Case Study: Salesforce sharpens phone sales skills with Mailshake

Salesforce powers sales engagement with Mailshake used by 38,000 professionals

Salesforce sought to improve the effectiveness of its sales development representatives (SDRs) in phone-based outreach. The challenge was mastering the necessary mindset and tactical skills to overcome rejection, build rapport, and close more deals over the phone. To address this, they leveraged insights and methodologies from Sujan Patel, the founder of Mailshake.

The solution implemented involved adopting Mailshake's CAT Framework for mindset mastery (Confidence, Attitude, Tone) and incorporating five key tactical phone sales tips, such as varying call times and conducting thorough prospect research. By applying these strategies, Salesforce's SDRs were able to have better conversations, leading to improved close rates and more successful deal outcomes. The measurable impact included SDRs developing thicker skin, staying positive, and ultimately enjoying real success in their phone sales efforts, thanks to the framework provided by Mailshake.

Salesforce