Salesloft
This Salesloft feature organizes a series of planned touchpoints such as calls, emails, and other actions to help you consistently engage prospects.
What is a Cadence?
Value Selling is less about explaining everything our product can do and more about connecting our solution to this.
What is a business outcome the customer cares about?
This three-letter system helps organizations manage core business processes such as financials, projects, resources, and operations in one place.
What is an ERP (Enterprise Resource Planning) system?
Deltek specializes in serving organizations whose revenue and success are largely driven by delivering this type of work.
What are projects / project-based businesses?
Get a look at the city, if you can wait in line long enough at in this high towering New York City classic.
What is the Empire State Building?
When you complete a call, email, or other action in Salesloft, completing this helps ensure your activity and outreach are accurately tracked.
What is logging/completing the activity?
Before communicating value, sellers need to understand these three things about the customer.
What are their challenges, priorities, and desired outcomes?
These four stages represent the project lifecycle that Deltek solutions help customers navigate.
What are Win, Plan, Execute, and Analyze?
Firms that design buildings, infrastructure, and other environments commonly fall into this Deltek industry segment.
What is Architecture & Engineering (A&E)?
Seen in opening theme song of Full House, this renowned bridge sports a view of the bay.
What is the Golden Gate Bridge?
You've added a prospect to a Cadence, but they haven't responded after the first email. Your next move should generally be this.
What is continue executing the next steps in the Cadence?
Features describe what a product does. This explains why that capability matters to the customer.
What is value?
This is Deltek's AI-powered business companion, bringing AI and intelligence into Deltek solutions and customer workflows.
What is Dela™?
Companies that sell products or services to federal agencies operate within this major Deltek market.
What is Government Contracting (GovCon)?
Rio de Janiero is home to this colossal statue. And although there are many of it's kind, this one has become the most iconic of these religious vantagepoints.
What is the Cristo or specifically "Christ the Redeemer"?
A prospect replies and agrees to meet with you. Rather than continuing automated outreach as if nothing happened, you should do this with their Cadence.
What is remove/stop them from the Cadence?
A strong value conversation explores the benefit of change AND this other side of the equation.
What is the impact or consequence of not changing?
Rather than building generic business software for everyone, Deltek develops solutions around the unique workflows, challenges, and requirements of these organizations.
What are project-based businesses and industries?
Consulting, accounting, and other firms that primarily sell their expertise and people's time commonly fall under this industry category.
What are Professional Services firms?
This rock face boasts one of the greatest in Yosemite, but you don't have to risk it on on a "Free Solo" climb to get there, you can always hike up the other side.
What is El Capitan?
You're starting your prospecting day and have dozens of people across multiple Cadences. This Salesloft area helps you see and prioritize the activities that need your attention today.
What are your Tasks?
A prospect spends 10 hours every week manually reconciling project data. Before positioning Deltek, a Value Seller should do this next.
What is quantify/explore the business impact?
ERP, CRM, project management, business intelligence, industry expertise, and AI all contribute to this bigger Deltek story—helping customers connect and manage more of their business through Deltek.
What is the Deltek platform?
Whether it's an A&E firm monitoring project profitability or a government contractor managing contract requirements, Deltek customers share the need to connect their people, financials, and work around this central unit of their business.
What is the project?
Get a glimpse at the raging sea, battering the west coast of Ireland, from these coastal, high set grassy plains.
What are the Cliffs of Moher?