How durhamlane Scaled SDR Productivity and Coaching With Salesloft
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Overview
durhamlane specializes in proactive outbound strategies and MQL conversion that help B2B companies achieve their revenue goals faster.
To enhance client stickiness across a diverse and growing client base, durhamlane sought a Revenue Orchestration Platform that could scale effectively and provide the visibility required to coach its reps consistently.
With Salesloft, durhamlane took SDR productivity to the next level. Salesloft made prospecting easier by automating manual tasks that used to eat up time, simplified call reviews, and gave SDRs a single place to find the information they need. Instead of juggling 20 to 30 browser tabs while prospecting, reps can now work from one clear view. Salesloft also helped SDRs build structured, multi-channel cadences that keep messaging consistent and deliver valuable insights for smarter coaching and ongoing performance improvement.
The Challenge
As an outsourced SDR provider, durhamlane managed outbound engagement for 30 to 40 clients at any given time. This presented unique challenges in delivering consistent quality and integration with each client’s processes.
Anthony Usher, Data and Sales Enablement Manager at durhamlane, explained the goal: “We wanted to become more sticky with our customers.”
Their previous platform lacked the sophistication to provide full visibility into SDR activity or support deep integration with client systems. Their challenges included:
- Scalability of prospecting. Without a centralized system to manage and track cadences, it was difficult to implement best practices and optimize engagement strategies at scale.
- Limited visibility. Basic metrics like email volume were available, but deeper insights into messaging resonance, conversation progress, and coaching opportunities were missing.
- Click friction. SDRs juggled multiple tools during prospecting. Navigating between CRM, LinkedIn, and prospect websites created unnecessary work and distractions.
The Solution
After evaluating options, durhamlane selected Salesloft. Anthony highlighted the importance of the people at Salesloft, noting their proactive support and commitment to understanding durhamlane’s business.
The partnership has grown stronger over time through close collaboration, including reciprocal visits and shared events. Seamless integration with client CRMs and an intuitive interface reduced manual effort and gave SDRs fast access to the information they needed.
Unlocking deeper insights with conversation intelligence
Salesloft’s Conversation Intelligence (CI) provided new coaching and insight opportunities. Anthony shared that CI’s tracker words help identify unique customer talking points. This made it easier to focus on specific details during reviews.
CI enabled targeted coaching and allowed SDRs to take ownership of their development. Reps highlighted calls for review and actively sought guidance, creating a culture of continuous improvement.
Results
Since implementing Salesloft, durhamlane has seen:
- Increased SDR Productivity. Automation and easy access to call recordings and transcripts freed up time for strategic engagement.
- Stronger Coaching. CI allowed team leaders to give specific, tactical feedback without time-consuming full-call reviews.
- Streamlined Prospecting. SDRs worked from a consolidated workspace, reducing time spent switching between tools and improving focus.
Future Plans
durhamlane plans to integrate data from all Salesloft instances into a business intelligence tool for deeper insights. They are refining cadences based on performance data and industry best practices, while tailoring outreach by geography and industry.
The team is particularly excited about Salesloft’s Account Research Agent, which uses AI to support efficient prospect research. Anthony noted that this will help SDRs quickly gather what they need before engaging prospects.