a Zipwhip Step

View a Zipwhip Step Activity Log

How To Install The Zipwhip Integration

Log in to your Zipwhip Web Application.

After logging into Zipwhip, click Accountfrom the upper right menu.

In the Account Console, click the Integrations tab.

Click SalesLoft.

Click Install.

If youre logged into SalesLoft already: Click Authorize-If youre not already logged in to SalesLoft, enter your SalesLoft log in and password and click Log In.

How To Add Texting To a Cadence

Create a cadence OR choose a cadence you have previously created.

In the right corner, select Cadence Actions.

Click Add Step.

In the Create Step box, click Zipwhip.

Enter the day for the cadence step to run.

Click Next.

Enter the instructions to describe the text message you want to send in the cadence.Things to Note: This is not a template for your texts. You will enter the text when you run the cadence step.

ClickAdd Step to add the step and close the add step window orAdd & Create Another to continue adding steps to your cadence.

log to Salesforce as a note

Run a Zipwhip Step

Select Preview and Run from your Cadences To-Do List or Run Step in your Cadence Workflow Panel next to the step listed.

Enter in your Zipwhip log in and password upon the screen prompt.

Type the message you want to send the person.

Hit Send. This will complete the step.

Continue your text conversation using the Zipwhip app.

View a Zipwhip Step Activity Log

Texts exchanges initiated from a cadence through zipwhip will log in SalesLoft. From the Zipwhip app you can set how often your sms texts will log. This means that when a log occurs, the entire text exchange that took place in Zipwhip (outbound and inbound texts) appear in the log.

You can find the log on the person's profile page under theNotes section.

Since the activity is logged as a note, the activity will also.

Owler is the community-based business insights platform that business professionals use to outsmart their competition, gain competitive insights, and uncover the latest industry news and alerts. Owlers insights deliver up-to-date company news, funding announcements, blog posts, and more.

In this article, you will learn about the specific insights you can gain from Owler and where you can access the Owler integration using SalesLoft, including:

Owler Insights

Owler on the Account Profile Page

Owler On the Persons Profile Page

Owler News Panel

Owler Competitors Panel

Owler Insights

What do we mean by "insights"? Owler provides a quick look into updates about an account or company. Specifically, information that is posted online about that account.

So, if there has been a recent release or company update, instead of having to enter that account's name into your chosen search engine to find out information, Owler has gathered it all for you.

Owler insights include the following:

News Articles

Funding Announcements

Leadership Team Changes

Video Uploads

Press Releases

Acquisitions

Blog Posts

Competitors

Owler on the Account Profile Page

You can immediately access Owler from the account profile page information panel. Below the standard account info, you will see a line of social icons.

Click the orange owl icon to view the company's Owler news.

Owler on the Persons Profile Page

Your Owler intel is not limited to the account profile view. You can also check out Owler insights on the person's profile pages.

Below the standard contact information, you will see a line of social icons. Click the orange owl icon to view the Owler news associated to the company of that person.

Owler News Panel

Intel from Owler is built right into the SalesLoft pages where you need it mostso you can see insights in the moment youre composing prospecting emails and during prospecting call conversations.

The Owler News Panel can be viewed on the Person and Account profile pages. Quickly select and view recent company news related articles so you are in the know before you reach out to your prospects.

Owler Competitors Panel

TheCompetitorsSmart Panel provides a list of companies that the account youre targeting shares space with. Surfacing this information on the company dashboard allows you to throw competition into any phase of the conversation with ease.

Go deeper by clicking on a logo in the smart panel, which will bring you to the companys Owler profile. You also have the option to click View in Owler to navigate directly to the prospects Owler company profile.

Sendoso helps companies source, send, and centralize direct mail, swag, gifts, notes, and anything else you may want delivered to your prospects. This Engagement Delivery Platform provides global warehouse locations to store items and sends them on-demand.

Together, Sendoso and SalesLoft allows users to include direct mail into their cadences. Sending gift cards, swag, or packages to prospects at scale will allow your reps to stand out against competing sellers.

Things to Note: Usersmusthave an active license with Sendoso and SalesLoft for this integration.

In this article you will learn about the Sendoso and SalesLoft integration, including:

How to Enable the Sendoso Integration

Add a Sendoso Step to a Cadence

Run a Sendoso Step

How to Enable the Sendoso Integration

Log in to your Sendoso account.

As a SalesLoft Admin, navigate to your SalesLoftteam settings.

Under the Administration section, selectIntegrations.

Find the Sendoso integration row.

Turn on the integration by selecting the toggle button on the right side of the row. The toggle will change from gray to blue.

Add a Sendoso Step to a Cadence

Create a cadence OR choose a cadence you have previously created.

In the right corner, selectCadence Actions.

ClickAdd Step.

In theCreate Stepbox, click Sendoso.

Enter the day for the cadence step to run.

ClickNext.

Enter the instructions to describe the item you would like to send when you run the cadence.

ClickAdd Stepto add the step and close the add step window orAdd & Create Anotherto continue adding steps to your cadence.

Run a Sendoso Step

SelectPreview and Runfrom your Cadences To-Do List orRun Stepin your Cadence Workflow Panel next to the step listed.

The profile page of the first person in your cadence list will appear along with the Sendoso Step Log Box.

Select the type of mail you would like to send.

Enter the address of the recipient.

HitSend.

SalesLoft's Integrations expand the capabilities of your sales engagement platform.

Our integration partners cover a range of data categories so you can pinpoint and explore the insights and powerful tools you need the most.And the cherry on top of it all?Integrations provide access to some of your favorite apps meaning you don't have to leave your browser to find the information you seek.

In this article, you will find a comprehensive list of SalesLoft Integration partners, the link to their page in our App directory, and a brief explanation of the integration itself.

For more information on all of SalesLoft's Integrations, check out our App Directory.

Want to add a SalesLoft integration? Reach out to [email protected] to receive a developer license.

Bitium : (Security) Provides single-sign on and access management.

Chili Piper : (Sales Productivity) Allows you to book meetings, automates meeting reminders, and reschedules meetings.

Chorus.ai : (Sales Intelligence) Captures, analyzes, and stores your team's calls and meetings

ConnectAndSell : (Sales Productivity) Streamlines your call campaigns to help you get around gate keepers and reach a decision maker.

Costello : (Sales Intelligence) Provides insights into whats working on sales calls so you can continually improve your sales call approach.

Crystal :(Sales Intelligence)Crystal shows you the best way to communicate with any prospect, customer, or coworker based on their unique personality.

Things to Note: As of June 4, 2019, the native Crystal application within the SalesLoft email window is no longer available. SalesLoft users with a Crystal account may use the integration.

Datanyze : (Sales Data)Datanyze combines prospecting tasks into one simple workflow so you can cover more accounts in less time.

Demo Manager :(Sales Productivity) Allows reps to launch questionnaires from the SalesLoft dialer to help with lead qualification.

DiscoverOrg Connector :(Sales Intelligence) Gives teams the data and insights they need to find, connect with, and sell to target buyers with greater effectiveness.

DocSend :(Sales Productivity, Sales Content) Content management and tracking solution that helps teams be more efficient. Learn more from our Knowledge Base article.

Duo Security :(Security) Verifies the identity of your users with two-factor authentication andsecurityhealth of their devices before they connect to the apps you want them to access.

Execvision :(Sales Coaching, Sales Data) Ingests client facing conversations, transcribes the conversation, uses AI to analyze the conversation, identify coachable-moments, and signals managers and reps.

Engagio :(Sales Productivity) Allows you to easily manage assigning and running Cadences from within Engagio's PlayMaker letting your sales and marketing teams use the most comfortable workflow.

Fusion Funnel : (Sales Productivity) Promotes better customer conversations by implementing a framework with manager guidelines and discovery templates for sales reps.

Gmail : (Email) To set up your Gmail account, go here.Learn more about Connect for Gmail features from our Knowledge Base article.

Gong.io : (Sales Coaching) Records, transcribes, and analyzes your team's sales conversations to enhance your call coaching.

Highspot for SalesLoft :(Sales Content) Allows you to easily insert targeted content into your email cadence campaigns using Highspots content engagement analytics and user tracking capabilities via Highspot's Chrome Extension.

LeadIQ :(Sales Data) Allows users to find prospect contact data, and add leads and contacts into SalesLoft with minimal effort. Learn more from our Knowledge Base article.

LeanData : (Sales Data) Automates and centralizes your team's Sales and Marketing strategies in one place.

LinkedIn Sales Navigator :(Sales Intelligence)Gain real-time insights on the companies youre engaged with and view shared connections. Learn more from our Knowledge Base article.

Nudge.ai :(Sales Intelligence) Uses machine learning to filter through data to find the latest personal mentions, company news, social activity, and more as you write emails to contacts.

Okta :(Security)SINGLE SIGN-ON Productivity and security for all your apps. Learn more from our Knowledge Base article.

Onelogin :(Security) A leading identity management and single sign-on (SSO) vendor. Learn more from our Knowledge Base article.

OneMob : (Sales Content) Allows Sales people to record a personal video and create a web page of content that can be delivered from a SalesLoft cadence.

Outlook : (Email) To set up your Outlook account, go here.Learn more about Connect for Outlook features from our Knowledge Base articles for Windows or Office 365.

Owler :(Sales Intelligence) The business insights platform that business professionals use to gain competitive insights and discover the latest industry news and alerts. Learn more from our Knowledge Base article.

RambleChat : (Sales Productivity)Create real-time sales conversations, deploy account-based chat routing, and website personalization for prospects directly from SalesLoft.

Salesforce : (CRM) The leading customer relationship management system.Learn more from our Knowledge Base section.

Sendoso :(Sales Content) Provides global warehouse locations to store items and sends them on-demand during the Cadence step, allowing you to send swag, coffee, sweets, or gifts by completing your tasks. Learn more from our Knowledge Base article.

Showpad : (Sales Content) Lets sellers find and share content from within their sales engagement platform, and track individual recipients engagement with that content.

Sigstr : (Sales Content) Allows customers to assign an email signature campaign to individual recipients.Learn more from our Knowledge Base article.

Slack :(Sales Productivity)Increase communication amongst sales team members. Learn more from our Knowledge Base article.

TalkIQ.inc :(Sales Coaching) Analyzes your team's conversations and surfaces insights about how customer-facing teams operate.

Twitter : (Sales Intelligence) Engage directly with your customers and prospects.Learn more from our Knowledge Base article.

Videolicious : (Email)Videolicious is a video creation platform that allows your sales team to engage buyers with high-quality, branded videos instantly.

Vidgrid : (Sales Productivity) Vidgrid allows you to record, manage, and track the success of personalized sales videos and in-video calendar bookings.

Vidyard Go Video :(Sales Productivity)Vidyard GoVideo for SalesLoft makes it easy to add a personal video message to your SalesLoft emails and cadences. Learn more from our Knowledge Base article.

Zipwhip : Send SMS texts from your cadence.Learn more from our Knowledge Base article.

ZoomInfo :(Sales Data, Sales Productivity) Offers the most accurate and actionable B2B contact and company intelligence.

SalesLoft gives you the ability to view, edit, and access Salesforce Opportunities from the SalesLoft platform.

By configuring Opportunity fields, you assign the information that is shared between Salesforce Opportunities and SalesLoft.

In this article,we will go over Opportunity field configuration, including:

List of Available Opportunity Fields

Mapping Opportunity Fields

Custom Opportunity Fields

List of Available Opportunity Fields

SalesLoft has a select number of Opportunity fields that may be mapped to standard Salesforce Opportunity fields.

The following list breaks down those available fields:

Opportunity Field Name

SFDC Field Type

SalesLoft Field Description

Account CRM Id

Reference

AccountId

Amount

Currency

Amount

Close Date

Date

CloseDate

Created by CRM Id

Reference

CreatedById

Created Date

Datetime

CreatedDate

Is Won

Boolean

IsWon

Last Updated Date

Datetime

LastModifiedDate

Name

String

Name

Owner CRM ID

Reference

OwnerId

Probability

Percent

Probability

Stage

Picklist

StageName

Mapping Opportunity Fields

To set your Opportunity field configuration to the standard Salesforce Opportunity fields, follow these steps:

Navigate to the Opportunity Fields tab by accessing your Team Settings, selecting Field Configuration, and clicking the Opportunity Fields tab.

Find the SalesLoft field you would like to map and select the ellipses on the same line.

Click Edit Mapping.

Use the Salesforce Field Name dropdown picklist and chose the appropriate Salesforce field.

Choose the Direction for the data sync.

Click Save.

Custom Opportunity Fields

Additional custom fields can be added and mapped from the Field Configuration page and imported from the Salesforce Opportunity object, as fields that will be visible in the Opportunities panel. You may select to have read-only or use bi-directional fields.

To set custom Opportunity fields, follow these steps:

Navigate to the Opportunity Fields tab by accessing your Team Settings, selecting Field Configuration, and clicking the Opportunity Fields tab.

Scroll to the bottom of the page to find theCustom Fields section.

Click+ New Custom Field.

Enter the SalesLoft Field Name.

Select the SalesLoft Field Type from one of the following options:

Date:Will display a date picker on the Opportunity panel within the Person and Account pages.

Text: Will display a text field that users can type into.

Choose the Salesforce Field Name you will map to.

Select the Direction:

ClickSave.

Any activities logged in SalesLoft, whether they are sent emails, logged phone calls, or other steps, can also be logged in Salesforce and associated with a Lead, Contact, Account, or Opportunity activity history.

When activities are logged, the type of activity, subject field, and description will be filled out by default. SalesLoft activity field configuration allows you to log even more information into Salesforce.

Once your fields are mapped, you can leverage the SalesLoft activities that have been logged to Salesforce to create additional Salesforce reports and dashboards, similar to the Insight from SalesLoft dashboard package, to simplify your reporting.

Activity fields are divided into two types: default fields and additional fields.

In this article, we will go over activity field configuration, including:

List of Default Activity Fields

Create Activity Fields with Insight from SalesLoft

Mapping Default Activity Fields

Additional Activity Fields

List of Default Activity Fields

You must map activity fields to an equivalent Salesforce field in order to view SalesLoft activity field information in Salesforce.However, Salesforce does not typically contain fields named "Cadence" or "Step ID" or any number of these activity fields in the standard Salesforce instance.

This means you (or more specifically, a Salesforce Admin) will need to create those fields in Salesforce in order to complete the activity field mapping and view all the awesome data that comes along with it.

Things to Note: All users who will log activities in SalesLoft must have Read/Write access to all Salesforce Activity fields that are mapped from SalesLoft to Salesforce.

Here is a complete list of the SalesLoft Default Activity Fields and the type of Salesforce field they should be mapped to:

Activity Field Name

SFDC Field Type

SalesLoft Field Description

Bounced

Boolean

If an email sent to a prospect bounced.

Cadence External Identifier

Text

The identifier you can manually assign to a Cadence, and it will remain the same even on copied versions.

Cadence ID

Number

The alphanumeric identifier assigned to a Cadence.

Cadence Name

Text

The name given to a Cadence.

Call End Time

Date/Time

Time when the caller hangs up.

Call Disposition

Picklist

The disposition that the user logged during the call.

Call Duration

Number

How long the call lasted.

Call Sentiment

Text

The sentiment that the user logged during the call.

Call Start Time

Date/Time

Time when the call is dialed.

Call To

Phone Number

The phone number you made the call to.

Clicked Count

Number

How many clicks were received on a URL within an email.

Email Message ID

String

The unique string of letters, numbers, and symbols thatprevents duplicate email activities in Salesforce.

Email Template ID

Number

The alphanumeric identifier assigned to an email template.

Email Template Title

Text

The name given to a template.

Replies Count

Number

How many replies an email has received.

Step Day

Number

The day in the Cadence that a step has been set to be run.

Step ID

Number

The alphanumeric identifier assigned to a step within a Cadence.

Step Name

Text

The name given to a step.

Step Type

Text

The type of step (i.e. Email, Phone, or Other).

Viewed Count

Number

How many opens/views an email has received.

Meeting Assigned To

String

Who the meeting is set with.

Meeting Booked By

String

SalesLoft user who sent the meeting link or booked a meeting on demand.

Meeting Duration

Number

Length of the meeting.

Meeting Date

Date

Scheduled date of meeting.

Meeting Name

String

Name of meeting.

Meeting Recording URL

URL

URL link to the meeting recording in SalesLoft.

Meeting Start time

ISO 8601 time format*

Time when the meeting is set to begin.

Meeting Type

String

The designated Meeting Type name that's selected by the User.

Denotes a default Salesforce activity field. This means the field does not have to be custom created.

* ISO 8601 refers to the standard Date/Time notation used across platforms. Mapping to this specific field type allows the time and date to sync properly.

Create Activity Fields with Insight from SalesLoft

SalesLoft has made the Salesforce activity field creation process simple by providing the Insight from SalesLoft managed dashboard package. By downloading the package, most of the activity fields will be created in your Salesforce instance for you (how nice is that?).

Things to Note: While the Insight for SalesLoft dashboard package creates the activity fields in Salesforce, it is your team's responsibility to complete the field mapping process after the fields are created.

The Insight dashboard includes the following fields:

Name

Field Type

Active Account

Formula (Number)

Call Disposition

Text(255)

Call Sentiment

Text(255)

SalesLoft Cadence Name

Text(255)

SalesLoft Clicked Count

Number(18, 0)

SalesLoft Email Template Title

Text(255)

SalesLoft Replies Count

Number(18, 0)

SalesLoft Step Day

Number(18, 0)

SalesLoft Type

Formula (Text)

SalesLoft Unique Click Count

Formula (Number)

SalesLoft Unique Reply Count

Formula (Number)

SalesLoft Unique View Count

Formula (Number)

SalesLoft View Count

If you do not wish to download or use the dashboard package and would like to manually create the custom activity fields in Salesforce, you may do just that.

Mapping Default Activity Fields

Default activity fields are readily available in SalesLoft. This means you can map the fields directly to their equivalent Salesforce activity field.

Things to Note: While default fields show on the SalesLoft side, some of them may not be in your Salesforce account. Create custom Salesforce fields in order to map the activity fields, OR download our Insight from SalesLoft dashboard package, which will create the Salesforce activity fields.

To map default activity fields, follow these steps:

Navigate to the Activity Fields tab by accessing your Team Settings, selecting Field Configuration, and clicking the Activity Fields tab.

Find the SalesLoft field you would like to map and select the ellipses on the same line.

Click Edit Mapping.

Use the Salesforce Field Name dropdown picklist and chose the appropriate Salesforce field.

Click Save.

Additional Activity Fields

If your team uses specific activity fields that need to be logged, you can add those fields in your Additional Fields section.

Additional fields can be set as a default option so all your SalesLoft activity is logged the same. Or you can set the field so you can edit the information when your users log a call.

To add an additional field for your activity logging, follow the instructions below:

Navigate to the Activity Fields tab by accessing your Team Settings, selecting Field Configuration, and clicking the Activity Fields tab.

Scroll to the bottom of the page and click New Additional Field.

From the picklist, select the Salesforce Field Name the field will map to.

Check the box for the type of activity you would like to log the field for:

Emails: Email logs will require a set value. For the Email activity, you must set a value to log in the field information using the following checkbox:

Always set value to: Sets a fixed value for all emails logged.

Calls: You have two options for call logs. From the Calls activity, you have the following additional options:

Field is editable when logging: Selecting this box will add a field to the call log box when your users make their calls. They can update the field when their calls are logged.

Always set value to: Sets a fixed value for call logs.

Both: Check both boxes to log the field to each activity.

Hit Save.

Whether your team is using Salesforce Classic or Lightning,SalesLoft makes it easy to bring Lead, Contact, and Account records from Salesforce directly into SalesLoft.

To import from Salesforce into SalesLoft, you will need to install the SalesLoft Chrome Extension. The SalesLoft extension will create SalesLoft specific buttons in your Salesforce instance including the ability to import, view SalesLoft profile pages, Click to Dial within Salesforce, and Connect for Salesforce features.

Things to Note: The Import into SalesLoft button will not appear if Salesforce is in accessibility mode. Temporarily disable accessibility mode to use this functionality.

Once the extension has been downloaded, you may import records from your Salesforce account. You can import from Lead, Contact, or Accounts records. The imports can be pulled from an individual record, lists, campaigns, or reports.

In this article, you will learn about this different Salesforce to SalesLoft imports, including:

Importing an Individual Lead, Contact, or Account

Importing from a List or Campaign

Importing from a Report

Custom Import Button

Completing Your Salesforce Import

Things to Note: If you run into any errors during an import, learn how to solve errors from our Salesforce Troubleshooting Guide.

Importing an Individual Lead, Contact, or Account

Things to Note: Salesforce limits contact and lead list imports to 500 people at a time. Make sure your list has no more than 500 people.

Navigate to the lead or contact record you want to import into SalesLoft.

Click the blue Import to SalesLoft button.

Complete Your Import

Individual Contact Record in Salesforce Lightning:

Individual Lead Record in Salesforce Lightning:

Importing From a List or Campaign

From your Salesforce account, navigate to the Leads, Contacts, Accounts tabsor select an individualCampaign(depending on which list you want to import into SalesLoft).

Find the View picklist to select a previously created list and select Go or Create a New View.

Click the blue Import to SalesLoft button.

Contacts List View in Salesforce Lightning:

Leads List View in Salesforce Lightning:

Campaign Importin Salesforce Lightning:

Importing From a Report

In order to import a Salesforce report, the report must be a Leads report or a Contacts & Accounts report. Both of these are standard Salesforce reports.Salesforce reports can import up to 1,000 records at a time.

Things to Note: If you run into any errors during an import, learn how to solve errors from our Salesforce Troubleshooting Guide.

Building a Report with Cross Filters

Cross filters allow users to filter reports based on related objects and their fields. This means that you have the ability to fine-tune your report to include (or exclude) records. Once the report is created with the cross filter, you can import specific lead or contact records into the SalesLoft platform.

Some common SalesLoft use cases for building reports with cross filters include:

Importing Leads related to a Standard or Custom Object

Importing Contacts related to Opportunities or any other Standard or Custom Object

Things to Note: Importing reports with Cross Filters will only work for Lead reports or Contacts and Accounts reports.

To create a Cross Filter, follow these steps:

Create a report or Customize an existing report.

From the Filters dropdown,select the down arrow next toAdd and select Cross Filter.

Select a parent object from the dropdown list.

Choose with or without.

Select a child object (i.e. Opportunities) from the dropdown or search by its name.

Add a filter. This will determine the specifics of the child object that are reported.

Choose a filter operator.

Enter a value.

Click OK.

Click Save.

When importing a report, it must be saved in the Tabular format and include the Contact CRM ID or the Lead CRM ID (both are fields available in the report by default). It's also helpful to have the Lead CRM ID and/or the Contact CRM ID columns as the leftmost columns. Prior to importing a report, remember to Run andSave the report.

Things to Note: Importing from a Salesforce report refers to importing the list of Leads or Contacts in the report, not all of the content in the report.

From your Salesforce account, navigate to the Reports Tab.

Run the report you want to import to Cadence.

Click the blue Import to SalesLoft button.

Custom Import Button

The SalesLoft extension pulls all of the leads or contacts from a list when you click the import button.If you would like to pick and choose or select specific leads or contacts from a listview to import, you can do so by installing our Custom Import Button.

Things to Note: The custom import button does involve Java scripting to install and will require the assistance of a Salesforce admin.

For more information on how to download the Custom Salesforce Import button, check out the full knowledge base article here.

Completing Your Salesforce Import

After you select your lead, contact, list, campaign or report to import, you will be taken to the screen in SalesLoft. Here, you can add your imports directly into a cadence or simply import them to your database for a later date.

To most people in business, an owned record is the account or customer that you are in charge of. SalesLoft offers the Person and Account Owner field in order to convey similar information.

While the idea of ownership seems simple enough, things become a little more complex when you transfer ownership between different users or between your engagement platform (SalesLoft) and your CRM (Salesforce).

In this article, you will learn what ownership means in the different platforms and how they can be managed, including:

SalesLoft Owner

Options for Updating the SalesLoft Owner

Salesforce Owner

How the Salesforce Owner Is Determined

SalesLoft Owner

The SalesLoft Owner is, simply, the SalesLoft user who owns a Person or Account in SalesLoft. If someone is the SalesLoft Owner of a Person record in SalesLoft, that Person will appear under the Owner's People list view by default.

The SalesLoft Owner is determined based on one of the following factors:

A Person is imported via Salesforce List, Report, Campaign, or CSV: The SalesLoft Owner will be the user who imports the record.

A Person is imported as a one-off record from Salesforce: The SalesLoft Owner will be the user who imports the record.

A Person is created in SalesLoft via an Automation Rule: The SalesLoft Owner will be the same as the Salesforce Owner.

Things to Note: Your team must have CRM Owner ID mapped and user must be mapped in Salesforce Connector User Management.

In the event that the CRM Owner ID is not mapped, user management is not set up, or the Salesforce Owner is not a SalesLoft User, the Owner will be the Salesforce Connector Integration User.

Options for Updating the SalesLoft Owner

While the SalesLoft Owner is typically determined upon import, there are ways to edit the field to a different SalesLoft user. Some reasons you may want to update SalesLoft ownership include:

Sales rep transferring ownership to an account or sales executive.

A sales rep transferring to another SDR or BDR.

Salesforce ownership updates and SalesLoft needs to replicate the ownership.

A SalesLoft user leaves the company, and their records need to be transferred to a different user.

To manually update SalesLoft Owner from a Person Record, update the SalesLoft Owner when editing a Person Record in SalesLoft from the Person's Profile page.

To manually update SalesLoft Owner for multiple Person Records at the same time, update the SalesLoft Owner from the Person list view. Here you can select multiple Person Records and update their SalesLoft Owner en masse.

Finally, you can update the SalesLoft Owner via Automation Rules. There are two actions to update the SalesLoft Owner using a SalesLoft Automation Rule:

Set SalesLoft Owner to Salesforce Owner: When this action fires, it updates the SalesLoft Owner to the Salesforce Owner.

Things to Note: Based on CRM Owner ID & User Management mapping in the Salesforce Connector.

Set Person Field SalesLoft Owner: This action allows an admin to select a specific SalesLoft user from a dropdown menu. When a record matches a rule with this action, their SalesLoft Owner will be updated to the SalesLoft user defined in the rule action.

Salesforce Owner

The Salesforce Owner is the Salesforce user that owns a Lead or Contact in Salesforce. Salesforce ownership means that any tasks or Opportunities that align to that record are assigned to the Owner.

When a Salesforce Owner has a Lead or Contact imported into SalesLoft, that record syncs with a SalesLoft Person Record. The Owner of the record may also sync to SalesLoft. This is determined by the Owner CRM ID field on the Person mapping table in SalesLoft.

Things to Note: This requires SalesLoft User Management mapping in the Salesforce Connector for all users.

Additional Ownership fields include: Salesforce Owner (Account): The Salesforce Account Owner. This is based on the Owner CRM ID field and also requires the Account Owner be mapped in User Management in SalesLoft.

Salesforce Owner (Opportunity): The Salesforce Opportunity Owner. This is based on the Owner CRM ID field and also requires the Opportunity Owner be mapped in User Management in SalesLoft.

How the Salesforce Owner Is Determined

The Salesforce Owner is determined by the following data points:

CRM Owner ID mapped in SalesLoft field configuration (Lead, Contact, Account, Opportunity)

Things to Note: This can be ANY User lookup field in Salesforce.

The SalesLoft user must be mapped to a Salesforce Username (Salesforce Connector - User Management) in order for the SalesLoft Owner to be populated.

Things to Note: If the Salesforce Owner is not mapped in User Management, the Salesforce Owner will be displayed as "Unmapped Owner" in SalesLoft.

If the Salesforce Owner changes in Salesforce, the Salesforce Owner will automatically update in SalesLoft as well.

Things to Note: In order to show the correct user, User Management configuration is required.

API (Application Programming Interface) calls allow two applications to "talk" to each other. Each time data is shared between the two systems, an API call is made. SalesLoft (and many other applications) use API calls to log information in between our platform and your Salesforce account.

Now, Salesforce sets restrictions on the number of API calls made to their servers in a 24 hour period. Think of this kind of like your credit limit. You have a set amount of credit you may use, and if you go over that limit, your card will be declined.

Things to Note:

You may purchase additional API Calls in Salesforce.

To learn more about why you have exceeded your API calls within Salesforce, visit the API call limits and reporting FAQ.

In this article, you will learn the ins and outs of Salesforce API calls and how SalesLoft connects with them, including:

How Many API Calls Are Made?

View Current API Usage

Set API Usage Threshold

View API Calls in Salesforce

How Many API Calls Are Made?

While there is a Salesforce limit for how many API calls can occur, the number of API calls made by your team each day completely depends on your team's integration(s) and use with Salesforce's API.

This means, the more actions you take or applications you have integrating with your Salesforce account, will make it more likely to quickly rack up API calls.

All this being said, we can't say what the specific number of API calls your team will make, since it depends completely on your use case. But we can tell you when SalesLoft makes calls to help you monitor that usage.

SalesLoft will make API calls when the following events occur:

Activity Logging

SalesLoft to Salesforce Updates: Changes on a field to a Person or Account in SalesLoft that call Salesforce to update an equivalent field

Salesforce to SalesLoft Updates: Changes to any of the following fields in Salesforce that will update an equivalent SalesLoft field according to field mapping:

Leads

Contacts

Accounts

Opportunities

Things to Note:

Salesforce sets a daily API Limit within a 24 hour window. If you reach your API limit, Salesforce will not allowSalesLoft to make any additional calls. When that limit is hit SalesLoft will show Salesforce sync failures due to no API Credits being allowed. SalesLoft Admins can retry any sync failures manually the following day or after more credits have been accrued.

SalesLoft admins can set their Salesforce Sync intervals to limit the number of API calls made to Salesforce.

If too manyAPI calls are being made, the Salesforce Field Configuration may be edited to include less fields or set fields to sync in one direction.

View Current API Usage

With all these questions about limitations surrounded API calls, SalesLoft offers the option to set a threshold to warn them when the amount of API requests have been met. This gives you the power to prevent future Salesforce sync failures from occurring by purchasing extra API calls or disabling specific services.

As a SalesLoft admin,from the Salesforce Connector page under the API Usage tab you can view information about the Total API calls available versus the number of API calls used.

A visual representation of your API calls can keep your mind at ease, or spring you into necessary action. This is why we've provided bar codes that show the daily limit of API calls allowed by your CRM.

Two bar codes can be found under the API Limits tab:

Total API Calls Used: Shows the total API calls allowed by your CRM and the total number of calls that have been made from all of your integrations (not just SalesLoft).

API Usage Threshold: This is the limit that can be set by a SalesLoft admin. Once the limit is reached, you may receive an email notification that you have reached your set limit. To learn more, see the set up below.

The bar color will appear based on % of API usage as follows:

Green: 0-80%

Orange: 80%-90%

Red: 90%-100%

directly in Salesforce

Set API Usage Threshold

Threshold notifications can give you a heads up that your team is reaching the API call limits. You can enable threshold notification that will be sent to the SalesLoft user who is designated as your Salesforce Main Connector. To set a threshold, follow these steps:

From your dashboard, click on your name and select Team.

Navigate to the Salesforce Connector section in the left-hand menu.

Click on the API Limits tab at the top of the page.

Find the API Usage Threshold section. Select the checkbox for "Email main Salesforce account after number of API calls have been used." Prior to selecting the checkbox you will not be able to edit the text box below and it will sayNo Threshold.

Once you select the checkbox, enter the ideal threshold for when you want to be notified about your API Calls. We recommend setting this number lower than your total number of API calls do you can take action prior to reaching your limit.

Things to Note: Setting a threshold will not stop API calls for occurring.

HitSave. TheAPI Usage Threshold bar will adjust color based on the set API threshold.

View API Calls in Salesforce

While viewing the API usage within SalesLoft can set your mind at ease, you may view your API calls through different reports based on which edition of Salesforce your team has.

For Enterprise additions of Salesforce, follow this path to view your API Usage report:

Select the Reports tab from the top navigation.

In the folders on the left of the page, select or search for Administrative Reports.

Select API Usage Last 7 Days. This report can view by day of week.

For Professional additions of Salesforce, follow this path to view your API Usage report:

Click on Setup

Scroll to the Monitor section on the left.

Select System Overview.

On the System Overview page, you may view your API Usage.

Salesforce Sync is the simplest and most reliable way to keep the data in your Salesforce CRM and sales engagement platform entirely up-to-date. The sync works in near real-time, and administrators have the ability to decide which application wins when syncing each field.

In this article we will walk through:

Requirements and Expectations Before You Begin

Enabling Salesforce Sync

Sync Frequency

Sync Historical Opportunity Data

Sync Logs

User Management

Team Salesforce Settings

View Teamwide Salesforce Activity Logs

Requirements & Expectations Before You Begin

Your company must have Salesforce Professional edition with REST API access,Salesforce Enterprise edition, or Salesforce Unlimited edition.

The user acting as the Main Salesforce Connection must have full object or field-level security permissions, i.e. modify, edit, create and delete. The Main Salesforce Connection is used by SalesLoft to make all Salesforce Sync updates for leads and contacts on behalf of this user.

Things to Note: Werecommend connecting to a user who has Salesforce administrator privileges, but it is not required as long as the Connection user has the proper permissions.

Things to Note:For field mapping that is only coming in from Salesforce into SalesLoft (aka, import only information), read-access is the only permission required by the Main Salesforce Connector.

Things to Note:For anything synced bi-directionally, the Main Connector license requires read and write access.

Be aware of your API limit. You only have a certain number of API Calls per day, based on your Salesforce edition and number of seats. You can read more about how to find your API Call limit and how to change it here.

Enabling Salesforce Sync

Salesforce Sync determines the primary connection between your team's SalesLoft and Salesforce accounts. Once Salesforce Sync is enabled, and you've mapped the necessary fields, data will flow between SalesLoft and Salesforce to keep all of your information up-to-date.

The sync uses a Salesforce Connector to maintain the connection between the two platforms.This connection uses a team member's (usually an admins) Salesforce username to make all updates in both SalesLoft and Salesforce on behalf of each SalesLoft team member. If any team member's Salesforce connection disconnects, their data will still sync between Salesforce and SalesLoft through this Salesforce Connector.

Things to Note: Activity logging relies on the individual, user-specific connection.

To enable Salesforce Sync, follow these steps:

From your dashboard, click on your name and select Team.

Navigate to the Salesforce Connector section in the left-hand menu.

Click on the Sync section at the top right. Next, click the toggle at the top of the screen to enable Salesforce Sync.

Youll get a pop-up asking you to select the Salesforce Connector, which will be your team's Main Connection used for Salesforce Sync.

Click the drop-down menu and select the SalesLoft user for your main Salesforce Connector Typically, this will be you or the main admin on your account, as outlined in the requirements section above.

CRM Settings page

Sync Frequency

After sync has been enabled you can view and edit your sync frequency. Your sync frequency controls how often SalesLoft connects to your Salesforce instance, looks for changes, and updates field information through API calls.

Things to Note: The more frequently we connect to Salesforce, the more API calls we use. As mentioned at the start of setup, you only have a certain number of API Calls per day, based on your Salesforce edition and number of seats. To learn more, check out our SalesLoft API Limits article

Since API calls are made to the objects mapped in your Salesforce field configuration, you can adjust how often SalesLoft Sync will occur for each object: Account, Leads, Contacts, and/or Opportunities. You can set the sync frequency to once a minute, check every 5 minutes, or every 10 minutes.Our default sync time is set to check every 10 minutes.

Sync Historical Opportunity Data

If you have previous opportunity data you would like to sync in your SalesLoft Opportunity panels, SalesLoft can search and sync your recent opportunity history.

Follow these steps to sync your opportunity data:

After you have set the sync frequency for Opportunities, a link will appear below to Sync Historical Opportunity Data.

Click Sync Historical Opportunity Data to select the date range of past opportunities. SalesLoft can sync opportunity data from up to four weeks prior to today's date.

Hit Save.Amessage will confirm the begin of the sync process.

Sync Logs

Sync Logs give you full visibility into all sync actions that are completed. You can view your sync logs from the Salesforce Connector tab on the Sync setup page. Click theView Salesforce Sync logslink towards the top of the page.

The Salesforce logs page shows the following information:

Log ID number

Timestamp

Source

Type

Status of each sync action

Details

Click any object to view the external record associated with the action. This will redirect you to the lead or contact pages in Salesforce or the Person record in SalesLoft, depending on the sync rule.

The Filter icon next toa specific lead, contact, or Person lets you see all sync actions associated with that specific record.

User Management

Salesforce sync's user management matches each SalesLoft user to the appropriate Salesforce user.

While each user should be connected to their CRM for activity logging purposes, user management brings Salesforce ownership into SalesLoft. This means you will have consistent logs for records that are owned, edited, or updated. Also, user managementallows you to create Automation Rules that specify Salesforce owner.

In order to set and edit your User Management settings, follow the instructions below:

Navigate to Salesforce Connector in your Team Settings and go to the User Management tab.

You will see the First Name, Last Name, and Email Address of each SalesLoft user on your team. Select the ellipsis icon on the right side of the row.

Click Edit. A box will appear to Select Salesforce User for (User).

Type in the complete or part of the users Salesforce email address. Hit Search.

Find the email address for the user and click the email address.

Click Save.

Team Salesforce Settings

Along with syncing to your teams Salesforce account, the Salesforce Connector tab allows you to set Salesforce rules that will apply to your team.

To learn more about the settings you may manage from this tab, check out our Manage Team Salesforce Settings Support article.

View Teamwide Salesforce Activity Logs

When your team logs SalesLoft activity to Salesforce, each user can track their failed Salesforce log attempts from the lightning bolt icon or from their .While it's useful for each user to be aware of any logging failures, most users can't fix the errors that cause a log failure because they don't have Salesforce Admin access.

Which is why SalesLoft admins can view the failing Salesforce activities of your entire team. Think of this like a safety net for you to catch a logging failure and fix the error, where a failed log may otherwise go unnoticed (and harm your data).

Admins can see recent failing SFDC activities for the entire team from the lightning bolt icon, aka the New Salesforce Notifications on the nav bar. There will be a notification badge on the lightning bolt icon whenever any user's activity fails to log in Salesforce.

To view your team's failed Salesforce activity logs, follow these steps:

1. Go to the CRM tab under your Personal Settings.

2. ClickView Failing Salesforce Activities below your Salesforce connection.

3. Use theFilter & Sort button to filter by the failed activities of:

A specific team member

Your entire team

Just your own

You may also sort the list by:

The user's last name

The SalesLoft person's last name, and who the record will log to in Salesforce

The subject of the Salesforce activity

The error message

4. Click on Retry all team (past month)to attempt to sync all failing activities from the past month.

These are troubleshooting steps in the event that you experience any problems with the Insight from SalesLoft package.

In this article, you will find the following Troubleshooting:

An Error Occurred When Executing a Flow Interview

What will happen if I deactivate these flow definitions?

How to Deactivate the Flow

How to Deactivate the Process Builder Automation

Willthe Insight from SalesLoft Tests Past Activities?

Our Team Cannot Install Insight from SalesLoft

For additional troubleshooting help with SalesLoft and Salesforce, check out our Salesforce Troubleshooting Guide.

An Error Occurred When Executing a Flow Interview

After installing the Insight from SalesLoft dashboard package, if there are existing automated flow definitions in Salesforce that conflict with the flow definitions included in the Insight from SalesLoft package, we recommend deactivating both the Process Builder and Flow included in the package:

Process Builder Name: Auto_Populate_PrimaryContact_from_Contact_Role_Object

Salesforce Flow Name: Populate_Primary_Contact_Opportunity_Field

What will happen if I deactivate these flow definitions?

Deactivating the Process & Flow means you are deactivating the process that accounts for Contact to Opportunity Cadence attribution.

Things to Note: If you are using Leads primarily in SalesLoft, the flow and Process are not needed and instead you can leverage Lead Conversion Field Mapping for Cadence to Opportunity attribution reporting.

How to Deactivate the Flow

Go to Set up.

Under Create > Workflow and Approvals > Flow

From the Flow page, select Auto_Populate_PrimaryContact_from_Contact_Role_Object.

From page, click Deactivate in the Flow versions table.

How to Deactivate the Process Builder Automation

If you don't want to leverage the process and flow from the Insight package into your Salesforce org, or an error occurred and you need to remove the process, follow these instructions:

Under Create > Workflow and Approvals > Process Builder

From the My Processespage, select the blue arrow to the left of Populate Primary Contact Opportunity Field.

Under the version, click Deactivate.

Willthe Insight from SalesLoft Tests Past Activities?

The Insight dashboard will notretroactively tests past activities. If a retry is needed, you or a Salesforce Admin will have to trigger the try from your Salesforce instance.

Our Team Cannot Install Insight from SalesLoft

In the event that your team cannot install our package, use ourInsights from SalesLoft Report Filters, Groups, Formulas, Formula Fields Guide to learn how to re-create any of the reports or package components manually in Salesforce. You can find the guide in the attachment below:

Your Salesforce Field Configuration defines how data exchanges between Salesforce and the SalesLoft platform. While "field configuration" may sound daunting, it really means picking and choosing the SalesLoft fields that will map to a Salesforce field (and vice versa). We call this process field mapping.

Field mapping gives you control over which fields share information between SalesLoft and Salesforce. By completing your field mapping (and enabling Salesforce Sync ), Lead, Contact, Account, and Opportunity records will update as changes are made in either platform.

In this article, we will walk through Salesforce Field Configuration and field mapping, including:

Things to Know About Salesforce Field Configuration

Set Salesforce Field Level Security

Field Mapping

Understanding Field Mapping Direction and Merge Behavior

Things to Know About Salesforce Field Configuration

Before you begin mapping fields left and right, review your Salesforce account and follow these guidelines:

Salesforce Field Types

SalesLoft supports the following types of Salesforce fields:

Text fields

Date fields (on the Lead or Contact level)

Single picklists

Checkboxes (use "true" or "false" in all lowercase letters)

Number fields (for mapping SalesLoft metrics only)

Formula fields (the value displayed in the field is not a static value but determined by a formula)

Fields Requiring Validation: if a specific value is entered into the controlling field, a separate field must be populated before the update can be saved.

Permission Sets/Roles/Accessibility

Make sure all of your team members have access to edit the standard or custom field.

Fields must be set as "Read & Edit" or "Visible."

Fields cannot be "Read-Only" or "Admin Only."

Field Location

Any customized Salesforce fields must be located on the object page layout (e.g., Lead, Contact, or Account records).

Lead Assignment Rules

SalesLoft automatically instructs Salesforce to ignore (or bypass) triggering Lead Assignment Rules when we update any field on a lead. However, if a particular teamwishes to trigger Lead Assignment Rules when a field is updated, send a request to our SalesLoft Support team.

Set Salesforce Field Level Security

Your Salesforce Field Level Security restricts your user's access to view and edit specific fields. As we mentioned above, your team members must have access to edit fields in order for field mapping to function properly. If any fields are restricted, it's highly likely that you will run into some Salesforce errors that you can read all about in our Salesforce Troubleshooting Guide.

To prevent these errors from happening, a Salesforce admin must enable Field Level Security for different field types. There are two options to enable Field Level Security.

Follow these steps to enable via the Task Fields:

1. From Salesforce, click Setup in the top right corner.

2. Go to the Administer panel on the left. Search for Task Fields OR scroll to the Build section. Select the arrow to the left of Customize. Select the arrow to the left of Activities and then click Task Fields.

3. On the Task Fields page, find and select the Type field label.

4. Click the Set Field-Level Security button located above the Field Information section in the upper right corner of the page layout.

5. Check the box next to Visible to enable visibility for all of the roles.

Follow these steps to enable Field Level Security via Field Accessibility:

Navigate to Administer.

Click the security controls arrow.

Select Field accessibility.

Then select which object and either field of profile you would like to set security for.

Field Mapping

Your Salesforce Field Configuration allows you to map SalesLoft fields to an equivalent Salesforce field. For a complete walk through of the SalesLoft field type mapping, check out the following articles:

Person Field Configuration

Account Field Configuration

Activity Field Configuration

Opportunity Field Configuration

Understanding Field Mapping Direction and Merge Behavior

Person, Account, and Opportunity fields allow you to select the direction that says how the fields will update information. There are three direction options:

SalesLoft Salesforce: This indicates that you want your data to stay in sync between SalesLoft and Salesforce. ClickShow Advanced Configurationtoedit the fields Merge Behavior.For more information on Merge Behavior, see the explanation below.

SalesLoft Salesforce: This indicates that you only want to bring Salesforce data into SalesLoft. With this option, we will never send SalesLoft data back to Salesforce.

SalesLoft Salesforce: This indicates that you only want to bring SalesLoft data into Salesforce. With this option, we will never send Salesforce data back to SalesLoft.

Merge Behavior allows you to controlwhat data will be used when a Salesforce record and a SalesLoft record merge together. If the values in the fields are different or one of the fields is null (aka blank), the merge behavior decides which data will be selected.You can choose one of the following merge behavior options:

Use recent value unless blank(default):Fields will sync based on whichever system was last updated. For example, if you update a Contact's phone number in Salesforce, their phone number will update in SalesLoft and vice versa.

Use Salesforce value unless blank: If there is data in that Salesforce field, changes in SalesLoft will not update the field.

Use SalesLoft value unless blank: If there is data in that SalesLoft field, changes in Salesforce will not update the field.

Lead or Contact data align to the SalesLoft Person fields. The Lead or Contact data transfers to and from SalesLoft duringan import from Salesforce into SalesLoft and during a sync update. But before any of these data transfers can take place, the SalesLoft Person fields need to be mapped to the appropriate Salesforce Lead or Contact fields.

Things to Note: SalesLoft does not assign default mapping for your fields. If you wish to have your data sync between the two platforms, you must set the mapping for any/all fields.

Any SalesLoftadmin or user with field configuration permissions can complete the Person field configuration. To access the Person field configuration, go to the Field Configuration tab under your Team Settings.

You will complete your Person field configuration from the Person Field tab. Here you can edit field mapping preferences and add custom fields to map to default fields and Salesforce fields that do not exist in SalesLoft.

Each Person field has Salesforce Lead and Salesforce Contact columns. After you map fields, the Salesforce column will show the Salesforcefield API name, field type, and sync direction that was selected for the mapped SalesLoft field.

Salesforce Troubleshooting Guide

In this article, you will learn all about Person field configuration between SalesLoft and Salesforce, including:

Person Field Mapping

Recommended Person Fields

Most Recent Cadence Fields

Add a Custom Person Field

Person Field Mapping

Now the real fun begins. Lets get to mapping those fields!

Person and Account field mapping uses the same process with a slightly different layout.

Follow the instructions below to map your fields. For this example, we will map the First NamePerson field:

Connect SalesLoft to your Salesforce Main Connector account or a Salesforce Sandbox.

Navigate to the Field Configuration tab under your TeamSettings.

Under the Person Fields tab, scroll down the list of SalesLoft Person Field Names and find the First Name. If you cannot find the field name in your list, you will need to create a custom field.

Click the ellipses on the First Name line

From the dropdown menu, select Edit Mapping.

Check the box for each Salesforce object type that you want to map to. Your options include:

Salesforce Leads

Salesforce Contacts

Both: select both boxes

Once you check the Salesforce Object Type box, your Salesforce Field options will appear. Next to the Salesforce Field Name, use the dropdown picklist to find the Salesforce field you wish to map to.

Select the Salesforce Field Name. The Salesforce API Name and Field Type will populate once the Salesforce Field Name is selected.

Set the Direction. The direction says how the field will be updated.

Click Save.

Repeat steps 4-10 for any additional fields youd like to map, selecting the Salesforce field and the sync direction for each.

Recommended Person Fields

If you've taken a look at the Field Configuration tab on a Person or Accounts Details page, you know there are a lot of fields available to you. So you are possibly wondering what do some of these fields mean and, more importantly, which ones do you need to map?

The rule of thumb is to complete your field configuration based on the information and data your team values the most.

However, for those of you who would like a data launching point, here are the SalesLoft Person fields we recommend you map to the appropriate Salesforce Lead and/or Contact field:

Person Field Name

Salesforce Lead Field Name

Salesforce Contact Field Name

Field Type

Description

Account CRM ID

N/A

AccountId

Reference

Allows SalesLoft to identify which Salesforce accounts match which SalesLoft accounts. This field maps to the Account ID field on Contacts only.

City

City

MailingCity

String

Company Name

Company

String

Country

Country

MailingCountry

String

This field contributes to SalesLoft's timezone detection feature. Things to Note: Configure the full country name, rather than the two letter ISO-3116 Country Field.

Do Not Contact

Email Address

Email

Email

Email

First Name

FirstName

FirstName

String

Industry

Industry

Last Name

LastName

LastName

String

Owner CRM ID

OwnerId

OwnerId

Reference

Allows SalesLoft to identify the Lead, Contact, and Account object owners, based on the Salesforce user matches set under the User Management section.This field must be set to use any automation rulesassociated with owner changes in SalesLoft or Salesforce

Person Stage

Cadence Stage

Picklist

Phone

Phone

Phone (Business Phone)

Phone Number

State

State

MailingState

String

Title

Title

Title

String

Do Not Call

DoNotCall

DoNotCall

Boolean

If you would like to respect your Do Not Call permission set by the standard Lead field in Salesforce, we recommend mapping this field to SalesLoft.

Do Not Email

HasOptedOutOfEmail

HasOptedOutOfEmail

Boolean

If you would like to respect your Do Not Email permission set by the standard Lead field in Salesforce, we recommend mapping this field to SalesLoft.

Most Recent Cadence Fields

The SalesLoft person fields contain six Cadence specific fields. Mapping these fields allows your team to view SalesLoft Cadence information inside of Salesforce. Based off of this data, managers can use Salesforce to report on the Cadence activities of each team member.

SalesLoft Tip: The most recent Cadence specific field data is notdisplayed on the Person record in SalesLoft.

To map these fields, you or a Salesforce Admin will need to modify or create custom fields in your Salesforce. For example, you may want to create a "Cadence ID" field on the lead record that will map to the Most Recent Cadence - Cadence ID SalesLoft field.

The Cadence fields map to the following field types:

Most Recent Cadence - Cadence ID: text field

Most Recent Cadence - Cadence Name: text field

Most Recent Cadence - Last Completed Step: number field

Most Recent Cadence - Next Step: number field

Most Recent Cadence - Next Step Due Date: date field

Most Recent Cadence - Next Step Name: text field

After your field mapping is complete, these fields will update when:

A person is added to a Cadence

A person is removed from a Cadence

A step in a Cadence is completed on a person

A person completes all steps in a Cadence

Things to Note: When a person is removed from a Cadence or completes a Cadence, the following field values will be cleared out automatically:

Most Recent Cadence - Next Step

Most Recent Cadence - Next Step Due Date

Most Recent Cadence - Next Step Name

Add a Custom Field

The standardized,"out-of-the-box" field names that exist for all SalesLoft teams are known as default fields. However, we at SalesLoft know that your team's use case may go beyond our default field names. So, SalesLoft allows team admins to create your owncustom fields in order to map and display record data.

You can create custom fields for each Lead or Contact field and set them to be mapped to and from Salesforce.

Things to Note: Any custom fields that are created can be used as a dynamic field.

To create a custom field, follow the instructions listed below:

Navigate to the right side of your screen, and click the + Add Custom Field button.

The New Custom Field Mapping box will appear. Fill in the name of your custom field in the SalesLoft Field Name text box.

Select the SalesLoft Field Type from the dropdown menu. You may select one of the following options:

Date: Adds a date picker field on the SalesLoft Person. This means you can select a calendar date when updating the SalesLoft field. If the field is mapped to Salesforce, it can be mapped to similar date fields (aka date fields that mimic the date format mm/dd/yyyy).

Text: Add a text field to update Person information. If the field is mapped to Salesforce, whatever information that is entered in the text field will update to Salesforce.

Thing to Note: If the update in the text field does not match the same format as the Salesforce field requirements, Salesforce Sync errors may occur. You can learn more about possible sync errors in our .

Select the Salesforce Object you wish to map to (if applicable) .

Pick the Salesforce Field Name.

Chose the sync direction, just as you did with the default fields above.

Hit Save.

Once you have added the custom field, the field will appear in the Person fields list with an asterisk next to the field name.

While Salesforce Leads and Contacts fields map to SalesLoft Person fields, Salesforce Account fields map to SalesLoft Accounts (same name, keeping it simple).

All SalesLoft Account fields can be edited from the Accounts Profile page. But in order to complete an import from Salesforce into SalesLoft or push data from SalesLoft to Salesforce (and vice versa), the SalesLoft Account fields need to be mapped to the appropriate Salesforce Account fields.

To configure your Account fields, go to the Field Configuration tab under your Team Settings, then navigate to the Account Fields tab at the top of the page.

Things to Note:

SalesLoft requires two field values to create an Account in SalesLoft. They are Account Name and Domain. Due to these requirements, you must map these fields if you would like Salesforce Accounts to be created in SalesLoft.

SalesLoft does not assign default field mapping for Salesforce Sync. If you wish for information to sync between the two platforms, you must set the field mapping.

In this article, you will learn all about Account field configuration between SalesLoft and Salesforce, including:

Account Field Mapping

Required and Recommended Account Fields

The Account Tier Field

Add a Custom Account Field

Account Field Mapping

Lets get to mapping those fields!

Person and Account field mapping uses the same process with a slightly different layout.Your SalesLoft Account column contains the standard SalesLoft field name. To the right of the SalesLoft Account field, you can view the Salesforce Account field information and edit the field mapping for default fields. You can also add custom fields to map to Salesforce fields that do not exist in SalesLoft.

Follow the instructions below to map your fields. For this example, we will map the Domain Accountfield:

Connect SalesLoft to your Salesforce Main Connector account or a Salesforce Sandbox.

Navigate to the Field Configuration tab under your TeamSettings.

Go to the Account Fields tab.

Scroll down the list of SalesLoft Account Field Names and findDomain. When you map fields, if you cannot find the field name in your list, you will need to create a custom field.

Click the ellipses on the Domain line and select Edit Mapping.

Next to the Salesforce Field Name, use the dropdown picklist to find the Salesforce field you wish to map to. For the Domain example, we recommend you may the domain to the Website Salesforce field.

Select the Field Name. The Salesforce API Name and Field Type will populate once the Salesforce Field Name is selected.

Set the Direction. The direction says how the field will be updated.

Click Save.

Repeat steps 4-9 for any additional fields youd like to map, selecting the Salesforce field and the sync direction for each.

Required andRecommended Account Fields

The Account fields contain a couple of required fields that need to be mapped.

Company Name & Domain are required fields in SalesLoft. You must map these fields to import Accounts from Salesforce. We recommend that you map the SalesLoft Domain field to the Salesforce Website field.

Outside of the Company Name and Domain, your account field mapping boils down to team preference. Which fields and details matter the most to your team?

To start your Account field mapping, here are the fields we recommend for the most basic level of Account field mapping:

Account Field Name

Salesforce Name

Salesforce Field Type

City

City

String

Account Stage

Company Name (Required)

Name

String

Domain (Required)

Domain

String

Do Not Contact

State

State

String

The Account Tier Field

Account Tiers help segment sales strategies and allow companies to create focus around the most important Accounts. Team members who sort their steps by Tier can execute Account-based marketing strategies directly from the SalesLoft platform.

As a team admin, you can view and manage the Account Tier values from theField Configurationtab. The field is listed under the Account Fields tab. Select the field to map and edit the values listed.

By default, SalesLoft offers the following tier values:

Tier 1

Tier 2

Tier 3

Admins can change the Account Tier values by selecting theEdit Mapping from the ellipses icon on the Account Tier row. From the Edit Mapping window, you can:

Edit an Account Tier Level: Change the name of an existing tier by editing the name in the text box.

Add an Account Tier Level: ClickAdd Tier Level. Type in the name of the new tier and hit the enter key on your keyboard.

Reorder Your Account Tier Levels: Grab the row by selecting the six dots to the right of the priority level name. Then, drag the row up or down.

Remove an Account Tier Level: To delete a tier level, select the subtraction icon to the left of the priority level's name.

Once your changes have been made, clickSave.

Add a Custom Field

The standardized,"out-of-the-box" field names that exist for all SalesLoft teams are known as default fields. However, we at SalesLoft know that your team's use case may go beyond our default field names. So, SalesLoft allows team admins to create your owncustom fields in order to map and display record data.

You can create custom fields for each Lead, Contact, or Account field and set them to be mapped to and from Salesforce. Any custom fields that are created can be used as dynamic tags.

To create a custom field, follow the instructions listed below:

Navigate to the right side of your screen, and click the + Add Custom Field button.

The New Custom Field Mapping box will appear. Fill in the name of your custom field in the SalesLoft Field Name text box.

Check the Account box as the Salesforce Object.

Use the Salesforce Field Name picklist to select a Salesforce field.

Chose the sync direction, just as you did with the default fields above.

Hit Save.

Once you have added the custom field, you will see an asterisk next to the field name.

SalesLofts Connect features let you access and perform SalesLoft functions directly from the applications you use the most, like your email or CRM.

SalesLoft Connect for Gmail improves your sales process by allowing you to view your prospects SalesLoft logged data and use SalesLofts core functionalities directly from Gmail.

In this article, you will learn all of the features available with SalesLoft Connect for Gmail, including:

How to Install Connect for Gmail

SalesLoft Emails Within Your Gmail

Log Email Activity to Alternative Records

Reminders in Your Gmail

Book a Meeting on Demand in Gmail

How to Add a Person to SalesLoft from Connect for Gmail

The SalesLoft Connect Person Profile View

Connect for Gmail Live Feed

How to Make Calls in Gmail

How toInstall Connect for Gmail

Before you can put Connect for Gmail into action, you need to install the SalesLoft Google Chrome Extension.

You have two options to install the Chrome extension:

Download the Chrome extension from the Downloads tab under your SalesLoft Personal Settings.

For a more direct route, click the link here to download.

After the extension has been installed, refresh your browser. You will see two tabs, Emails and Reminders, across the top of your Gmail inbox. A side panel will also appear on the right side of the browser window. Welcome to Connect for Gmail!

Dialer Everywhere

SalesLoft Emails Within Your Gmail

Installing the SalesLoft Google Chrome Extension allows you to leverage SalesLoft email and templates from your Gmail account.

To learn everything about sending SalesLoft emails from within the Gmail interface, check out our Send Emails from Gmail article.

Log Email Activity to Alternative Records

Logging email activity to alternative records (aka CRM Record Selection) gives youcomplete control over which Salesforce record an email will be logged to when Lofting an email from Gmail.

For more information on this feature, check out our complete explanation in the SalesLoft Activity Logging article.

To log email activities to different Salesforce records from Gmail, follow these instructions:

Select Compose to open a new email window. Make sure the Loftingtoggle is enabled (blue).

Enter the email address.

A grey bar will appear beneath the Subject line of the email compose window. This bar will let you know where in Salesforce the email is going to log.

Thing to Note: In the event that there is both a Lead and a Contact in Salesforce with that email address,we select the defaultSalesforce record (Contact or Lead) based on the "Linking People to Salesforce" selection the team admin has selected under Salesforce Connector Settings.

There are two options to access the Edit Log To window:

Click the Editbutton on the far right of the grey bar.

Select the Log Tobutton on the bottom toolbar.

The Log To pop-up window will populate any Salesforce matches tied to the record. The records will be divided between the following options:

Name: Shows any Lead or Contact recordstied to the email address.

Related To: Showsany related Account or Opportunity records tied to the email address.

Click the Xon the right side of each dropdown to remove the current record. Removing the record allows you to search for any Salesforce record to link to.Search and use the dropdown to find the record you're looking for.

Select the record you want.

Click Confirm.SalesLoft will remember the record(s) and use them as the defaults for future messages to this Person (unless they are edited again).

Send your message by hittingLoft It.

Reminders in Your Gmail

SalesLoft Reminders allow you to stay on top of your one-off events and make sure you never miss a beat.With Connect for Gmail, you can view and complete reminders to stay on top of your non-Cadence tasks. You will find your reminders in a dedicated tab at the top of your inbox.

Viewing Reminders

View a full list of your SalesLoft Reminders in the Reminders tab located above your inbox. The tab is designated by the bell icon.

When you select the tab, you will see your list of reminders, including the Persons name, the subject of the reminder, and due date. Reminders may be listed out by day or month, or you can view all of your reminders.

Completing Reminders

Completing a reminder is just like checking an item off of your to-do list. Once a reminder has been completed, go to the Reminders tab and select the circle to virtually check off the reminder.

Set a Reminder

To set a reminder, follow these steps:

Open the SalesLoft Person Profile side panel in your Gmail.

Click the Reminder icon (bell icon) below the Person's name in the side panel.

Enter a subject for the reminder (something like, "Reconnect post vacation").

Select the Due Date from the calendar menu and add a time.

Add any notes for the reminder (if applicable).

ClickCreate Reminder.

Book a Meeting on Demand in Gmail

Booking a meeting using SalesLoft allows you to create calendar events that will log into SalesLoft and Salesforce.

With Connect for Gmail, you can schedule meetings with prospects on the fly from the Person Profile viewin the SalesLoft Connect for Gmail sidebar.

To book a meeting on demand from Gmail, follow these steps:

Open the SalesLoft Person Profile side panel in your Gmail.

Click theCalendar icon to book a meeting. The Book a Meeting module will appear.

Select a meeting type to populate meeting details automatically.

Assign the meeting to anyone on your team who has their calendar set up in SalesLoft (if applicable).

In the Attendees section, invite additional guests to the meeting by email.

Select the time slot(s) you want to apply to the meeting.

Once a required time slot is selected and all meeting details are filled in, users can click the Book Meeting button and the invite will be sent to the prospect.

How toAdd a Person to SalesLoft from Connect for Gmail

The person you are emailing must be added to SalesLofts database in order to benefit from Connect for Gmail (or else we have no data to work with). If the person is not in SalesLoft, you can quickly add them directly from Gmail.

Follow these steps:

Select the Persons email.

The SalesLoft Panel will display This Person was not found in SalesLoft.

Click the button Add to SalesLoft.

Enter the Persons information and click Add.

The Person will now exist in SalesLoft. Based on your Linking People to Salesforce Settings, SalesLoft will scan your Salesforce for a matching Lead or Contact record. If linking People is enabled and a record is found, SalesLoft will link the Person to their matching Salesforce record.

Manually Link a Person to Salesforce

To manually link a Person to their Salesforce Lead or Contact record, follow these steps:

From the new Person record, click Link to Salesforce Record.

Possible Lead and Contact matches will display for that Person.

The Person's data will sync to the linked record, ensuring all of your CRM activities are captured promptly and correctly.

Creating a New Salesforce Contact from Gmail

When adding a new Person from Gmail, SalesLoft can take care of the additional step to create a Contact record in Salesforce. However, unlike creating a Lead in Salesforce, Contacts must be linked to an Account record. If the new Person is linked to a SalesLoft Account that has a corresponding Salesforce Account, we'll create the Contact immediately, no problem.

For People who are not connected to an Account in SalesLoft and/or Salesforce, we'll create the SalesLoft Account or link the existing Salesforce Account to the SalesLoft Account. Upon adding the Person to SalesLoft, select the appropriate Salesforce Account and we'll take care of the rest.

Things to Note:

Creating a Contact does not allow users to create new Accounts in Salesforce.

Creating Contacts and Leads requires Salesforce Sync to be enabled for your team's account, as well as Person fields to be mapped correctly.

You must be configured as a user in Salesforce Connector Settings.

The SalesLoft Connect Person Profile View

Connect for Gmail gives you visibility into a SalesLoft Person Profile from a side panel within Gmail. This way youdon'tneed to bounce back and forth between your email and the SalesLoft platform.

By default, the side panel, known as the Person Profile view, will display the first Person from the newest email in your inbox. As you navigate through your inbox, the side panel will automatically display the Person's SalesLoft Profile.

A Person' Profile displays all of the familiar information and actions available in SalesLoft, including:

Click the pencil icon to edit your Person's information.

View contact information and click to send a one-off email.

Mark your Person as Do Not Contact.

Mark your Person as a Success.

Create Remindersby clicking the bell icon.

Connect Profile Contact Tab

Below the Persons profile information, there are multiple tabs to view. The first is the Contact tab. The Contact tab shows the Persons contact information including email address, available phone numbers, and other standard information available for that Person.

Things to Note: Contact information pulls from the completed fields of the Persons SalesLoft Profile.

In addition to viewing the contact info, you can take the following actions:

Click available email addresses to send an email.

Add tags: Tags are labels or folders that you can use to organize groups of people in SalesLoft. To add a tag, type the name of the tag in the text box and hit your enter key.

Update the Person Stage: The Person Stage keeps you up-to-date with where the Person is in the sales cycle. To update a Persons stage, select the Person Stage dropdown menu and pick the stage you want.

Connect Profile Cadences Tab

The Cadences tab displays information about Cadences a Person is on as well as their Cadence history.

In addition to viewing the Persons Cadence history, you can also add the Person to a Cadence. Select the blue Add to Cadence button. Search from My Cadences or Team Cadences in the Add to Cadence pop-up window. Select the Cadence you want. If the Cadence uses AB testing, you can select the email variant you would like that Person to receive.

You can take actions on People who are active in a Cadence from the side panel, including changing the Persons Cadence due date and removing the Person from the Cadence.

Select the purple Calendar icon and pick a new date to pause the Person on a Cadence.

Remove a Person from a Cadence by selecting the red Remove icon.

Connect Profile Activity Tab

The Activity tab shows all of the email, call, and Cadence activity for this Person. This is a quick way to recap all previous interactions between you and the Person or between the Person and any other SalesLoft user on your team.

To view the previous activities, click the Activity tab.

Connect Profile Notes Tab

The Notes tab does exactly what the name says it allows you to log notes on the Persons record in SalesLoft. When you log a note, you can quickly reference it from the Notes tab, or view it under recent activity. Notes even log into your Salesforce activity history with the subject line note for seamless logging and clarity across the platforms.

Click the Notes tab to view and add notes to this Person.

Connect for Gmail Live Feed

The Live Feed provides you with real-time alerts when your prospects interact with your emails, including viewing the email, clicking a link, or replying, all directly within Gmail. To access the Live Feed in Connect for Gmail, navigate to the heartbeat monitor icon in the top right corner of the side panel. Find out more about the Live Feed here.

How to MakeCalls in Gmail

SalesLofts Chrome extension lets you use the Dialer from wherever you work, including your Gmail. You can right-click a phone number listed within an email or select a number from the Person Profile side panel. For more information about making calls from your Gmail, visit the article.

SalesLofts Connect feature lets you access and perform SalesLoft functions directly from the applications you use the most.

SalesLoft Connect for Outlook integrates the powerful functionality of SalesLoft into your Outlook application. You can Loft emails, view and insert templates, create reminders, and view a Person's SalesLoft information while engaging with your prospects directly inside of your Outlook environment.

In this article, you will learn all of the features available with SalesLoft Connect for Outlook on your Windows or Mac, including:

Supported Versions of Outlook

Install Connect for Outlook - Windows/Mac

Pin the Connect Side Panel - Windows/Mac

Send SalesLoft Emails in Outlook - Windows/Mac

CRM Record Selection - Windows/Mac

Reminders in Connect for Outlook - Windows/Mac

The Person Panel in Connect for Outlook - Windows/Mac

Disconnect the Add-in - Windows/Mac

Troubleshooting Connect for Outlook - Windows/Mac

If you are using the Office 365 version of Outlook, learn how to use Connect for Outlook - Office 365, here.

Supported Versions of Outlook

The SalesLoft Connect feature is currently supported by certain applications and versions of Outlook. Weve compiled a list of the approved versions of Outlook.

To learn more information on whether your Outlook client supports add-ins, and would be able to support SalesLoft Connect, check out the link here.

Connect for Outlook is supported by the following Exchange and Office 365 applications:

Stack Overflow: Outlook Add-in command button disabled when composing

You may need to upgrade your Outlook to a newer version to avoid functionality disruption. If youre not sure how to check your client version, check out these instructions.

The approved versions of Outlook include the following:

Exchange 2013: You must be running version #CU_15 or higher.

Outlook for Windows 13: You must be running version #15.0.4605.1003 or higher.

Outlook for Mac 16: You must be running version # 15.35 (170509) or higher.

Install Connect for Outlook - Windows/Mac

Before you can use SalesLoft's functionality from your Outlook on Windows or Mac, you need to install the SalesLoft Connect for Outlook add-in.

Things to Note:Security information regarding the requirements to run the add-in: We're requesting "ReadWriteMailbox" permission; it is required for communication with the customer's Exchange server using makeEwsRequestAsync method. SalesLoft's Outlook add-in is heavily dependent on it for the Lofting feature since it allows us to fetch email and attachments from the Exchange server, update email item with tracking links/pixel, and after all, send an email. You can learn more about the detailed description of permissions model.

The download process follows the same instructions as installing an add-in for Outlook 365, but the look of the application is different. Follow these steps to install the add-in on your desktop:

Open the Add-in Store via the toolbar.

Search for SalesLoft in the search window to bring up the SalesLoft Connect listing.

Turn the toggle on to activate the SalesLoft add-in.

Pin the Connect Side Panel - Windows/Mac

There are two options to keep the Connect Side Panel and the Person Profile up-to-date.

First, you can click the "Open SalesLoft" button each time you open a message within your inbox. This refreshes the side panel to view the current Person's information.

Second, you can pin the SalesLoft Connect side panel in Outlook. By pinning the side panel, you ensure it always stays opened in your inbox, saving you the steps of re-opening the panel, and you can easily access important data.

Things to Note:

You can only pin the side panel in Read mode.

You cannot pin the side panel when composing a new email.

This update is only available for Office 365 subscribers using Outlook 2016 or later on Windows, Outlook 2016 or later on Mac, or Outlook on the web.

To pin the side panel, open the SalesLoft Connect side panel and click the pin icon in the upper right corner.

Send SalesLoft Emails in Outlook - Windows/Mac

Using the Loft Itfeature in Outlook logs and tracks your emails in SalesLoft (and Salesforce). If you do not wish for the email to be tracked, you can use the normal Outlook Send button to send without syncing it to SalesLoft.

To send SalesLoft emails from Outlook, follow these steps:

Open a new message.

Once your message is ready, hitLoft It, designated by the SalesLoft icon, on your toolbar. The Loft It feature allows the email to be tracked for opens, clicks, and replies via the SalesLoft platform.

To add a template to your Outlook emails, follow these steps:

Open a new message.

Click the View Templates icon in the toolbar.

The Connect for Outlook side panel will appear. Access your personal templates and team templates via the side panel.

Search for the template you want.

Insert any template into a new email or reply. Dynamic tags populate automatically with the corresponding recipients information.

CRM Record Selection - Windows/Mac

Logging email activity to alternative records (aka CRM Record Selection) gives you complete control over which Salesforce record an email will be logged to when you send an email from your Outlook.

For more information on this feature, check out our complete explanation in the SalesLoft Activity Logging article.

Things to Note: This feature must be enabled by your team admin from the Salesforce Connector Settings. To enable logging to alternative records, reach out to your team admin to enable the feature.

To log email activities to different Salesforce records from Outlook on Windows or Mac, follow these instructions:

1. When you open an email, a grey bar will appear on the Connect side panel. The grey bar indicates which Who (Lead/Contact) and What (Account/Opportunity) record the email will be logged to in Salesforce.

Regarding the Who:the Salesforce Lead or Contact record tied to the Person record in SalesLoft will be selected by default.

Things to Note: In the event that there is both a Lead and a Contact in Salesforce with that email address, we select the default Salesforce record (Contact or Lead) based on the "Linking People to Salesforce" selection the team admin has selected in their Salesforce Connector Settings.

Regarding the What:if the Person is tied to a Salesforce Contact and that Contact is related to an open Opportunity in Salesforce, that Opportunity will be selected by default. In the event there are multiple open Opportunities, the most recently modified Opportunity will be selected as the default.

2. To change either of these records, click the Editbutton. The side panel will navigate to the Edit Log Topage.

3. To select an alternate Lead or Contact, click the link with the number of matches in the Name field to open the list of all Lead and Contact records in Salesforce tied to the email address.

4. If none of the available options are the records you would like to log to, click the Xon the right side of a dropdown to remove the current record. The name field will turn into an input field. Start typing the record you're looking for. SalesLoft will search Salesforce for any records that match.

5. To edit the Account or Opportunity information, click the link with the number of matches in the Related To field. This will open the list of all Account and Opportunity records in Salesforce related to the selected Contact. Things to Note: You are not allowed to select the Related To record if a Lead is selected in the Name field.

6.Once you confirm a Who and/or What record the first time for a Person, SalesLoft will remember the record(s) and use them as the defaults, but you will still be able to edit and change which Who and What records you want future emails to that Person to log to subsequently.

Reminders in Connect for Outlook - Windows/Mac

SalesLoft Reminders allow you to stay on top of your one-off events and make you sure you never miss a beat.

Within your Outlook, you can view, complete, and add reminders to stay on top of your non-cadence tasks.

Viewing Reminders

You can view a full list of your SalesLoft Reminders in the Connect for Outlook side panel.

To access your list of reminders, select the View Reminders icon on your toolbar (the icon image will be a bell). The side panel will expand with the Reminders tab on display. Reminders can be filtered by day, week, month, or all, depending on what you would like to see.

Completing Reminders

Completing a reminder is just like checking an item off of your to-do list. Once a reminder has been completed, go to the Reminders tab and select the circle to virtually check off the reminder (so satisfying!).

Adding a New Reminder

Email exchanges can spark certain one-off actions that you need to take. For example, if you receive an out of office reply that a recipient is off because they just had a baby, you may want to remind yourself to send them a congratulatory gift.

You can create this new reminder directly in your Outlook. From the side panel, select the Add Reminder action. Then add a due date to complete the reminder. Hit Save.

The Person Panel inConnect for Outlook - Windows/Mac

SalesLoft Connect for Outlook gives you visibility into a SalesLoft Person Profile from a side panel within Outlook. This way youdon'tneed to bounce back and forth between your email and the SalesLoft platform.

Adding a Person to SalesLoft

In order to experience the benefits of SalesLoft in your Outlook, the Person you are contacting must be added to SalesLofts database (or else we don't have a record to log information to). If the Person is not in SalesLoft, you can quickly add them directly from Outlook.

Follow these steps:

Select the Persons email.

The SalesLoft Panel will display This Person was not found in SalesLoft.

Click the button Add to SalesLoft.

Enter the Persons information and click Add.

The SalesLoft Connect Person Profile View

The Person Profile view allows you to see a Persons SalesLoft profile information from your inbox.

To look at the SalesLoft profile of the Person youre emailing, click the SalesLoft icon in the email toolbar, then open SalesLoft.

The Person Profile view provides the following:

People tab: Contains Person information and actions.

Reminders tab: Manage reminders.

Person Actions: Three-dot menu where you can mark a Person as a success and edit their profile information.

Persons Name

Persons Role

Persons Account

Company URL

Person Stats: Up-to-date metrics on your teams engagement with this Person.

Contact Info tab: View and edit contact information, update the Cadence stage, and add tags.

Cadences tab: See Cadence history and add the Person to Cadence.

Activity tab: View their activity history.

Notes tab: Read past notes and create new notes.

Edit a Person's Profile Information

If you receive an email that contains a new phone number or updated contact information, you can update that Persons SalesLoft profile directly from Outlook. Follow these instructions to edit profile information:

Click the three-dot menu towards the upper right of the Persons name.

Select Edit.

In the Edit Person tab, enter the updated information.

Click Save Person.

Connect Profile Contact Tab

Below the Persons profile information, you will see multiple tabs. The first is the Contact tab. The Contact tab shows the Persons contact information.

Things to Note: Contact information pulls from the completed fields of the Persons SalesLoft profile.

In addition to viewing the contact info, you can take the following actions:

Click available email addresses to send an email.

Add Tags: Tags are labels or folders that you can use to organize groups of People in SalesLoft. To add a tag, type the name of the tag in the text box and hit your enter key.

Update the Cadence Stage: The Cadence stage keeps you up-to-date with where the Person is in the sales cycle. To update a Persons stage, select the Cadence Stage dropdown menu and pick the stage you want.

Connect Profile Cadences Tab

The Cadences tab displays information about Cadences a Person is on as well as their Cadence history.

In addition to viewing the Persons Cadence history, you can also add the Person to a Cadence. Select the blue Add to Cadence button. Search from My Cadences or Team Cadences in the Add to Cadence pop-up window. Select the Cadence you want.

Connect Profile Activity Tab

The Activity tab shows all of the email, call, and Cadence activity for this Person. This is a quick way to recap all previous interactions between you and the Person or between the Person and any other SalesLoft user on your team.

To view the previous activities, click the Activity tab.

Connect Profile Notes Tab

The Notes tab does exactly what the name says. It allows you to log notes on the Persons record in SalesLoft. When you log a note you can quickly reference it from the Notes tab, or view it under Recent Activity. Notes even log into your Salesforce activity history with the subject line note for seamless logging and clarity across the platforms.

Click the Notes tab to view and add notes to this Person.

Disconnect the Add-in - Windows/Mac

To disconnect the SalesLoft Connect for Outlook add-in from Windows or Mac, follow these steps:

Go to your Outlook Store. This should be an icon in your top navigation toolbar.

From theAdd-Ins for Outlookwindow, selectMy add-inson the left-hand side.

Find the SalesLoft Connect add-in from your list.

Select the ellipses icon (three dots) in the bottom right corner of the SalesLoft Connect add-in.

ClickRemove.

The add-in will be removed from your Outlook, but will remain in your list of add-ins within the store. If you want to re-enable the add-in after removing it, select theAdd button on the SalesLoft Connect add-in tile.

Troubleshooting Connect for Outlook - Windows/Mac

When you integrate different software applications, its possible to run into technical issues between the two applications. Below are some common problems you might encounter with Connect for Outlook, along with some tips and resources to help you troubleshoot.

Cant Install from Store

The users might not have access/permission to download apps. Verify with your IT team that you have permission to download apps.

Buttons Disabled in Compose Window Only

Connect for Outlook allows you to access templates and send emails (Loft It) from your Outlook. But if the SalesLoft-specific icons appear greyed out and youcan'tclick them, they have been disabled.

For Outlook in Windows or Mac, try the following solutions:

Save the message as a draft, close the message, and reopen it.

Remove other COM add-ins, specifically GlobalMeet and ToDoist.

Remove the Antivirus add-in.

Check these additional resources to learn more:

Microsoft Answers: Add-ins greyed out

The Person (side) Panel Won't Load

If you cannot access the Person side panel in Connect for Outlook, it may be due to an out-of-date internet browser (Google Chrome, Internet Explorer, etc.).

Even in a desktop application, the sidebar is still using a browser underneath to render the data. The user must have Internet Explorer (IE) 11 or Edge if they are on Windows. There is an IE11 version for Windows 7, Windows 8.1, and Windows 10.

Things to Note: Windows 8 will not work, it must be upgraded to 8.1.

In modern sales, you use more than one piece of technology to complete your day-to-day tasks. But hopping between multiple platforms and searching for the information you need is a waste of time. SalesLofts Connect feature solves the problem between your technology stack by letting you access and perform SalesLoft functions directly from the applications you use the most.

SalesLoft Connect for Outlook provides modern sales organizations the ability to seamlessly integrate the powerful functionality of SalesLoft into the Outlook platform. You can Loft emails, view and insert templates, create reminders, and view a Person's SalesLoft information while engaging with your prospects directly inside of your Outlook environment.

In this article, you will learn all of the features available with SalesLoft Connect for Outlook - Office 365 Online version, including:

Supported Versions of Outlook

Install Connect for Outlook - Office 365 Online

Pin the Connect Side Panel - Office 365 Online

Send SalesLoft Emails in Outlook - Office 365 Online

CRM Record Selection - Office 365 Online

Reminders in Connect for Outlook - Office 365 Online

The Person Panel in Connect for Outlook - Office 365 Online

Disconnect the Add-in - Office 365 Online

Troubleshooting Connect for Outlook - Office 365 Online

If you are using Outlook in Windows or a Mac, learn how to use Connect for Outlook - Windows/ Mac, here.

Supported Versions of Outlook

Currently, the SalesLoft Connect feature is supported by certain applications and versions of Outlook. Weve compiled a list of the approved versions of Outlook. To learn more information on whether your Outlook client supports add-ins, and would be able to support SalesLoft Connect, check out the link here.

Connect for Outlook is supported by the following Exchange and Office 365 applications:

Stack Overflow: Outlook Add-in command button disabled when composing

Your Outlook may need to upgrade to a newer version to avoid functionality disruption. If youre not sure how to check your client version, check out these instructions. These are the approved versions of Outlook:

Exchange 2013: You must be running version #CU_15.

Outlook for Windows 13: You must be running version #15.0.4605.1003 or higher.

Outlook for Mac 16: You must be running version # 15.35 (170509) or higher.

Install Connect for Outlook - Office 365 Online

Before you Loft emails, keep on top of reminders, and view SalesLoft People from your Outlook, you need to install the SalesLoft Connect for Outlook add-in.

To install the add-in for Office 365, follow these steps:

1. Open Outlook Settings, then navigate to Manage add-ins.

2. Search for SalesLoft in the search window to bring up the SalesLoft Connect listing.

3. Turn the toggle on to activate the SalesLoft add-in.

Pin the Connect Side Panel - Office 365 Online

There are two options to keep the Connect Side Panel and the Person Profile up-to-date.

First, you can click the "Open SalesLoft" button each time you open a message within your inbox. This refreshes the side panel to view the current Person's information.

Second, you can pin the SalesLoft Connect side panel in Outlook. By pinning the side panel, you ensure it always stays opened in your inbox, saving you the steps of re-opening the panel, and you can easily access important data.

Things to Note:

You can only pin the side panel in Read mode.

You cannot pin the side panel when composing a new email.

This update is only available for Office 365 subscribers using Outlook 2016 or later on Windows, Outlook 2016 or later on Mac, or Outlook on the web.

To pin the side panel, open the SalesLoft Connect side panel and click the pin icon in the upper right corner.

Send SalesLoft Emails in Outlook - Office 365 Online

Installing Connect for Outlook allows you to leverage the power and features of SalesLoft email and templates in your inbox. Quickly add a template while your composing an email so you use the same consistent messaging, with the added benefit of tracking metrics.

Speaking of tracking, using the Loft It feature in Outlook logs and tracks your emails in SalesLoft (and Salesforce). If you do not wish for the email to be tracked, you can use the normal Outlook Send button to send without syncing it to SalesLoft.

To add a template or snippet to your Outlook emails, follow these steps:

Open a new message.

Click the SalesLoft icon in the bottom right corner.

From the dropdown menu, clickOpen SalesLoft.The SalesLoft Connect side panel will appear.

Select the tab for the object you wish to use: Templates or Snippets.

Access your personal or team templates/snippets.

Search for the template or snippet you want to use.

Select the template or snippet to insert it into a new email or reply. Dynamic tags populate automatically with the corresponding recipients information.

To send SalesLoft emails from Outlook, follow these steps:

Open a new message.

A SalesLoft menu, represented by the SalesLoft icon, will appear in the lower right-hand corner of the email compose screen.

Once your message is ready, hit Loft It. The Loft It feature allows the email to be tracked for opens, clicks, and replies via the SalesLoft platform.

Things to Note: While the email is processing, it will be moved to the "Drafts" folder. Successfully Lofted emails will appear in Outlook's "Sent" folder and in the SalesLoft platform after they're completely processed on the back end (on average, up to 1 minute). To successfully complete Lofting, the email shouldnotbe manually moved from the "Drafts" folder to any other folder.

CRM Record Selection - Office 365 Online

Logging email activity to alternative records (aka CRM Record Selection) gives you complete control over which Salesforce record an email will be logged to when you send an email from your Outlook.

For more information on this feature, check out our complete explanation in the SalesLoft Activity Logging article.

Things to Note: This feature must be enabled by your team admin from the Salesforce Connector Settings. To enable logging to alternative records, reach out to your team admin to enable the feature.

To log email activities to different Salesforce records from Outlook - Office 365 Online, follow these instructions:

1. When you open an email, a grey bar will appear on the Connect side panel. The grey bar indicates which Who (Lead/Contact) and What (Account/Opportunity) record the email will be logged to in Salesforce.

Regarding the Who:the Salesforce Lead or Contact record tied to the Person record in SalesLoft will be selected by default.

Things to Note: In the event that there is both a Lead and a Contact in Salesforce with that email address, we select the default Salesforce record (Contact or Lead) based on the "Linking People to Salesforce" selection the team admin has selected in their Salesforce Connector Settings.

Regarding the What:if the Person is tied to a Salesforce Contact and that Contact is related to an open Opportunity in Salesforce, that Opportunity will be selected by default. In the event there are multiple open Opportunities, the most recently modified Opportunity will be selected as the default.

2. To change either of these records, click the Editbutton. The side panel will navigate to the Edit Log Topage.

3. To select an alternate Lead or Contact, click the link with the number of matches in the Name field to open the list of all Lead and Contact records in Salesforce tied to the email address.

4. If none of the available options are the records you would like to log to, click the Xon the right side of a dropdown to remove the current record. The name field will turn into an input field. Start typing the record you're looking for. SalesLoft will search Salesforce for any records that match.

5. To edit the Account or Opportunity information, click the link with the number of matches in the Related To field. This will open the list of all Account and Opportunity records in Salesforce related to the selected Contact. Things to Note: You are not allowed to select the Related To record if a Lead is selected in the Name field.

6.Once you confirm a Who and/or What record the first time for a Person, SalesLoft will remember the record(s) and use them as the defaults, but you will still be able to edit and change which Who and What records you want future emails to that Person to log to subsequently.

Reminders in Connect for Outlook - Office 365 Online

SalesLoft Reminders allow you to stay on top of your one-off events and make you sure you never miss a beat.

Within your Outlook, you can view, complete, and add reminders to stay on top of your non-Cadence tasks.

Viewing Reminders

You can view a full list of your SalesLoft Reminders in the Connect for Outlook side panel.

To access your list of reminders, select the SalesLoft icon. From the dropdown, click View Reminders. The side panel will expand with the Reminders tab on display. Reminders can be filtered by day, week, month, or all, depending on what you would like to see.

Completing Reminders

Completing a reminder is just like checking an item off of your to-do list. Once a reminder has been completed, go to the Reminders tab and select the circle to virtually check off the reminder (so satisfying!).

Adding a New Reminder

Email exchanges can spark certain one-off actions that you need to take. For example, if you receive an out of office reply that a recipient is off because they just had a baby, you may want to remind yourself to send them a congratulatory gift.

You can create this new reminder directly in your Outlook. From the side panel, select the Add Reminder action. Then add a due date to complete the reminder. Hit Save.

The Person Panel inConnect for Outlook - Office 365 Online

SalesLoft Connect for Outlook puts the power of SalesLoft into your Outlook window, meaning you can view SalesLoft Person info, manage Cadences, keep up with reminders, and send SalesLoft templated emails all from your Outlook application.

Thats a whole lot of functionality inside of one tool. So lets walk through the different features available with Connect for Outlook in your Office 365 instance.

Adding a Person to SalesLoft

In order to experience the benefits of SalesLoft in your Outlook, the Person must be added to SalesLofts database (or else we have no data to work with). If the Person is not in SalesLoft, you can quickly add them directly from Outlook.

Follow these steps:

Select the Persons email.

The SalesLoft panel will display This Person was not found in SalesLoft.

Click the button Add to SalesLoft.

Enter the Persons information and click Add.

The SalesLoft Connect Person Profile View

View a Persons SalesLoft profile from your inbox. The Person Profile view gives you a snapshot of SalesLoft information. This way youdon'tneed to bounce back and forth between your email and the SalesLoft platform.

You can view the SalesLoft profile of the corresponding Person youre emailing by clicking the SalesLoft icon in the email toolbar, then opening SalesLoft.

The Person Profile view provides the following:

People tab: Contains Person information and actions

Reminders tab: Manage reminders.

Person Actions: Three-dot menu where you can mark a Person as a success and edit their profile information.

Persons Name

Persons Role

Persons Account

Company URL

Person Stats: Up-to-date metrics on your teams engagement with this Person.

Contact Info tab: View and edit contact information, update the Cadence stage, and add tags.

Cadences tab: See Cadence history and add the Person to Cadence.

Activity tab: View their activity history.

Notes tab: Read past notes and create new notes.

Edit a Person's Profile Information

If you receive an email that informs you about a new phone number or updated contact information, you can update that Persons SalesLoft profile directly from Outlook. Follow these instructions to edit profile information:

Click the three-dot menu towards the upper right of the Persons name.

Select Edit.

In the Edit Person tab, enter the updated information.

Click Save Person.

Connect Profile Contact Tab

Below the Persons profile information there are multiple tabs to view. The first is the Contact tab. The Contact tab shows the Persons contact information.

Things to Note: Contact information pulls from the completed fields of the Persons SalesLoft profile.

In addition to viewing the contact info, you can take the following actions:

Click available email addresses to send an email.

Add Tags: Tags are labels or folders that you can use to organize groups of People in SalesLoft. To add a tag, type the name of the tag in the text box and hit your enter key.

Update the Cadence Stage: The Cadence stage keeps you up-to-date with where the Person is in the sales cycle. To update a Persons stage, select the Cadence Stage dropdown menu and pick the stage you want.

Connect Profile Cadences Tab

The Cadences tab displays information about Cadences a Person is on as well as their Cadence history.

In addition to viewing the Persons Cadence history, you can also add the Person to a Cadence. Select the blue Add to Cadence button. Search from My Cadences or Team Cadences in the Add to Cadence popup window. Select the Cadence you want.

Connect Profile Activity Tab

The Activity tab shows all of the email, call, and Cadence activity for this Person. This is a quick way to recap all previous interactions between you and the Person or between the Person and any other SalesLoft user on your team.

To view the previous activities, click the Activity tab.

Connect Profile Notes Tab

The Notes tab does exactly what the name says. It allows you to log notes on the Persons record in SalesLoft. When you log a note you can quickly reference it from the Notes tab, or view it under Recent Activity. Notes even log into your Salesforce activity history with the subject line note for seamless logging and clarity across the platforms.

Click the Notes tab to view and add notes for this Person.

Disconnect the Add-in - Office 365 Online

To disconnect the SalesLoft Connect for Outlook add-in from Office 365, follow these steps:

Select the gear shift icon to go to your Outlook settings. This should be an icon in your top navigation toolbar.

SelectManage add-ins.

Under theAdd-ins tab, selectMy add-ins.

Find the SalesLoft Connect add-in from your list.

Select the ellipses icon (three dots) in the bottom right corner of the SalesLoft Connect add-in.

ClickRemove.

The add-in will be removed from your Outlook, but will remain in your list of add-ins within the store. If you want to re-enable the add-in, select theAdd button on the SalesLoft Connect add-in tile.

Troubleshooting Connect for Outlook - Office 365 Online

When you integrate different software applications, its possible to run into technical issues between the two applications. Below are some common problems you might encounter with Connect for Outlook, along with some tips and resources to help you troubleshoot.

Cant Install from Store

The users might not have access/permission to download apps. Verify with your IT team that you have permission to download apps.

Buttons Disabled in Compose Window Only

Connect for Outlook allows you to access templates and send emails (Loft It) from your Outlook. But if the SalesLoft-specific icons appear greyed out and youcan'tclick them, they have been disabled.

For Outlook in Office 365, try the following solutions:

Save the message as a draft, close the message, and reopen it.

Remove other COM add-ins, specifically GlobalMeet and ToDoist.

Remove the Antivirus add-in.

Check these additional resources to learn more:

Microsoft Answers: Add-ins greyed out

The Person (side) Panel Won't Load

If you cannot access the Person side panel in Connect for Outlook, it may be due to an out-of-date internet browser (Google Chrome, Internet Explorer, etc.).

The SalesLoft accounts profile page allows you to view and manage all of the information related to an account or company in one central location.

Each account profile page contains a series of smart panels. These panels provide critical sales insights and intelligence so that sales teams can better understand, connect, and engage with customers.

The accounts profile layout separates the panels into thirds on the page. The information panels include basic information, stats, account details, and tags. All of these panels take up the left side of the page. The activity panel is located in the center of the page and presents a comprehensive view of completed tasks. Finally, the people and integrations panels build up the right side of the page.

In this article, you will learn about the accounts profile page, including:

The Account Information Panel

View Account Stats

Edit the Account Details Panel

Manage Account Tags

The Account Recent Activities Dashboard

Account Panel Configuration

The Cadences Panel on the Account

The People at Account Panel

Manage the Salesforce Opportunities Panel

Insights from Integrations Panels

The Account Information Panel

The account panel displays key information like accounts name, phone number, website, and their linked social and Salesforce records. This panel is located in the top left corner of the accounts profile page.

Lets walk through the visible items and actions you can take within the account panel:

Account Panel Actions: Located in the top right corner of the person panel. Click the '' icon to open a menu to take the following actions:

Add a Person: The account profile lets you keep track of the communication that occurs with every person from that account. To add a person to their account, select Add a Person from the people actions tab. Search for the persons name or email. If the person does not exist in Salesloft, click Create Person to add them into SalesLoft and the account in one step.

Link to Salesforce: Allows SalesLoft to search and link to the correct Salesforce account record. Things to Note: If an account is not linked to their Salesforce record, activities will not log and will result in failed Salesforce activities. You can view failing activities by clicking the lightning bolt icon in the top navigation menu.

Mark as Do Not Contact: Removes a person from all cadences and stops users from any future communication with the contact. If a person opts-out of email communications, they are marked as Do Not Contact.

Delete Company: Removes the account from SalesLoft. Things to Note: Deleting an account will not delete the people from SalesLoft. It simply removes the link between the account and the people.

SalesLoft Integrations

Account Information: Includes the primary information you need on this account at all times. If any of this information is not listed under the account details, the field will not display. The information includes:

Accounts name

Accounts primary phone number

Accounts URL

Account Links: Offers links to sources outside of SalesLoft for quick access. Linked information must be included in the account details in order for the links to appear. Links include:

LinkedIn profile page: Opens the account's LinkedIn profile.

View in Salesforce: Accounts connected to their Salesforce record will display a blue cloud icon. If the account is not connected to their CRM, the icon will not be visible. You can sync them by selecting Link to Salesforce from the Account Panel Actions.

View Twitter: Opens the account's Twitter account.

View Account URL: Opens the accounts website.

View Owler: Provides a snapshot of the accounts most recent updates.

View Account Stats

The Stats panel displays an overview of valuable metrics based off of activities across the entire team. This means stats between you and all of the people linked to that account, as well as other SalesLoft users who reach out to people on that account.

The stats include:

Calls Logged: Total number of calls that have been logged to the Account.

Emails Sent: Total number of emails sent to People on the Account.

Opened: Total number of emails opened.

Clicked: Total number of email links clicked.

Replied: Total number of replied emails.

Edit the Account Details Panel

The Account Details panel shows all populated fields for the account, as well as Custom Fields. Information may be updated by clicking the Edit button.

Things to Note: Only fields populated with data will appear in the information panels

For more information about the Account Details panel, check out the Edit Account Details article

Manage Account Tags

The tags panel displays current tags associated with the account. Tags are labels or folders that you can use to organize groups of accounts in SalesLoft. Use tags to quickly designate and filter accounts from a particular list or similar groups like regions.

The tags panel also lets you add new tags or remove existing tags. To add a tag, type the name of the tag in the text box and hit your enter key. To remove a tag, find the tag you want to delete and click the X next to the tag name.

The Account Recent Activities Dashboard

The account activity panel enables your team to view your entire correspondence history with the account. This includes emails sent, calls made, cadence activity involving any person in the account, and notes made.

The Recent Activities Tab

The first tab in the activities panel shows recent activities relevant to the account. The Recent Activities panel displays a timeline of information with visuals, like icons that represent the type of activities. Any activity, whether you add a person from that account to a cadence, send an email, log a call, etc., will appear in the recent activities.

From the recent activities tab you can also take quick cadence actions, like change due dates or remove the person, and edit logged notes.

The Calls Tab

The calls tab shows all of the calls made to people from this account. Each call log includes any notes, the disposition, and sentiment of those calls. You can even access call recordings from the link below the call notes.

The Emails Tab

The Emails tab allows you to view all emails sent to people from this account, along with their email engagement (open, click, reply metrics). You can even see a complete log of replies you have received from the person. To get a more in-depth look at the email, click on an individual email. You will be taken to that emails page with the complete email thread, metrics, and send information.

The Cadences Tab

The Cadences tab shows all of the cadences people from the account are or have been on, including the cadences of your teammates. Here you can also take certain cadence actions, like pause the person on a cadence, remove the person from a cadence, or add the person to a new cadence.

The Notes Tab

The notes tab does exactly what the name says, it allows you to log notes on the accounts record in SalesLoft. When you log a note you can quickly reference it from the notes tab, or view it under recent activity. Notes even log into your Salesforce activity history with the subject line note for seamless logging and clarity across the platforms.

To log a note, follow these steps:

Click the Notes tab from the activity panel on the accounts profile page.

Select the Add a Note button in the top right corner of the panel.

Type in your note.

Click Create Note.

Account Panel Configuration

The Panel Configuration drop-down menu displays a list of panels you can disable and reorder to best fit your needs. The panel configuration applies to the panels on the right side of the profile page, so the cadences and integrations panels can be manipulated. For example, if youdon'tuse Twitter in your sales process, you can toggle the Twitter panel off so it is no longer visible.

You may access the menu from the top right of the persons profile page. To enable or disable the visibility of a panel, toggle the switch next to the panel name on or off. You can also reorder the panels shown in the right column. Simple click and drag on the icon to the left of the panel name.

The Cadences Panel on the Account

The Cadence Panel on the Account profile page shows cadence activity that is due on People associated with the Account.

In other words, the panel lists out all of the People who have a cadence step due or overdue. The list also includes the cadence name and step information (like step number and name).

You may execute a step by clicking the Run Stepbutton below the step name. When you click Run Step,the workflow bar will open on the right side of the page. When you execute your step, you will remain on the Account page and the step window will open. Once the step is completed, the page will refresh so you can run the next step.

The People at Account Panel

The people panel gives visibility to each person that is linked to that account. The people panel offers complete transparency on where each person in the account in your sales process as your team works together to tackle target accounts.

You can filter the people list by All, Due, Active, or Completed to gather specific insights while engaging the company.

You can also see additional data about each person, such as any tags that have been added to a person or status updates likeSuccessorDo Not Contact.

Each user is able to see which cadence, if any, a person is on and which SalesLoft user is running the cadence.

The People at Account panel also lets you take specific actions on the people in that account. Specifically, you can remove a person from the account if you learn they are no longer with the organization. To remove a person from the account, selectRemove Person below their name.

You may also add a person to the account people list by search the SalesLoft database or creating a new person in SalesLoft.

Manage the Salesforce Opportunities Panel

If your team uses Salesforce, you know that opportunities show where a deal is in your sales cycle and update to determine when a deal is closed. The opportunities panel gives you the power of your Salesforce opportunities straight from a persons profile page.

SalesLoft will automatically search for and link in any opportunities (opps) in Salesforce associated with an account who is linked to a Salesforce account. Then you can view any opps associated with that account. Multiple opps can be shown at one time in the scrolling smart panel.

From the opportunities panel, you may take the following actions:

View the Opportunity in Salesforce: Click the name of the opportunity (with the external link icon) to open that opportunity in Salesforce in a new tab.

Edit Standard fields: Select the pencil icon to the right of the opportunities name to view and edit fields. Things to Note: Some fields may not be edited. These fields will be grayed out. Read-only fields or custom opportunity fields must be edited in Salesforce.

Insights from Integrations Panels

There are several integration panels that are available to display on the account's profile page. For more information about integrations, visit the section.

Account Details are all of the information you can view about a particular Account. You can view these details from the Account profile page.

All of the visible information comes from Account field types. If your team admin has configured your Salesforce Field Configuration, the field types will pull from your CRM whenever you import an account into SalesLoft.

However, in our face-paced, ever-changing world, it's a given that sometimes company related data is going to need an update as addresses change, revenue grows, and new information comes into being. You can manage and edit all of these fields on the Account level from the Account Details page.

In this article, you will learn about the Account details, including:

Account Details Panel

Account Stage

Edit the Account Details Page

Account Basics

Account Custom Fields

Account Links

Account Details

Location Details

Account Owner

Account Details Panel

The Account Details panel shows all populated fields for the account, as well as Custom Fields. Information may be updated by clicking the Edit button.

If your teams Salesforce field configuration has been set up, the fields that contribute to the account details will be pulled from the Salesforce account record upon import. Also, fields can be completed from a CSV import by assigning the account fields.

Things to Note: Only fields populated with data will appear in the information panels

The panel contains certain fields that allow quick actions from the Details Panel. Those fields include:

Account Stage

Account Phone Number:Click the phone number to complete a one-off phone call with the dialer.

Copy phone number: Hover over the Account Details phone number. The option to "Copy" will appear on that line. When you click the "Copy" icon, the number will be copied and you can paste it in any application.

Account Stage

Similar to the Cadence Stage on the People level, the Account Stage lets you know where this Account is in the sales process. This is especially beneficial for anyone use Account-Based Sales methods.

To update the Account Stage, click the Account Stage and select from the stage drop-down menu.

Edit the Account Details Page

While the Account Details Panel offers a quick glance of the Account's data, the details page allows you to view all of that data and edit existing additional fields.

To access the Account Details page and edit any information, follow these steps:

Go to the Account Details Panel.

Select theEdit button in the upper right corner of the panel.

Find the section and appropriate field.

Type the updated information in the text box.

Once your information is completed, click theSave button in the bottom left of the page.

If the fields are mapped, the information will pull from Salesforce or a CSV file upon import.

Any updates will also reflect on the Salesforce Account when bidirectional sync is enabled for your team.

Account Basics

Every SalesLoft Account requires data in the following two fields:

Name: Name of the company

Domain: The website or URL that will act as the primary host for SalesLoft data associated with this Account.

Both of these fields can be found under the Account Basics section of the Account Details page.

Since these fields are required, the information will import into SalesLoft whenever your create the Account.

Account Custom Fields

Custom fields are additional field types that your team admin can create. With custom fields in place, you can see the important data that relates to the Account you are working.

For example, maybe you need to reference a specific Salesforce field when talking to a potential customer. After an admin creates and maps that custom field, you can view that information after the Account has been imported.

All of the custom fields will be listed under theCustom Fields section of the Account Details page.

Account Links

Account links offer quick access to sources outside of SalesLoft. When the fields are completed, the links will appear as icons at the bottom of the Account Information panel.

The Account Links section contains the following fields:

Website

LinkedIn URL

Twitter Handle

All of the Account links will be listed under theAccount Links section of the Account Details page.

Account Details

Account Details contain the data that you will most likely want to reference during your sales process. These bits and pieces will help you keep you well informed about the customer so you can focus you talking points.

The Account Details contain the follow fields:

Conversational Name: The common name. For example, "The Coca-Cola Company" would be the Account Name, but the Conversational Name would be "Coca-Cola."

Phone Number: The main phone number for the company. This will appear as a clickable link in the Account Details panel.

Industry: Company's industry

Description: Tagline or company description

Account Type: Type of Account as defined by your organization

Account Tier: Set an Account tier, based on the tier levels defined by your team admin. Account Tiers allow you to prioritize certain tiers within a cadence.

Founded: Year the company was founded.

Size: Size of the company

Revenue: Company's value

All of the Account detail fields will be listed under theAccount Details section of the Account Details page.

Location Details

Location Details inform you about the whereabouts of the account.

All of the location related fields will be listed under the Location Detailssection of the Account Details page. The Location Details section contains the following field types:

Street

City

State

Country

Postal Code

Time Zone

Account Owner

Typically the person who imports or adds the account to SalesLoft. The account owner may be edited.

Things to Note: You do not need to own the account in order to communicate with them.

To edit the Account Owner, follow these steps:

Click Edit in the upper corner of the Account Details panel.

Find and click the Account Owner field.

Search and select the updated Account owner.

Before you can engage with any Person from SalesLoft, they have to actually exist in your SalesLoft instance. That may sound complicated (and a little existential), but it simply means the Person needs to be added or imported into the platform.

SalesLoft offers multiple import methods so you can add People to your sales engagement platform in the way that best suits your needs. Do you work primarily with leads or contacts from a Salesforce instance? Do you gather prospects from mailing lists or conferences? Maybe you prefer to engage a limited number of contacts, so manually adding people keeps you on top of your tasks?

In this article, we will walk through the different importing methods and the steps to complete your import into SalesLoft, including how to:

Add a Person

Import People from a CSV

Import People from Salesforce

Manage Your Import List

Finish Your Import

View Your Import History

Undo an Import in Bulk

Add a Person

If you are on a call and learn about a new manager you should be communicating with, would you rather go through the bulk import steps or manually add that Person and their primary contact information so you can engage with them quickly?

That's why SalesLoft's first importing method is adding a single Person. Manual adds let you create the Person in SalesLoft using their contact information (phone number and/or email address).

Things to Note: When adding a new Person to SalesLoft you must have either an email address or phone number associated with that Person and a partial name (like J. Smith).

To add a new Person to SalesLoft, follow these steps:

From the People page, click People Actions in the upper right-hand corner.

Select Add Person.

Enter the First Name, Last Name, Email Address, and Phone Number.

If you would like to add more details, click Show More for additional fields.

Click Create Person.

To Import a Person Manually

The Import People button under People Actions tab offers multiple ways to import into SalesLoft. Aside from bulk import options, you can also add a single Person to SalesLoft manually.

To import a Person manually, follow these steps:

Navigate to the People page and choose the People Actions tab.

Use the drop-down and choose Import People.

Select Enter A Prospect Manually.

Enter your prospect's information and select Add Person.

Import People From a CSV

Whether you are working on an entire leads list or a particular campaign, entering every single Person manually is not the best use of your time. This is why SalesLoft allows you to add People in bulk via CSV files.

Things to Note:

Imports from CSV files will import a maximum of 1,000 people at a time. If your list contains more than 1,000 people, you will receive an error message informing you of the 1,000 people limit.

When importing date fields, we only accept the international yyyy-mm-dd format.

When you are ready to import from a CSV, follow these steps:

Create a spreadsheet with the list of people. Include column headers to designate field types (i.e. First Name, Account Name,).

Save your list as a .csv file.

From the People page, click People Actions in the upper right-hand corner.

Select Import People.

From the Choose Your Import Source page, select CSV Spreadsheet.

Click Choose a CSV file.

Select your CSV file. Click Open.

Map your CSV column headers to the appropriate field in SalesLoft. Things to Note: Only map column headers that exist as SalesLoft fields. Learn how to create custom fields in the Manage Salesforce Field Configuration article.

Click Next.

Finish your import.

Import People from Salesforce

The People Actions tab also shows the option to import People from your Salesforce instance. However, youll notice that if you click the Salesforce option on the Choose your Import page, you will be shown instructions on how to import from Salesforce.

The Salesforce import takes place within your Salesforce instance. When you download the SalesLoft Chrome Extension, the extension adds import buttons to Salesforce. Click the import button from the individual or list view of Leads, Contacts, Accounts, Campaigns, or Reports. For more information and a complete walkthrough of how to import from Salesforce, please check out our Imports from Salesforce article.

Things to Note:

Imports from Salesforce Lead, Contact, or Account list views will import a maximum of 500 people at a time. If your list contains more than 500 people, the first 500 will be imported.

Imports from Salesforce Reports will import a maximum of 1000 people at a time.

Imports from Reports only apply to Lead, Contact, and Account reports. Campaign imports may only be done on the individual Campaign level.

Manage Your Import List

Youve taken your list and set your import in motion. Now you need to complete the import and add all of those people to SalesLoft. Lets walk through the features and steps to complete your import.

Complete Your Import Page

For mass imports, you will be redirected to the Complete Your Import page. On this page, you will see the following:

Import Group Name: By default, your import name will be the date of the import. However, if you would like to rename the import for clarity you may type the preferred name in the text box.

Import List: Complete record of all the names that were pulled from the import.

Add Tags: Allows you to add tags to all of the people imported from the list.

Finish Import Options: Choose from one of the two import options to complete your import.

Your Import List

From your import list, you can quickly view people information and select specific people to include in the final import from the list. You can select people by checking the box to the left of the persons name.

The import will show the following people details:

First Name

Last Name

Account Name

Title

Phone Number

Email

People in the list may be highlighted in one of three colors to notify you of whether or not theyve been previously imported into SalesLoft.

Import list items in white mean that person is brand new to SalesLoft. Their information will create a new record in SalesLoft

Import list items in yellow mean that person has been previously imported into SalesLoft. List items in this color will be unchecked by default, meaning they are not automatically being imported. You may choose to select the checkbox to add them to your final import. Importing these people will not create a new record in SalesLoft, however, their previous record will be updated with any additional field information.

Import list items in red mean that person is duplicated within your import list. List items in this color will be unchecked by default, meaning they are not being imported.

Tagging People Upon Import

At the bottom of the import page, use the Add Tags field to choose from existing tags or create your own. Type in the tag you want to use and hit enter. Once you complete your import, the tag will apply to all people from that import list.

Finish Your Import

ClickFinish Import at the bottom of your import listto add the selected people to SalesLoft. This will create people records for each individual.

You can view the import at a later time by navigating to the people page and filtering your people list by the import name.

Finish Your Import and Add to a Cadence

Add the selected people from your import list to SalesLoft and add them directly to a Cadence by hitting Finish Your Import and Add to a Cadence.

This allows you to take immediate action on the people from the list by dropping them into day one, step one of whatever Cadence you add them to.

Finish Your Import and Add to a Cadence Specific Step

When importing a Person to a directly to a Cadence, you canselectanyCadence step for that Person to begin within a cadence.

To import a person and add them to a specific cadence step, follow these instructions:

Click Import and Add to Cadence.The Add People to Cadencewindow will appear.

From the Add People to Cadence window, search and select the Cadence you want to add the people to.

On the Cadence row, select Show Steps. This reveals all of the individual steps within that Cadence, including variants.

Select the step to highlight it.

Click Add to Cadence.If a step is selected, the customer(s) will be added to the selected cadence, at the selected step.

View Your Import History

Your import history shows you a complete list of all the previous importsyou'vecompleted. From the import history page, you can search for an import, undo imports, and view import information, including:

Import date

Import name

Number of people imported

If you click on the specific import, you will see a filtered list view of the People from that import.

To access your import history, follow these steps:

Go to the People page.

From the People Actions tab, select View Import History.

Undo an Import in Bulk

Click on the wrong list? Don't worry, we've got your back! You can undo the list and remove all the People from SalesLoft.

To undo a bulk import, follow these steps.

From the people page, select People Actions.

Click View Import History.

Find the import list and select the red Undo button on the right side of the row.

Confirm that you would like to undo the import.

Call quality is of the utmost importance during the sales process. To keep you aware of call quality, SalesLoft has added notifications, alerts, and detections within the Dialer.

Below are the notifications and alerts you may see while using the Dialer, including:

Call Status Notifications

Live Call Quality Alerts

Voice Detection

Call Feedback Ratings

Call Status Notifications

When making a phone call, SalesLoft will notify you of your call's status when you have dialed an invalid phone number, disconnected due to a busy signal, or do not have the correct permissions to dial an International number (aka a Forbidden Number).

You can click the provided link in any red banner notification to be re-directed to Twilio for more in-depth information on the origin of the error.Click on the links below to read examples of possible notifications errors from Twilio:

Invalid Phone Number

Forbidden Phone Number

Live Call Quality Alerts

During a call it is possible that your system or network setup can affect the quality of your call. We will monitor your call and inform you when we detect an issue with an error message in the dialer.

Possible Alert Messages and Reasons They May Appear:

Alert

Reason

Check your speaker connection

Your current speaker settings may prevent you from hearing audio.

Check your microphone volume

Your current microphone settings may prevent you from being heard.

You have high network latency

Your current network conditions can result in perceptible delays in audio.

You have high packet loss

Your current network conditions may result in choppy audio or a dropped call.

You have high network jitter

Your current network conditions may result in audio quality problems on the call, such as crackling and choppy audio.

You have poor network conditions

Your current network conditions may result in poor call quality or a dropped call.

Voice Detection

Simply put, voice detection shows you the voices that are being picked up on the call in the form of animated waves within the dialer.

The animated wave form has two waves that respond to the volume coming through the mic of each user. The waves are different colors to represent the caller (Purple) and the person being called (Teal).

If bandwidth is low, the animation will not respond directly to volume, but will still move when each user is talking.

Things to Note:

If you are using call passthrough, you will not see the waves respond, because the call has been passed through to your other phone.

Voice Detection is currently only available for calls within the SalesLoft platform.

Call Feedback Ratings

The dialer has a five star rating system to rate call quality and provide feedback on dialer related issues.

If we detect an issue with the call through Live Call Quality Alerts, we will prompt the you to leave a feedback rating.

We will occasionally ask you to rate calls when no issue is detected to make sure the dialer is always meeting your expectations.

Things to Note: Hit theX in the top right corner of the star rating box to skip the feedback process and proceed with yourcalls without leaving feedback.

To leave feedback on call quality, select Do you have dialer feedback? from the dial pad. The rating system will appear. A five star rating will close the system with no further action requested.

When you leave four stars or fewer,you will be prompted to select an issue description so we can systematically track dialer performance.

The Calls tab in SalesLoft gives you a comprehensive view of all calls that have been attempted or completed, outbound or inbound, by you or all users on your team.

This way you have a simple and manageable list to use for reporting or to review as you work towards hitting quota and other goals.

In this article, we will go over everything that is visible to you from the Calls tab.

The Calls List

Filter and Sort the Calls List

Saved Views on the Calls Page

The Calls List

The calls listview is your one-stop shop for your comprehensive call list. With that being said, there is a lot of information on display on the list. Lets take a look at the different data columns that are on display in the calls listview:

Time: When the call took place.

Team Member: SalesLoft user who made the call.

Person: Who was called. If the person has been imported into SalesLoft, their name will be listed, along with their phone number. If the phone number is not associated with a person in SalesLoft, only the number will be displayed.

Account: The account associated with the person called. If the person was imported to SalesLoft with their account information, the account name will display. If the person is not in SalesLoft or their account information has not been entered in SalesLoft, the field will be blank.

Duration: How long the call lasted. The duration is recorded in seconds.

Status: Dialer status associated with the call.

Direction: Whether the call was outbound or inbound. Things to note: Inbound calls are redirected to your forwarding number, but still logged in your call list.

Log: Allows you to edit log information about the call. The log column will show one of the following clickable icons

Plus sign: Allows you to add logs on calls that previously did not contain a call log. This pertains to one-off calls, inbound calls, and mobile calls if you can't log while on the call.

Pencil: Allows you to edit previously logged call information.Things to Note: If you edit a call log, any updates to the log will not appear in Salesforce.

Recording: If your call was recorded, click Listen to Recording to hear the call recording. Calls without recordings will be listed as No Recording.

Filter & Sort the Calls List

Your Call page shows all listed calls by default. If you would like to refine the list to show a select type of calls or sort the list in the order that makes the most sense for your use case, you can use the Filter & Sort feature to simplify your call list.

Filter calls by:

Users: the SalesLoft user who made the call

Everyone: All users on your SalesLoft Team. Viewing Team calls can be managed under the Roles & Permissions.

Me: Only calls that you have dialed.

Groups: Calls completed by users from specific SalesLoft Groups.

Individual Users: Call list for specific SalesLoft users.

Call Direction: Inbound or Outbound

Call Status: The state of your call, whether it was successful or a reason the call was not completed. Call Status options include:

Busy: The number was dialedbut received a busy response.

Call Failed: The Dialercould not connect the call. Possible causes include the destination is unreachable, or the number may have been input incorrectly.

Cancelled:Prior to being answered, an outbound call was cancelled via an HTTP POST request to the REST API.

Completed: Aconnection was established.

No Answer: The number was dialed but no one answered.

Sort calls by:

Date Created: Also known as the Time the call was made.

Duration: How long the calls last in seconds.

Status: Dialer status associated with the call. Sorting by status groups each status option together in alphabetical order.

How to Filter & Sort:

Go to the Calls Page.

In the top right corner of the calls list view, select Filter & Sort.

Choose the filtering or sorting options that fit your needs.

If you would like to only view calls that contain a recording, check the box for Recordings Only.

Onceyou'vechosen the filter and sorting options, click Update.

Saved Views on the Calls Page

Filtering your call list view lets you see specific information. Piggybacking off of the filter & sort feature, you can save the refined list you use. This way you can easily access a particular filter without having to set the same filter each time you access the calls page.

To save a filtered view, for these instructions:

Go to the Calls Page.

Select Filter & Sort.

Set your filter or sort the calls to your liking. Hit Update.

In the top right of the page, to the right ofCalls, select the name of the view (should read "My Calls").

Enter the new name of your view. HitSave.

Once the view has been created you can access it by selecting the view name in the top left corner. A drop-down will appear with your saved views listed. Pick your view.

Accounts in SalesLoft are the equivalent to accounts in your Salesforce instance. Your SalesLoft accounts are the business or companies you want to sell to and engage with throughout the sales process.

The Accounts page allows you to view all of your Accounts at a glance, create new Accounts and archive Accounts. Here you can view the Account name and domain, how many people you have in your SalesLoft database at that company, Accountstage, tags, stats, the date Accountwas last contacted, the owner, and the date the Accountwas added.

Select Account Actions from the Account Page

To access the Accounts page, select theaccounticon that looks like a building from the side nav.

In this article, we will walk through the Account page layout and explain each piece of the page, including:

Filter & Sort Accounts

Saved Account Views

Account Actions Tab

Account Search

Accounts List-view

Select Account Actions

Filter & Sort Accounts

Your list of account may seem overwhelming when you first arrive on the accounts page. SalesLoft makes it easy to refine your list of accounts to a selective group using the filter & sort feature. This way you can view the accounts that matter most to you in the order you prefer to see them.

To filter, click Filter & Sort, then select your filter options. You can filter by:

Owner

Account Stage

Account Tier

Tags

Account Name or URL

To sort, click Filter & Sort, then select your sorting options. You can sort by:

Category

Name

Domain

Date Created

Number of People

Last Contacted

Direction

Ascending

Descending

Each column header can also be used to sort the list. To sort the Account list view to fit your preference, follow these steps:

Select the appropriate column header. The header name will turn blue.

Use the arrow to the right of the header name to set the sorting direction. The arrow will point up or down (ascending or descending order) to reflect the order of the list.

Things to Note: If you choose to sort from the Filter & Sort menu, the selected column's header will reflect the chosen sort.

SavedAccount Views

Filtering youraccounts list allows you to viewaccounts that contain specific criteria. Piggybacking off of the filter & sort feature, you can save the filtered list that you put in place. This way you can easily access a view without having to recreate the same filter each time you access theaccounts page.

To save a filtered view, for these instructions:

Go to the Accounts Page.

Select Filter & Sort.

Set your filter or sort the companies to your liking. Hit Update.

In the top right of the page, to the right of Accounts, select the name of the view.

Enter the new name of your view. Hit Save.

Once the view has been created you can access it by selecting the view name in the top left corner. A drop-down will appear with your saved views listed. Select your view.

Allows you to refine your list of accounts into specific segments.

Account Actions Tab

General actions that add to or provide additional activity from theaccounts page. To access either of these actions, go to your Accounts page, and select Account Actions in the top right corner. These actions include:

Adding anaccount

Linking accounts

Account Search

Allows you to search for a specific company or group of accounts. To use the search bar, follow these steps:

In the search bar, enter the name of anaccount or URL to define your search.

Hit the enter key.

Youraccountlist will then display the search results. The filter bar will appear, defining the search criteria that fits the current list-view.

To clear your results, select Clear from the filter bar.

Accounts List-view

The accounts list-view is your comprehensive view of accounts. From the accounts list, you can quickly view basicaccountinformation and select accounts to take specific actions. You can also sort your list by selecting the column headers (see the Filter and Sort section for more info).

Things to Note: If fields are missing information, they can be edited from theaccounts profile page.

Lets take a look at the different data columns that are on display in theaccounts list-view:

Account Name: The name of the account.

People: Number of people associated with thataccount.

Stage: The persons most recent person stage.

Account Tier:The Account tier that has been applied to the Account.

Tags: Labels attached to the person. Selecting a tag will filter the list by that tag.

Stats: Metrics affiliated with that Account based on the related Person activity. Each stat will be under an icon. The stats shown include:

Calls Logged All-Time

Emails Sent All-Time

Emails Opened All-Time

Emails Clicked All-Time

Emails Replied All-Time

Last Contacted: When communication with this person was last attempted.

Owner: SalesLoft user who owns the account. The owner defaults to the user who imported theaccountunless reassigned.

Date Added: When theaccountwas added to SalesLoft

Select Account Actions

SalesLoft allows you to do more withaccounts other than filter & sort, add newaccounts, and view information. When you select the checkboxes to the left of an individual or multipleaccounts additionalaccount action items appear at the top of youraccounts list. Below is a list of the available actions:

Update Owner

Set stage

Tags

Archive

Delete

To learn more about each of these actions, check out our article.

Person icons and symbols appear throughout SalesLoft to alert you of an individual's status

In this article you will find a complete list of all the icons and symbols that may be associated to SalesLoft People, where you'll find them in the platform, and what they mean.

Icon Name

Icon

Location

Description

Bounced

Person's Profile Panel

Person's Profile Panel

A previous email to this Person resulted in a bounce back.

Call stats

People Page

The number of calls made to the Person and logged.

Contact Restriction

The Person Status Labels

A user has disabled the ability to call or email (or both) this Person.

Do Not Contact

The Person Status Labels

This Person has opted out of messaging or been marked asDo Not Contact. Users may not communicate with this Person via SalesLoft.

Email Validator: Green

Person Contact Info Panel

The email address is approved.

Email Validator: Red

Person Contact Info Panel

The email address is incorrect.

Email Validator: Yellow

Person Contact Info Panel

The email address may be incorrect.

Emails Clicked stat

People Page

Shows the number of emails with links that were clicked.

Emails Sent stat

People Page

Shows the number of emails sent to this Person.

Emails with Opens stat

People Page

Shows the number of times an email sent to this Person has been viewed.

Emails with Replies stat

People Page

Shows the number of times this Person has replied to emails.

European Union (EU) Resident

The Person Status Labels

This Person has been marked as an EU Resident. Tracking functionality may be disabled for EU Residents. Learn more in our Manage Privacy Settings article.

Green Dot

People Page

This Person was recently added to SalesLoft. The dot will remain in the Person list until an activity is logged to the Person.

Has Replied

Person's Profile Panel

This Person has previously replied to a SalesLoft email.

LinkedIn profile page

Person's Profile Panel

Opens the Person's LinkedIn profile.

Live Feed: Click Tracked

Live Feed Events

An email recipient clicked a link from an email you sent.

Live Feed: Reply Tracked

Live Feed Events

An email recipient replied to an email you sent.

Live Feed:Sent Successfully

Live Feed Events

Anemail has been sent successfully after multiple attempts.

Live Feed:View Tracked

Live Feed Events

An email recipient opened or viewed an email you sent.

Live Feed:Web Page Tracked

Live Feed Events

A Person in SalesLoft visited a designated website.

Marked as Success

The Person Status Label

This Person has been marked as a success.

Orange dot

Cadence Workflow Panel

This Person has previously replied to an email.

Out Of Office (OOO) Detection

The Person Status Labels

Appears when an out of office message is detected for that Person.

Red Mail Icon

Cadence Workflow Panel

This Person does not have an email address listed in their profile.

Red Phone Icon

Cadence Workflow Panel

This Person does not have a phone number listed in their profile.

Star

Person's Profile Panel

The star icon flags this Person as important.

Unable to Retrieve Message

Person's Activity Panel

An inbound or outbound sync error occurred with this message.

View Company URL

Person's Profile Panel

Opens the companys website.

View in Salesforce

Person's Profile Panel

People connected to the Salesforce record. If the Person is not connected to their CRM, the icon will not appear.

View Owler

Person's Profile Panel

Provides a snapshot of the companys most recent updates.

View Twitter

Opens the Person's twitter page.

The Person status feature offers quick informationabout the prospect based off of previous actions. The status keeps you up-to-date on your communication with that Person on whether the Person's email address is correct, whether you've previously had success with the individual, or even if they've entirely opted out of communication.

SalesLoft keeps you well informed about Person status updates with specific labels on the People page and icons located at the top of the Person's profile page.

In this article, you will learn about the different Person status options, including:

Bounced

Do Not Contact

Contact Restrictions

European Union (EU) Resident

Out of Office Detection

Star

Success

Bounced

A bounced Person status means thata previous email to this Person resulted in a bounce back. SalesLoft allows one hard bounce or two "soft" bounces before marking someone as bounced. To learn more, check out " How Are Bounces Tracked? "

If a bounce is detected, the bounced label can be found on the People page, below theStatus column.

success icon

The bounce icon will also appear in the upper right corner of the Person Panel on the Person's Profile Page.

Do Not Contact

When a Person selects the opt-out link or requests to be removed from future communication, they are marked as Do Not Contact (aka DNC) inside SalesLoft. DNC prevents any and all communication, as well as prevent the ability for a prospect to be added to any Cadence.

If Do Not Contact has been selected by a SalesLoft user or by the Person opting out of communication, the DNC label can be found on the People page, below theStatus column.

The DNC icon will also appear in the upper right corner of the Person Panel on the Person's Profile Page.

Contact Restrictions

Contact restrictions disablespecificmethods of communication for People. This means, if someone says, "Never call me" or, "I don't check my email ever," you can block off that contact method, and keep your efforts on focussed on their preferred communication style.

The contact restrictions include:

Restrict Calls

Restrict Emails

If either contact restriction has been selected for a Person, the restriction label can be found on the People page, below theStatus column.

The Restrict icon will also appear in the upper right corner of the Person Panel on the Person's Profile Page.

European Union (EU) Resident

People who are marked as EU Residents have open tracking, click tracking, and Live Website Tracking disabled by default.

Things to Note: The Mark as EU Resident option must be enabled by an Admin from Roles and Permissions.

Since EU Residents have email restrictions put in place, it's important for SalesLoft users to be aware of People who have been marked as EU residents. SalesLoft identifies EU Residents with the following notifications:

Person Panel Icon

People marked as EU Residents will display the shield icon on the top status line of the Person panel on the Person's profile page.

When a Person is marked (or unmarked) as an EU Resident, the event is logged in the activity feed.

Disabled Open and Click Tracking

Depending on the team's privacy settings, open tracking and click tracking are disabled when sending emails to a Person marked as an EU Resident.

When users send an email to a person marked as an EU resident, the click and open tracking icons will be grayed on. This means tracking has been disabled for those features. If you hover over the icons, a pop up label will explain that the tracking has been disabled due to the Person being an EU resident.

Person Page Status

If a Person has been marked as an EU Resident by a SalesLoft user, the EU label can be found on the People page, below theStatus column.

The DNC icon will also appear in the upper right corner of the Person Panel on the Person's Profile Page.

Out Of Office Detection

Out of office (OOO) detection keeps you from repeatedly reaching out to prospects who are less likely to connect (let's be honest, if a prospect is on a beach somewhere, they probably want to disengage as much as possible).

Whenever someone on your team receives an automatic out of office message from a prospect, SalesLoft puts an out of office icon on the Person's profile page and within each action window, meaning Cadence steps, one-off emails, or phone calls, to keep you aware of the prospect's status.

Things to Note:

Out Of Office messages do not register as email replies in SalesLoft. Due to this they also will not appear within SalesLoft's Email analytics.

OOO responses willnotremove People from Cadences that have theAutomatically remove people from this Cadence if they reply to one of my emailsCadence setting enabled.

If you try to contact a Person who is out of office, you will see the out of office notification within your email or call window.The notification contains the green palm tree icon along with the date that the user was detected as out of office. The icon will remain on the Person for seven (7) consecutive calendar days.

Star

The star icon denotes a SalesLoft favorite Person. If a Person has been starred, the star icon will be filled in.

When a Person has been starred by a SalesLoft user the star icon will be highlighted to the left of the Person's name on the People page.

The star icon will also appear in the upper right corner of the Person Panel on the Person's Profile Page.

Success

People who have been marked as success have reached the ultimate outcome through SalesLoft. As a team, you will determined what it means for a Person to reach "Success". Is booking a demo a success? Maybe receiving a signed contract is your team's success point?

If a success has been logged, the Success label can be found on the People page, below theStatus column.

The will also appear in the upper right corner of the Person Panel on the Person's Profile Page.

Hot Leads prioritize your prospects based on the interactions they have had with your engagement.

Your team admins will predetermine the activities that matter most: number of email opens, clicks, and views of your website. When a prospect performs one of these actions, they acquire points. Once the number of points reach the set threshold amount, BOOM, you have a Hot Lead!

Things to Note:

Hot Leads will be assigned to users based on the Hot Leads Assignments settings.

A prospect must be a Person in SalesLoft in order to become a Hot Lead.

Hot Leads will update you in real time, so you can "strike while the iron is hot" so to speak. You can view and manage your Hot Leads from the Hot Leads workflow panel.

In this article, you will learn about the Hot Leads workflow, including:

New Hot Leads

Hot Leads Workflow List

Hot Leads Actions

New Hot Leads

When you are assigned a new Hot Lead, SalesLoft will notify you in multiple ways:

Chrome Notification

Live Feed

Icon on the Person

Salesforce Activity

Chrome Notification

First, you will get a Hot Lead Chrome notification displaying the Person's name and their company.

executing the next Cadence step

Things to Note:If you do not wish to get a notification, you can turn off the Hot Leads notifications through the Connect Extension settings.

Live Feed

Hot Leads will appear as a new event in your Live Feed.

Icon on the Person

Hot Leads are designated using the fire icon throughout the app. The icon will remain on the Person until the configured date is reached, regardless of if the Person has been contacted or not.

Salesforce Activity

When a Hot Lead is created, a new activity will also be created in the Salesforce Activity History for that Person.

Hot Leads Workflow List

The Hot Leads Workflow is where you can view your full list of Hot Leads. The workflow is located in the same panel as your Cadence workflow. You can access the list by opening the workflow panel and selecting the Hot Leads tab.

This list will show all of your assigned Hot Leads by default in order of most recent Date Created. Can click the button next to Sorted By: Date Createdto reverse the order from least recent to most recent.

Each Hot Lead will have its own card within the workflow. Each card contains:

Person's Name

Role

Account Name

If new Hot Leads are assigned while you are viewing the Hot Leads Workflow, a Load "x" More Hot Leadsmessage will appear at the top of the list. Click this box to load the new Hot Leads at the top of the list.

Hot Leads Actions

Part of the goal with Hot Leads is to quickly take action on a prospect who is interested in your product. When a Hot Lead is in the workflow panel, click their Hot Lead card to load their Person Profile page alongside the Hot Lead list.

From there, determine the next best course and take action through a one-off call, one-off email, or .

When you complete an activity related to a Hot Lead (e.g., when an email is Lofted, call is logged, Cadence step is completed, or a success is recorded), our algorithm will automatically complete the Hot Lead task. Once a Hot Lead task is completed, that Person will be removed from your Hot Lead list.

The activity will be updated in SalesLoft as well as in Salesforce as a completed task.

Contact restrictions disablemethods of communication for People in SalesLoft. In other words, if someone says, "Never call me" or, "I don't check my email ever," you can block off that contact method, and keep your efforts on focussed on their preferred communication style.

SalesLoft has specific options for contact restrictions based on the type of communication that is restricted.

In this article, you will learn about the different contact restrictions options and features, including:

Do Not Contact

Restrict Calls

Restrict Emails

Restrict Messages

Edit Contact Restrictions

Do Not Contact

Marking a Person asDo Not Contact(aka DNC) inside SalesLoft prevents any and all communication to that Person.

A Person can be marked as Do Not Contactbyopting-out of email communications or when a SalesLoft user (like yourself) manually edits the Persons contact restrictions to Do Not Contact per their suggestion.

Things to Note: Marking someone as Do Not Contact is the recommended alternative to deleting the Person since all of the data remains in SalesLoft but you won't mistakenly reach out to the Person.

If someone is marked as Do Not Contact, the following will apply:

Email is disabled,

Calling is disabled

The Person cannot be added to any Cadence

The Person is removed from all Cadences

Do Not Contact

If Do Not Contact has been selected by a SalesLoft user or by the Person opting out of communication, the DNC label can be found on the People page, below theStatus column.

Restrict Calls

The restrict calls contact restriction removes the ability to call that Person. When calls are restricted, the following features will be disabled:

The Call Quick Action button on the person's profile page

The click-to-call functionality from the phone number in the contact info will no longer be a hyperlink.

If this Person enters a call step in any Cadence, that step will be automatically skipped.

Once this restriction has been selected, the label will appear on the Person's profile and status.

Restrict Emails

The restrict emails contact restriction removes the ability to email that Person. When emails are restricted, the following features will be disabled:

The EmailQuick Action button on the person's profile page

The email address in the contact info will no longer be a hyperlink, removing the click-to-email function

If this Person enters an email step in any Cadence, that step will be automatically skipped.

Once this restriction has been selected, the label will appear on the Person's profile and status.

Restrict Messages

The restrict messages contact restriction removes the ability to send SMS texts through SalesLoft to that Person.

Edit Contact Restrictions

To edit a Person's contact restrictions, follow these steps:

Go to the Person's profile page.

In the Person Panel (upper right corner), click the ellipses icon to open the Person Panel Actions.

SelectDo Not Contact.

Choose the contact restriction from the following options:

:The Do Not Contact setting will always take precedent over the other contact restrictions if it is marked.

Restrict Calls

Restrict Emails

Restrict Messages

Things to Note:A Person can be marked both Do Not Calland Do Not Emailat the same time. This scenario would prevent phone calls and emails to the prospect, but it would still allow that Person to be added to cadences and contacted via other means, i.e. LinkedIn, Twitter, direct mail, etc.

You can manage all of the People in your SalesLoft instance from the People page. This page is designed to help you import, sort, filter, and take action on individuals or multiple People at a time. To access the People page, select the Person icon (it looks like a peg from the game Life).

There are a lot of available features and visible information on the People page. In this article, we will walk through the different features and views, including:

Export People

Update the People Owner

Add People to a Cadence

Remove from All Cadences

Add People to an Account

Send a One-off Email

Update People Stages

Manage People Tags

Update Job Seniority

For a complete guide on each component of the People page, check out our The People Table Layout article.

Export People

If youd like to share People metrics outside of SalesLoft, you may do so by exporting the People. Exporting will create a CSV file based off of your People list. If the People have been filtered, the export will comply with the filters rules.

To export People, follow these steps:

From the People page, click People Actions.

Select Export People.

An Exporting popup will appear asking if you want to export based on the current filter. Click Export.

A notification will inform you that the export will be delivered to your email.

When you receive the email, click the link to download the export.

Update the People Owner

When a Person is imported into SalesLoft, they are automatically assigned to, and owned by, the user who imported.

Now, while youdon'tneedto have ownership to email or call a Person, they will only show up under My People lists if they are owned by you. Plus, if your sales team makes changes or a sales rep moves to a new role or leaves the company, you may need to switch the Person owner to another SalesLoft user.

This is why you can update the owner of a Person or select People. To change the owner of People, follow these steps:

From the People page, filter & sort your People list (if necessary).

Select the Person or multiple People by checking the box to the left of their name.

Click the Update Owner icon from the select People Actions toolbar.

Select the team member to reassign the People.

People Table

Add People to a Cadence

From your People list, you can select a number of People and easily add them to a Cadence. Execute just the right series of steps based on the People that require action by using status, stage, or tag filters.

Heres an example: Lets say a lot of your previous prospects have been set with the stage Not Interested, but youre ready to re-engage those Accounts. You can filter your People list and add all of those People to a Cadence specifically built to maximize your potential to connect.

To add People to a Cadence, follow these steps:

Go to the People page. Filter & sort your list if you would like.

Select the Person or People you want to add to a Cadence.

Click the Cadence Actionsicon (the rocket ship).

Select the Cadence you want them to add People to. Selecting the Cadence will start the Person/People on day 1, step 1 of the Cadence.

To add People to a specific step within a Cadence, select Show Stepson the row with the Cadence name. This reveals all of the individual steps within that Cadence, including variants. Select the step to highlight it.

Click Add to Cadence. If a step is selected, the customer(s) will be added to the selected Cadence, at the selected step.

Remove from All Cadences

In some cases, once a Person or group of People have worked their way through your sales cycle, you may not want them in any Cadence.

You may individually remove a Person from each and every Cadence they are running on, or you can make your life easy and remove that Person from all Cadences (even those that have slipped your radar) in one simple action.

Things to Note: Team admins may control whether or not users have the option to remove People from all Cadences with the Permission Setting.

To remove People from a Cadence, follow these steps:

Go to the People page. Filter & sort your list if you would like.

Select the Person or People you want to remove from a Cadence.

Click the Cadence Actions icon (the rocket ship).

From the drop down, selectRemove from All Cadences.

Add People to an Account

Assigning People to an Account in SalesLoft is similar to connecting a Salesforce Contact to the appropriate Salesforce Account.

It allows all of the metrics and logged information that are associated with the individual Person to link to their Account information. This results in complete data regarding your conversations with that Account, which can help your sales engagement.

To assign People to an Account, follow these steps:

Select the People you want to assign to an Account.

Click the Add to Account from the Account icon (building).

Type in the Account name.

When the list of Accounts populate, click Link next to the Account's name.

Send a One-off Email

Quickly compose an email to an individual Person or a select number of People outside of the Cadence.

To send a one-off email, follow these steps:

From the People page, find the Person you want to send a one-off email to and click the checkboxes next to their name.

Click the One-off Email icon (envelope).

Draft your one-off email, or select an email template, and send your one-off as normal.

Send a Multi-select One-off

If you select multiple People, each Person will receive an individual email to their inbox.

Things to Note: You can select up to 50 People.

To send a one-off email to multiple People at the same time, follow these steps:

From the People page, find the People you want to send a one-off email to and click the checkboxes next to their names.

Click the One-off Email icon (envelope). You will be redirected to an email compose page.

Select a template or compose an email.

Use the Preview icon in the upper left corner to see how the email will be to the recipient.

ClickSend or the clock icon to schedule your sends.

Update People Stages

Your People stages act like the status of where a Person is in the sales process.

To update People stages in bulk, follow these steps:

Click the checkboxes next to any People who need a stage update.

Select Set Stage by clicking the Stage icon (flag).

Update the stage.

Manage People Tags

SalesLoft tags are labels that you can use to classify and sort different SalesLoft objects together. With tags, you can group together similar People to take quick actions on, like adding them to a Cadence.

From the People page, you can add or remove People tags by following these steps:

Select the Person (or People) you want to add or remove any tags from by clicking the checkbox next to the Persons name.

When you select a Person, a line of People action items will appear at the top of your list. Click the Tags icon.

To add a tag, click the Add Tags link. Then, type your tag and click add. Continue adding your tags individually, and click Save.

To remove tags, click the Remove Tags link. Then, click the X next to each tag you wish to remove and click Save.

Update Job Seniority

In the, a contact's Job Seniority is editable both by a single Person edit, or by selecting multiple People to edit their seniorities at once.

To edit an individual Person's Job Seniority from the People page, follow these steps:

From the People page, find the Person.

Go to the Job Seniority column. If the Job Seniority is "Unknown," there will be a purple diamond next to the label.

Click on the purple diamond. A dropdown menu will appear to allow selections of Job Seniority labels on the following:

Director

Executive

Individual Contributor

Manager

Vice President

ClickUpdate Seniority. The Seniority level will update.

Select multiple People and edit their Job Seniority by following these steps:

Select the Person (or People) you want to update the Job Seniority for.

When you select a Person, a line of People action items will appear at the top of your list. Click the Update Job Seniorityicon.

From the dropdown, select the Job Seniority.

ClickUpdate Seniority.

A message will appear to confirm that you would like to update the Job Seniority for that number of People. ClickUpdate.

People in SalesLoft are just like your Leads and Contacts in Salesforce. Your SalesLoft People are the individuals that you reach out to, have conversations with, and engage throughout the sales process.

The People page is designed to help you import, sort, filter, and take action on individuals or multiple People at a time.

To access the People page, select thePeople icon that looks like a building from the side nav.

In this article, we will walk through the People page view, including:

Filter & Sort

Saved People Views

People Actions Tab

People Search

People Filtered Stats

People Table

Select People Actions

Select People Actions from the People Page

Filter & Sort

SalesLoft makes it easy to refine your list of People to a selective group using the filter & sort feature.

To filter, click Filter & Sort, then select your filter options. You can filter by:

Owner

Job Seniority

Cadence

Person Stage

Import

Tags

To sort, click Filter & Sort, then select your sorting options. You can sort by:

Category

Account

Date Imported

First Name

Cadence Name

Industry

Last Contacted

Last Name

Total Calls

Email metrics

sent

open

clicked

replied

Direction

Ascending

Descending

To remove filtering or sorting, click the Clear link on the toolbar.

You can also sort the People list by selecting one of the following column headers:

Job Seniority

Cadence

Last Contacted

Saved People Views

Filtering your People list view lets you see a select group of People. Piggybacking off of the filter & sort feature, you can save the refined list you use. This way you can easily access a particular filter without having to set the same filter each time you access the People page.

To save a filtered view, follow these instructions:

Go to the People page.

Select Filter & Sort.

Set your filter or sort the People to your liking. Hit Update.

In the top right of the page, to the right of People, select the name of the view (should read "My People").

Enter the new name of your view. Hit Save.

Once the view has been created you can access it by selecting the view name from the dropdown in the top left corner of the page.

People Actions Tab

General actions that add to or provide additional activity from the People page. To access either of these types of actions, go to your People page, and select People Actions in the top right corner. These actions include:

Adding a Person

Importing People

Exporting People

Viewing Your Import History

People Search

Allows you to search for a specific Person or group of People. To use the search bar, follow these steps:

In the search bar, enter the name of a Person, name of an Account, or role to define your search.

Hit the Enter key.

Your people list will then display the search results. The filter bar will appear, defining the search criteria that fits the current list.

To clear your results, select Clear from the filter bar.

People Filtered Stats

Shows stats based off of the current list filter. The filter stats include:

All: Total number of People in the current list of People.

Successes: The number of People who have been marked as a Success and contain the Success status.

New: Number of People from the list who have never been contacted and are considered new.

Bounced: Number of People who have been sent emails that bounced back and contain the Bounced status.

Opt-out: Number of People who have been marked as Do Not Contact (DNC).

Starred: Number of People who have been starred. Starred individuals will show at the top of the People list.

People Table

The People table is your comprehensive People list. From the People list, you can quickly view primary People info and select People to take specific actions on. You can also filter or sort by these options.

Things to Note: If fields are missing information, they can be edited from the Person Profile page.

For more information on each column listed in the People table, check out The People Table Layout article.

Select People Actions

SalesLoft allows you to do more with People than filter & sort, add new People, and export metrics. By selecting multiple People or an individual Person, additional People action items appear at the top of your People list.

Click the links for more information on how to complete each action. For an in-depth explanation of each action, check out our article.

Below is a list of the available actions:

Update Owner

Add to Cadence

Remove from All Cadences

Send a One-off Email

Add to Account

Set Stage

Tags

More Actions

Mark Do Not Contact: Keeps SalesLoft users from engaging with a Person in SalesLoft. All the metrics on the Person will still exist.

Delete People: Deletes the Person from SalesLoft. All metrics associated with that Person will also be deleted.

Mark as EU Resident: Marking someone as an EU Resident disables open tracking, click tracking, and Live Website Tracking for GDPR compliance.

Unmark EU Resident: Removes the EU Resident label from users who have previously been marked as an EU Resident.

Update Job Seniority

While the Person Details panel offers a quick glance of a Person's data, the Person Details page allows you to view all of that data and edit existing additional fields.

As long as the fields are mapped, any data imported from Salesforce or a CSV file will be added to their equivalent fields.

When any of the fields are updated and bidirectional sync is enabled for your team, updated fields will also update the Salesforce Lead or Contact record.

In this article, you will learn about the information you can view and edit from the Person Details page, including:

Editing the Person Details Page

Standard Contact Information Fields

Person Custom Fields

Personal Links

Person Location

Company Information

Import History

Person Owner

Editing the Person Details Page

To access the Person Details page and edit any information, follow these steps:

Go to the Person Details panel on the Person Profile page.

Select the Edit button in the upper right corner of the panel.

Find the section and appropriate field.

Type the updated information in the text box.

Once your information is completed, click the Save button in the upper right or bottom left of the page.

If all the information looks good, follow the breadcrumb link to get you back to the Person Profile page. The breadcrumb link is the Persons name in the upper left corner of the Person Details page.

Understanding SalesLoft and Salesforce Ownership

Standard Contact Information Fields

The standard contact information fields contain the basic information about the Person and how to get in touch with them. These are the primary details you want when reaching out to any prospect or customer.

The standard contact information falls into three different sections of the Person Details page:

Name

First Name

Last Name

Job Title

Job Seniority

Email

Phone

Mobile

Office

Home

Person Custom Fields

Custom fields are additional field types that your team admin can create. With custom fields in place, you can view the specific data that relates to the SalesLoft Person.

For example, maybe you need to reference a specific Salesforce field when talking to a potential customer. After an admin creates and maps that custom field, you can view that information after the Person has been imported.

All of the custom fields will be listed under the Custom Fields section of the Person Details page.

Personal Links

Personal links offer quick access to sources outside of SalesLoft. You can think of them like the links that offer that personal touch.

All of the Person links will be listed under thePersonal Linkssection of the Person Details page. When the fields are completed, the links will appear as icons at the bottom of thePerson panel.

The Personal Links section contains the following fields:

Personal Website

Personal LinkedIn URL

Personal Twitter Handle

Person Location

Location Details inform you about the whereabouts of the Person.

All of the location-related fields will be listed under theLocation Detailssection of the Person Details page. The Location Details section contains the following field types:

City

State

Country

Time Zone: Time zone is automatically detected based on City, State, and Phone Number fields. If the time zone is incorrect, you may edit it by using the dropdown menu.

Company Information

The Company information shows information that related to the Company the Person works for.

If a Person is linked to a SalesLoft Account, that Account information will fill in the Company category. The Account-specific information includes:

Linked Account: a link that will take you to the Account Profile page

Company Name

Company Website

Company Industry

Separate from the Company category, there is the Work Location category. The Work Location category includes:

Work City

Work State

Work Country

Import History

The Import History shows a list of import names based on when the Person was imported into SalesLoft.

Typically, you will only see one listing below Import History, but if multiple SalesLoft users have imported the Person from different campaigns or CSV files, you will see a list of all of those imports below the history.

Person Owner

Typically the user who imports or adds the Person to SalesLoft.If someone is the SalesLoft owner of a Person record in SalesLoft, that Person will appear under the owner's People list view by default.To learn more about the SalesLoft owner, check out the article.

Things to Note: You do not need to own the Person in order to communicate with them.

The Person Owner may be edited. To edit the Person Owner, follow these steps:

ClickEditin the upper corner of the Person Details panel.

Find and click thePerson Ownerfield.

Search and select the updated Person Owner.

The People table is your comprehensive People list. From the People list, you can quickly view primary People info and select People to take specific actions on. You can also filter or sort by these options.

Things to Note: If fields are missing information, the information will appear blank.

In this article, we will take a look at the different data columns that are on display in the People table, including:

Person's Name

Job Seniority

Cadence

Person Stage

Person Tags

Status Labels

Person Stats

Person Owner

Last Contacted

Person's Name

The first column of the People table shows the Person's name.The Name column shows more information in addition to the Person's name, however. Under the Name column you can find the following:

First Name

Last Name

Job Title

Account Name

Things to Note:

You can edit the Person's name from the Person Details page.

If any of the fields do not have data (for example, if a Job Title has not been entered), that piece of information will not be listed.

By clicking on the actual name of the Person, you will be redirected to their Person Profile page. You may also select the Account name to view the Account Profile page.

Job Seniority

Job Seniority uses a predictive model that takes job titles and predicts the level a prospect is on within a company's hierarchy.Our model has been trained and tested on 1 million data samples of job titles with an accuracy of a 99.98% match to relevant seniority.

Only a new Person record being created will trigger the seniority prediction model.

Things to Note: Job Seniority will only populate when aJob Titleis provided upon a Person record being added (aka when you import or add a Person).

Examples of when the model will predict:

When a Person is created through Salesforce Sync, and a job title has been added

When a Person is created manually in SalesLoft, and a job title has been added

When a Person is created on import, and a job title has been added

The set of seniorities that SalesLoft has identified to be the standard across many industries include:

Individual Contributor: Examples include Sales rep, Sales Analyst, Account Executive

Manager:Examples include Sales Manager, Senior Manager of Marketing

Director:Examples include Director of Sales, Director of Engineering, Marketing Director

Vice President:Examples include Vice President of Services, VP of Sales

Executive:Examples include CEO, COO, Chief Human Resources Officer

Unknown: Unknown means that the job title provided was not recognized by our algorithm. A purple diamond will appear next to the wordUnknown on the People page and the Person Profile page. Click the diamond to select an applicable Job Seniority.

Using these seniorities, a sales rep is able to create a more targeted and customized Cadence for each persona.

While SalesLoft will predict the Job Seniority of a prospect upon import, you can always manually change Job Seniority on a Person. Any changes will never be overwritten unless you manually change it again.

Things to Note:

Updating the job title on existing Person records will not trigger the model to predict a seniority. So, if a prospect is promoted and you edit their job title, you will also need to edit their Job Seniority.

Job Seniority data backfilled based on existing job titles on people created from up to 90 days prior to June 28, 2019. People added to SalesLoft prior to that day will not have a Job Seniority listed.

Cadence

The Cadence column in the People table lists any Cadences the person is currently on. You may sort the People table by the number of Cadences. Select theCadences column header to sort the list in ascending or descending order based off of the number of Cadences and then alphabetical order.

Typically, the Cadence name will be the only thing to appear in the column. The Cadence name links to the Cadence People page.

If the Person is working through multiple Cadences, there will be an icon that displays the number of Cadences. When you select the number, a dropdown will appear with a list of all of the Cadences that Person is running through. You can click on a Cadence name from the dropdown to view that Cadence People page.

Person Stage

A Person stage defines where a Person may fall in your engagement process. The Stage column shows the Persons most recent stage. You can then filter your list by a certain stage and then take necessary action.

Person Tags

Tags are labels attached to the Person. With tags you can designate the groups that the People you communicate are in. So if your workload is divided by region or industry or a specific type of business, you can use tags to keep track of People associated with those groupings.

The tags are separated into their own buttons. If you select a tag, the People table will filter the list by that tag. This way you have an organized list easily available to you.

Status Labels

The Status column displays icons that show different SalesLoft People status updates. Status updates may occur due to a manual update, Automation Rule, or an activity on the Person's end (like a bounced email).

Status options may include:

Success

Bounced

Do Not Contact

EU Resident

To learn more about the status options, check out The Person Status Labels article.

Person Stats

Metrics affiliated with that Person based on their activity can be shown in the table. You may see a chart icon for a person. You can hover over the icon to see the Persons stats. The stats shown include:

Calls

Emails Sent

Emails with Opens

Emails with Clicked Links

Emails with Replies

Person Owner

Owner denotes the SalesLoft user who owns the Person. The owner defaults to the user who imported the Person unless they are reassigned.

To learn more about the SalesLoft owner, check out the Understanding SalesLoft and Salesforce Ownership article.

Last Contacted

The final column in the People table is Last Contacted. The Last Contacted column tells you when communication with this Person was last attempted.

You may sort the People table by the Last Contacted column in ascending or descending order.

Time to hit the phones!Phone calls with prospects allow you to create a meaningful connection between you and your potential customer while you increase their awareness of your product or service.

SalesLofts Dialerallows you to place calls efficiently directly from our platform and even on the go with SalesLoft Mobile.

Making a call is as simple as hitting the Call button in the dialer, having a conversation with the person on the other end, and hanging up. Still, there are additional tools within the dialer that can contribute to your overall efficiency.

In this article, you will learn how to place calls with the SalesLoft Dialer and the additional features the dialer offers, including:

How the SalesLoft Dialer Works

Access the Dialer

Dialing in SalesLoft

Phone Number Formatting

Call Using Pass Through

Call Using LocalDial

Drop a Voicemail

How the SalesLoft Dialer Works

SalesLoft partners with Twilio, a cloud based communications platform, to provide our robust dialer. Twilio uses VoIP (Voice-over IP) to make calls. This means that any calls made occur over your network, so your calls will be completed from your computer and you no longer need to use your desk phone.

You have two options for making calls with the SalesLoft dialer:

VoIP: Twilio dialer provider. Relies heavily on your network provider. You will need to set up QoS and follow Twilio's best practice guidelines.

Pass through : Dialer method that allows the first leg of the call to use VoIP to call your cell or desk line (carrier provider). The second leg of the call will use your carrier provider (i.e. AT&T, Verizon). Since pass through uses your carrier provider, youdon'tneed to rely on VoIP/your network.

Whenever you make a call, we send the call info to Twilio. Then Twilio places the call based off of the information. Twilio uses your area to find the best server for you to connect to the person you are calling.

Once the call reaches the recipient, they will answer or ignore the call (you know, how calls go). If the recipient answers the call, this is where your network comes into play. Your network and Twilio work together for the duration of the call. This connection between your network and Twilio will be the primary factor behind call quality.

The more people on your network making calls or using the network, the more likely you will run into call quality issues. Imagine being surrounded by 500 people at a concert or stadium and everyone's on their cell phones. The network gets overloaded andwon'tlet you send messages, make calls, or post anything. This is the exact same thing that happens on a high traffic VoIP network.

If your team is experiencing dialer or network related issues, please check out our dialer troubleshooting guide.

Access the Dialer

When it's time to make your calls there are a few options to access the SalesLoft Dialer within the platform. To learn more about those options, check out the Access the Dialer within SalesLoft article.

Dialing in SalesLoft

Calling through SalesLoft is a lot like calling from your cellphone, but it takes place in a web browser.

To dial a number, use one of the following options:

Enter the phone number on the dial pad

Once the dialer is open, click the dial pad icon in the top right corner of the dialer to view the full dial pad. Now you can type the number from your keyboard OR use your mouse to click the phone number.

Once your call is done, hang up and log your call.

Use the dialer to search for a contact

Type in a Persons name to search for their contact info within SalesLoft. Different search options with phone numbers will appear. Select the person you are looking for and their phone number will populate in the dialer. HitCall.

Once your call is done, hang up and log your call.

Things to Note: The search for a contact function is only available from the dialer within the platform. In the Dialer Available Everywhere, use thePerson tab to search for SalesLoft People.

Drop-In Voicemail Recordings

Select an alternative phone number

If the Person has multiple phone numbers on their record and the user wants to auto-populate the dial pad with one of the other numbers, they can click on the dropdown arrow next to the current dial pad number and switch to a different one.

Once your call is done, hang up and log your call.

Use the dialer to search for an Account name

This will pull up a list of all the contacts within an organization. Scroll through the dropdown and pick the specific person you would like to call.

Once your call is done, hang up and log your call.

Phone Number Formatting

While phone numbers may be entered into the dialer in the US standard format, we recommend using E.164 phone number formatting to complete your calls.

I know what you're thinking, E.164 looks like a code, what does that even mean?

E.164 is the international telephone numbering plan that ensures each device has globally unique number. So, while our standard numbers look a little something like this: (404) 555-1234, the E.164 format adds a country code to help specify the number. If you are calling internationally, you definitely want to enter phone numbers using this format.

E.164 formatting for phone numbers follows this pattern (check out the parenthesis for an example):

Plus sign (+)

International Country Calling code (1 when calling countries in North America)

Local Area code (404)

Local Phone number (555-1234)

Dialing International Numbers

For international numbers, the standard number may require some reformatting. For example, if someone in the UK has the local number is020 7183 8750, the E.164 format would be +442071838750. Here's how that number breaks down:

Plus sign (+)

International Country Calling code (44 when calling countries in United Kingdom)

Local Area code (Countries may use an additional "0' in front of the subscriber number. With E.164 formatting, this '0' must usually be removed. For our example, the number will be "20".)

Local Phone number (7183-8750)

What if you are dialing a number using an extension?

E.164 formatting indicates the use of:

[+] [country code] [subscriber number including area code];ext=XXX

However, the maximum digits in a true E.164 number is 15 digits, so the the extension will ultimately be ignored. Due to this, we recommend entering the extension in a second field.

In the Person Details Overview, you will find an Office Phone Number option, along with a separateExtension field. By adding the extension to this field, you will be able to field the extension number as you are dialing from the Person's Profile page. This will make it easy to punch in the number on the dial pad while calling.

Things to Note: The Phone Extension field is also an available field in your Field Configuration. This means a team admin can map the extension field to import that data directly into the field.

Call Using Pass Through

Pass through calls allow you to take your SalesLoft call from an a different phone, like your cell phone or desk line.

To learn more about using pass through from the SalesLoft Dialer, check out our Pass Through Calls article.

CallUsing LocalDial

When you are calling a new prospect, using a local area code can encourage the prospect to answer the phone. LocalDial dials yourcalls from a phone number that contains the same area code you're calling into.

LocalDial must be enabled by an Admin before it can be used.For more information on enabling LocalDial, check out our full LocalDial article.

To use LocalDial in the dialer, follow the instructions below:

Open the Dialer.

In the top left corner of the dialer, select the LocalDial icon toEnable LocalDial.

Complete your call.

Drop a Voicemail

Drop-in voicemail messages, or voicemail drop, allow you to pre-record the perfect voicemail message so youdon'thave to waste valuable time reciting the same message over and over.

To learn more about recording your drop-in voicemail messages, check out our article