Case Study: SalesLoft achieves accelerated enterprise acquisition and measurable account engagement with Terminus

How SalesLoft Measures Its Most Impactful Activities and Accelerates Enterprise Acquisition

SalesLoft, an Atlanta-based sales engagement platform, faced the challenge of moving beyond low-value inbound leads and shifting its reporting and strategy from individual form fills to an account-based, enterprise-focused approach. Leadership wanted alignment between sales and marketing around meaningful account metrics rather than volume-based lead counts, and the team needed a way to target, engage, and measure high-value enterprise accounts.

Using the Terminus ABM platform, SalesLoft defined its TAM and ICP, focused on firmographic and technographic fit, and tracked three KPIs—target account pipeline, marketing-influenced pipeline (targeting 70–80% influence), and target account contacts engaged as the new MQL. The account-centric programs (including robust field marketing) let teams analyze Opportunity Journey reports, iterate on content for buying committees, and ultimately accelerate enterprise acquisition — exemplified by closing a $100K enterprise deal and stronger, measurable enterprise pipeline growth.

Salesloft

Eric Martin

Director of Marketing Programs