How We Doubled New Logo Acquisition in One Year

By Tifani Lane, SVP of Sales, MOTOR Information Systems

When I joined MOTOR in 2023, I walked into a sales organization with over 120 years of history. The team was experienced, successful, and incredibly knowledgeable. They were also doing everything their own way, on their own spreadsheets, and from their own heads. And that was going to be a problem.

We had big growth ambitions, but our existing processes didn’t provide a clear path to get there. Everybody's best knowledge was locked in a spreadsheet or inside someone’s head that walked out the door every Friday. We had no consistent process and no way to scale outbound across 100,000+ prospects. I knew pretty quickly that something had to change, but I also knew we couldn’t change everything at once.

When I arrived at the company, Salesloft was already part of the tech stack. A top-performing rep had demanded it at her previous company and refused to work without it. But she was the only user, so the opportunity was sitting right there.

We started with Conversation Intelligence

My first mandate was simple: every customer meeting needs to be recorded. That's it. No massive workflow change, no new system to learn. Just click record. I knew if I was going to get buy-in from the team, I needed quick wins that were impossible to argue with.

What happened next surprised even me. Reps could actually focus on the conversation instead of scribbling notes. At the end of every meeting, they had:

• A full recap
• Organized next steps
• And an easy follow-up email back to the customer

As a leader, I could review the meetings I missed — not because I didn't trust my team, but because salespeople sometimes have happy ears. Sometimes you need to hear the full picture.

Within weeks, the team was asking what else can this thing do?

Next, we went all-in on Salesloft Cadences

We had 100,000+ prospects. Manual outbound wasn’t structured — a group email here, a follow-up there — and that wasn't going to scale the way we needed to in order to achieve our growth goals. So we set up cadences in Salesloft, and made it a required workflow: if you want access to the prospects and opportunities we're handing you do the work in Salesloft. The consistency in messaging, velocity, tracking, and visibility into what was landing — was a completely different game.

You could feel the shift. New logo growth ticked up. Then they ticked up again. We had our biggest month of new customer acquisition ever.

At first, people said we just got lucky. Then it happened the next month. And the month after that. Records that had stood for years started falling, and they kept falling.

Then we added AI Account Research

When we added AI Account Research, everything changed again (in a good way!). Salesloft’s Account Research AI Agent is honestly what I get most excited to  talk about. Before any customer engagement, it gives me a complete picture of that account — faster and more thoroughly than any rep could do manually. I use it every single day. In fact, just recently I used it live during a QBR with our commercial sales team. I asked one of the reps to pitch me based on their discovery prep. Then I pulled up the Account Research Agent and showed them everything they'd missed. The room went quiet (again, in a good way!).

What we were accomplishing simply wouldn't have been possible without Salesloft. With Cadence, Conversation Intelligence, AI Account Research, our team’s capacity increased in a way that couldn't have happened without the technology.

In 2025, we doubled new logo acquisition YOY. We thought, okay, this is our new normal. But 2026 has been even better. We keep breaking our own records and we're just getting started.

Ready to see how Salesloft can go to work for your team? Book a 15 minute discovery call to get the process started.