Empower Your Business with Sales Outreach Software in Canada

How to create outlook signature

hello today we're going to be talking about and examining three different enablement tools that we're seeing very commonly across the space Outreach sales force and salesforce's sales enablement formerly known as high velocity sales now I know that there are a lot of other tools such as groov the HubSpot sales Hub several tools out there but today we're just gonna be addressing these three and I'm going to be providing my experience as both an end user and as an admin that was in charge of integrating these tools as well as the maintenance and I'm going to be delivering this information across five different categories we're going to have the setup the user experience the connection to the CRM the analytics and the sales and support side of these different tools so let's get into it first we're going to be looking at the system setup starting with sales Loft sales off in my opinion is the easiest to set up from an admin perspective they have a step-by-step guide within the sales Loft platform that allows you to understand how to connect it to your CRM which a big plus here is that if you're not using Salesforce sales Loft and outreach are able to set up correctly with HubSpot to be able to connect there but sales off you're able to connect directly to your CRM to have that sync as well as be able to set up different in sales off terms cadences or step-by-step guides for your sales rep to have Outreach with your prospects sales off in my opinion is the easiest to set up very quick to plug into CRM and then to begin syncing over data between your CRM and sales Loft Outreach is a close second in terms of setup this is something that allows you to still connect to a CRM whether it's Salesforce or HubSpot and allows you to connect directly using your email as we'll be able to sync objects and Records through both sales Loft and outreach are able to sync on a field by field basis you're able to tell the systems whether you want certain fields to be coming through to be pushing to be pulling Etc as well as for activities you're able to set up and be very descriptive on how and when you want records to be syncing between the two systems now I will give sales Loft a slight nod Outreach is a slightly more complex setup but it also allows you to have more capabilities in this tool so sales off one outrage two and then ironically High Velocity sales or sales enablement is although it's in directly integrated with Salesforce it does have quite a bit more for setup for example if and you likely are going to be needing to use different phone capabilities uh different things within it you're going to need to have those additional tools plugged in and just in my experience it takes a little bit longer to get it fully set up to get it fully tested Etc and so for setup I'm giving the number one spot to sales Loft followed by a close Outreach and high velocity sales coming in third second I want to be talking about the user experience now starting with sales Loft salesloft in my opinion also has the best user experience I remember using it as an end user it was very clear very clean very easy to navigate and as an admin alongside the easy setup sales sales loft is a very great user experience very easy to tell where to go how to navigate how to find your tasks Etc Outreach is again a very close second place in my opinion here in terms of the user experience from the home page very easy to see what tasks you have coming up from the home page you're able to see what's been happening with my prospects whether it is email opens email clicks replies Etc and a very very uh similar UI to sales Loft a lot of it is just color coordination sales Loft recently rebranded to this nice dark green Outreach is a nice purple but they are very similar in terms of user experience now in the past I will knock sales off slightly I used to knock sales off slightly in terms of the connection to CRM and and not having all of your tasks properly organized but sales Loft has improved that remarkably and again I give the user experience the nod ahead of Outreach here Now High Velocity sales kind of a two-part story here if you want everyone to be working out of Salesforce you do not want them in any other systems High Velocity sales should be an easy number one choice here because they will only be in Salesforce they won't be clicking off to other tabs however what I will say is high velocity sales from a pure user experience is much further behind sales Loft and Outreach it's very hard to navigate through the high velocity sales it uses a work queue which is essentially a list view of the different tasks that are upcoming for reps it's tough to filter out of these things it's just not very easy from a user perspective now from an admin perspective in terms of experience you know when you're setting up these cadences or essentially these step-by-step uh guides for reps that has a layout very similar to Salesforce flow so if you're familiar with that you'll know how to set up those cadences but from a rep perspective if they're going to be setting up cadences it's it's much harder sales Loft and outreach are much simpler in terms of how they were to customize their cadences or customize emails user experience in my opinion from High Velocity sales I'm not a huge fan of how emails are created or customized and so I give a huge upgrade to sales Loft and Outreach High Velocity sales I just don't think it's quite there in terms of what Salesforce has put into the user experience but again take that with a grain of salt if again your your absolute criteria is you don't want reps outside of Salesforce that's the the case I've lost these sales is good to go and you don't need the rest of this video but from a user perspective from the admin perspective and the end user just navigating through it it was always pretty difficult on to number three connection with the CRM so I'll start here with sales Loft salesloft does have a good connection with the CRM as I mentioned earlier you're able to dictate from an object basis as well as a field basis what and how it syncs to the CRM for example you're able to tell whether sales loft is able to create update or receive net new information from the CRM sales Loft uses instead of leads and contacts we'll use in Salesforce it uses a term called people people is the individual record now people can sync to leads or contacts in Salesforce again you can tell Salesforce how and when it receives updates it pushes updates Etc and again that's on an object by object basis now this is the exact setup for outreach as well Outreach you're able to plug into your CRM I'll use Salesforce in this example Outreach you're also able to tell on an object by object basis as well as a field by field basis what syncs how it syncs and when it syncs now obviously both sales Loft and Outreach they use those API pings and so you need to be cognizant of how often you're going to be pinging your CRM there are limits there and it also goes against your internal API uh limits in Salesforce as well so that is something just to be cognizant of I really haven't come across any big issue here if you have thousands upon thousands of emails being sent out of your enablement tool every day I would consider that more of a strategic error where those should be more out of a marketing tool than your sales enablement tool but again both connect straight to your CRM and you're able to dictate how and when this these these tools update out of Salesforce now part of that connection uh what I will say is that you need to have good understanding of how this connection works too often do I look at these connections and see that they're just not set up properly or they're not aligned with your strategy as I mentioned there will be reps that are working quite often out of sales Loft and Outreach most of their day they'll be working out of that window referencing Salesforce for contextual Clues but lots of those cold outbound they'll be working directly out of there and you need to make sure that your connection is aligned with your strategy whether it is hey I don't want to push any information into Salesforce whether it is hey I don't want to create records in in sales loft or Outreach and have those created in Salesforce really the connection is great but the setup is where errors often occur because it's not aligned with your strategy on your outbound or your inbound or how you're processing these leads and contacts Analytics now what I will say between sales Loft and Outreach those that are living outside of Salesforce Outreach has great analytics there's dashboards there's reports that allow to see a myriad of different things whether it is email clicks email replies how different emails are performing how different cadences are performing how meetings are being set Etc salesloft also has all of these tools but I've just seen that Outreach has just more ample supply of different filters of different ways to look at the data now both as I mentioned are able to plug in this information into Salesforce so if you want to push all of your activity metrics from sales loft or Outreach into Salesforce to report on them in Salesforce that is absolutely possible there's advanced task mappings that you can do that essentially whenever a call or an email is sent in sales after Outreach that creates a task on the related record in Salesforce and you can track it there but just within their individual platforms sales Loft does have reporting and and dashboards and so does outreach and I would give Outreach the the go ahead here on the analytics it has great analytics particularly if you have a bdr manager that is constantly looking at those types of things constantly looking at their a b testing which is something that sells often Outreach gives out of the box to see how different templates are performing the analytics is phenomenal High Velocity sales as it's within Salesforce you are able to have the analytics on this information you're able to see different call dispositions different clicks Etc now again with high velocity you're limited to the Salesforce reports as well as the different products you'll have to have Salesforce dialer lightning dialer you'll need Salesforce inbox or Einstein activity capture to make sure that those emails or events are coming through but again it lives all within Salesforce which is great if that's what you're looking for and so those analytics are going to be surfaced within the Salesforce platform as well so in this case I would be given the analytics just just with pertaining to the um the tasks the emails and the calls I give the analytics Outreach is my first choice there followed closely by sales off with high velocity sales again kind of that two-sided story just on analytics alone not a huge fan but because it lives only in Salesforce you may already have those existing reports and it's great now the fifth piece I want to talk about here is the sales and support of these products sales Loft and Outreach both host a database of help articles of different how to's for their product both are considered their University product whether it's sales off University or Outreach University both often they also have certification programs that you may want to look into now the only difference that I'll make between Outreach and sales loft is I've seen sales Loft has slightly better lead time with their support tickets sales Loft can be very quick on responding and getting you direct help with one of their support reps Outreach also great but sometimes there's a slight delay in response time that I receive when reaching out to outreach support now with high velocity sales that is a Salesforce product so you're subject to the actual Salesforce ecosystem for support and so you have Trailhead available you have Salesforce supports uh as well as different help articles there now what I will say High Velocity sales as it feels like it's not fully built out and I have lost these sales or the sales enablement it feels like it's not fully built out so there's still a lot of questions that are that is on this that are on this product but if you're already familiar with Trailhead if you're already familiar with how to deal with Salesforce support that that's obviously great uh to to just tap into those those Resources with the high velocity sales but in terms of overall support and I would say even sales of adding users and just how quick it is I would put sales Loft as number one with a quick nod to outreach is number two with high velocity sales again you're kind of double dipping in Salesforce if you want to do that it's it's great for you but I do see the other tools as having a completely dedicated database of how to's and guides so I hope this has been helpful I wanted to dive through all three of these products to give you my experience from both an end user and an admin now unfortunately what I'll say is that I do have a bias towards one of these products I recognize it is absolutely based off of your scenario and your strategy personally I've enjoyed developing within the Outreach environment but do understand that there are a lot more variables in this whether it is pricing whether it is adoption Etc it really does depend on what your preferences are let me know if you have any other questions or comments on different capabilities across all three of these products I hope this has been helpful and I'll see you next time thanks