More Productive Reps, More Quality Pipeline: Why Drift Was Made for Your Sales Team

By Holly Xiao

If you’re reading this, I think it’s safe to assume that pipeline generation is top of mind. You’re not alone: 49% of B2B sales and marketing leaders say that pipeline growth is their top priority.

Pipeline is the oxygen that keeps businesses going. But here’s the problem.

The public markets have been hit hard in 2022. Companies are hunkering down, conserving resources, and waiting out market volatility. Go-to-market (GTM) teams have had to slash budgets, reduce headcounts, and maximize what they already have.

This slowdown has made it even more challenging for sales teams to build quality pipeline. It’s also forced sales leaders to scrutinize productivity per rep and optimize for top performers — and do it all without burning their teams out.

Your sales reps’ time is more valuable now than ever before.

In fact, more than 79% of sales executives say improving the productivity of existing sales reps is key to hitting new targets; however, 65% of B2B organizations rank sales productivity as a top challenge.

That’s what Drift solves for. Last year, Drift’s customers had over 41 million conversations which translated, on average, into more than $8B pipeline influenced 💰

Keep reading to learn how Drift can help your outbound reps, inbound reps, and sales managers prioritize the right work, cut through the noise, and build quality pipeline.

Better Buying. Better Selling.

Drift Conversational Sales is your radar — it tells sellers who to engage with and when throughout the sales cycle.

With real-time notifications and AI-powered insights, sellers get instant visibility into a buyer’s intent based on what web pages they visit, which sales touch points they engage with, and how they interact with your brand — all in one place.

This way, you can empower your reps with actionable information, so they can capitalize on buyers’ moments of highest intent with a relevant message in the right channel. They’ll have better and smarter conversations that require less prep work and time.

And want to hear something really cool? On average, we help our customers increase sales rep efficiency by 50% and see a 670% ROI.

How do you get these same results? Check out what’s new for your sales team ⚡️

Outbound Reps, This One’s for You

It’s harder than ever to grab someone’s attention. People are overwhelmed with the influx of irrelevant and distracting messages coming their way. And as a seller, you’re no stranger to the noise, either. 

👆That’s why 42% of sales reps say prospecting is the most challenging stage of the sales process.

You are constantly trying to earn the right to start and continue a conversation. But with so many communication channels, it’s hard to nail the right timing, messaging, and channel to maximize pipeline.

best sales openers

This is where Drift comes in. Using a buyer-obsessed approach, Drift enables sellers to jumpstart conversations, build quality pipeline, and increase sales velocity using real-time insights and omnichannel communications.

Sales is nuanced. Drift helps you focus on what’s in your control and make small tweaks to meet your customers where they are.

Chat is one way we do that, and it’s the cornerstone of what we do — but it’s not all we do. Reps can create hyper-personalized emails and videos to keep the momentum going at every stage of the customer journey.

We’re so excited to introduce two key capabilities designed to help sales teams get in front of decision-makers in the right place, at the right time, with the right message.

AI Engagement Score

We’ve taken the already popular Drift Engagement Score and supercharged it with AI. Reps can now understand a prospect’s propensity to buy and prioritize their time based on statistically significant pieces of intent.

And here’s one more thing. We train a custom machine learning model for each of our customers that looks at which activities have historically led to an opportunity and assigns a custom weight to those activities. Activities include site visits, email activity, conversational intent, video views, job titles, and meetings data. That way, each one has a score personalized to their unique business, GTM motion, and customers.

Drift Live View

We’ve re-imagined Live View to make the interface more personalized and customizable with page, account owner, and geography filters. Reps can track potential buyers who are on their website in real-time to jumpstart sales conversations.

Prospecting is a lot of work. So how do you know if it’s working or not?

You deserve to see the fruits of your prospecting efforts. With Drift’s real-time notifications, you know exactly when a prospect interacts with your outreach so you can proactively engage them at their highest intent. That way, they’re more likely to book a meeting with you.

Inbound Reps, You’re Gonna Love This

Did you know that over 50% of buyers end up choosing the vendor they interact with first? In a world where customers expect immediacy, inbound reps have a very short window of time to respond — and keep someone’s interest.

At Drift, we’ve always been about having real-time conversations. We alert sellers when your target accounts are on your website. That way, you get notified the second a high-value account is ready to engage with you. If you’re available, you can proactively greet and qualify prospects at their moment of highest intent.

But over 50% of chats come in outside the hours of 9am-5pm. And email reply rates from prospects are also highest between 7-8pm. If you’re not available, we automatically qualify inbound leads to help you book qualified meetings, 24/7/360. Why? Because automation is like having an extra pair of hands. You can focus on high-priority conversations while still providing relevant, personalized responses to everyone 24 hours a day.

You can leverage Drift’s AI to quickly guide customers to what they need while always allowing them to book a meeting. Other chatbots only give you button options, which sees 40% less engagement than free-form text. So why not let customers ask their own questions with Drift’s AI-powered chatbots? You’ll not only create a delightful experience for customers, but you’ll also convert more conversations into quality pipeline.

And the best part is, you can take that experience on the go.

Drift Mobile App

Since we know work doesn’t just happen at a desk anymore, Drift’s Mobile App gives reps the power of Drift on the go — from wherever and whenever. You’ll be able to live chat, prospect, and keep deals moving in the palm of your hands.

Sales Managers, This Has Your Name Written All Over It

Coaching is a critical part of a sales manager’s role. How do you keep reps productive and focused during the day to generate pipeline? And for newer reps, how do they ramp faster?

The answer is insights.

According to Gartner, 65% of B2B sales organizations will transition from intuition-based to data-driven decision-making, using technology that unites workflow, data, and analytics by 2026.

You can pull Drift attribution and ROI reporting directly from Salesforce. With our two-integration, Drift pushes leads, contacts, chat activity data, and booked meeting data for attribution and revenue reporting.

Or, do it all within Drift. You can use conversation analytics in Drift to understand how you’re doing in conversations, meetings, pipeline, closed won, and more. That way, you can continually optimize and improve your sales strategy based on actionable insights.

We just released a new real-time dashboard to help sales managers track team performance and make data-informed decisions at the speed of your business. That means more meetings, more pipeline, and faster deal cycles.

Sales Real-Time Dashboard

Sales managers can drill into real-time team performance, manage bandwidth, and find coachable moments. The dashboard includes insights on conversation volume for your team, team availability, and critical team performance metrics like leads qualified and meetings booked.

Well, what are you waiting for? Prioritize the right work, cut through the noise, and build quality pipeline with Drift Conversational Sales.

Drift helps sales teams jumpstart more conversations, book more meetings, and generate quality pipeline. Get a demo today.