Case Study: SalesLoft achieves accelerated enterprise pipeline and a $100K win with Terminus

5 Ways Account-Based Marketing Helped SalesLoft Grow 2000%

SalesLoft, an Atlanta-based sales engagement platform, faced a strategic challenge: their inbound, lead-focused approach produced low-quality, small deals and didn’t penetrate larger enterprise accounts. To scale enterprise acquisition they needed to shift from volume-driven lead metrics to an account-based model, define their TAM and ICP, and align sales and marketing around meaningful account-level outcomes.

They adopted the Terminus ABM platform, used firmographic and technographic filters to build target account lists, and tracked three core KPIs—target account pipeline, marketing-influenced pipeline, and target-account contacts engaged—while supplementing digital efforts with field marketing. Using Terminus’ Account Hub and Opportunity Journey reports, SalesLoft identified what content and touchpoints moved buying committees, iterated programs, and ultimately closed a multi‑year ~$100k enterprise deal while creating a repeatable, sales-marketing-aligned enterprise motion.

Salesloft

Kyle Porter

Founder & Chief Executive Officer