Engage High Intent Buyers While They’re On Your Website Or Within Minutes of Their Visit  

Executive Summary:

• The "Signal Based Selling" Gold Rush is On: Businesses are racing to gather the right buyer intent signals to prioritize sales efforts and initiate, progress, and secure deals faster. This becomes crucial in a sales landscape where more than 50% of sales go to the first seller in the deal.
• But Sales Reps Are Missing Buyers Because of Conventional Thinking: Sales representatives are spending only ~30% of their time with buyers, often wasting efforts due to a flawed view of buyer intent that is based on human hypothesis, overly simplified calculations, and inaccurate third party data. 
• The Solution is Deep Behavioral Website Buyer Intent, Predicted by AI: The best place to identify buying intent is on your website. This first party buyer intent data, scored in real-time by Lift AI while on your website, is the most effective buyer intent signal on the market. 
• To Engage and Convert High Intent Visitors While They are on the Website. Using Lift AI alongside Drift, sales teams can engage high-intent individuals within accounts immediately while they are still browsing the website, capturing them at the moment of peak interest to maximize conversion chances.
• Then Activate Outbound Sequences for High Intent Visitors Within Minutes of them Leaving the Website: Integrating Lift AI's buyer intent scores with Salesloft allows sales teams to prioritize and personalize their engagement based on high intent individuals within accounts, spending more time with buyers who matter and increasing conversion rates.
• Plus Unlock Net New Accounts from Anonymous Visitors:  Lift AI’s unique capability to analyze and score both known and anonymous website visitors ensures that no potential buyer is overlooked, whether they are identified or remain anonymous until identified through the conversion process.

Lift AI is so effective it even works for anonymous visitors. So imagine how well it is going to work for the known ones once you layer on all the Salesloft Rhythm signals. 

From Signals to Sales in Real-time

The race is on for businesses to optimize sales engagement and start, advance, and win deals before competitors do. This is especially important when  50% of sales go to the first company to respond in a sales capacity. 

Unfortunately, sales reps spend less than 30% of their time with buyers on average, so their time is often spent chasing the wrong leads or being caught up in content generation and admin.

The problem can be boiled down to this: finding buyers before competitors do, prioritizing the right buyers with your sales resources and engaging them with the right experience.

That’s where the synergy between predictive AI website buyer intent and robust sales engagement platforms becomes increasingly critical. 

Lift AI and Salesloft offer a powerhouse combination that dramatically increases the efficiency and effectiveness of sales teams by:

1. Offering a way to spot ready-to-buy individuals and engaging them in real-time on your website using Drift, a Salesloft company, and 
2. Prioritizing follow-up Cadences within minutes after their website visit using Salesloft. 

This means the individual buyer’s experience can also be aligned to the intent of that account - an important element when 80% of buyer decisions are based on their experience. 

Let’s explore how integrating Lift AI’s cutting-edge website buyer intent technology with Salesloft’s Revenue Orchestration Platform and Drift’s real-time capabilities can dramatically improve sales outcomes.

Transforming Sales Prioritization: Start With the Most Important Signal

Effective prioritization is the backbone of sales success. Sales teams manage long lists of accounts but often lack the precise data needed to know which accounts to focus on.

For example, a sales team member might have a list of 50 accounts to engage. Where do they start? 

Well, you might start with how close that account is to your ICP (Ideal Customer Profile) fit. But that won’t tell you if that particular account is close to buying from you today.

Then you might layer in some offsite buyer intent signals, but the signals available to the sales team to date just scratch the surface of how to measure intent and which signals to use and how to use them is very subjective and human biased.  

Here’s why…

Not All Buyer Intent is Equal

Some buyer intent tools will tell you that a particular account visited the pricing page of your website, therefore they must have intent to buy. However, with Lift AI we know that 88% of your buyers don’t visit the pricing page at all, because intent can’t be measured based on just one action.

In fact, on one of Lift AI client’s websites, customers purchased through 77,000 different pathways or buying journeys on the website alone. 

It’s clear that measuring intent cannot possibly be done by just looking at a website visit, pricing page view, return visit, or content download alone.

Similarly, attempting to capture the visitor’s email address via gated forms and chat for further qualification can sabotage engagement by up to 80%, as the visitor is unlikely to provide personal information without feeling an exchange of value first.

Website Behavior is the Strongest Signal

Therefore, you need a deeper, more nuanced view of buyer intent that only AI can provide: real-time website micro behaviors. And Lift AI is the only tool on the market that can measure it accurately.

Lift AI’s machine learning model is pre-trained to analyze the behavior of website visitors in real-time. That behavior is translated into an “intent score” and “intent band”, displayed as a number between 0-100 and either low, medium, or high band.

The reason this intent score is so powerful is because it’s based on hundreds of micro behaviors that are fully trackable by the first party data on your website, unlike the handful of other buyer intent signals which are taken from third party data sources and can be inaccurate, untimely, or irrelevant. 

Lift AI’s integration with Drift (a Salesloft Company) allows sales teams to engage high intent visitors in real-time while they’re on the website, striking while the iron is hot. 

In fact, Lift AI’s behavioral intent signal is so strong that it works on completely anonymous visitors, providing a pathway to conversion for the majority of visitors who can’t be ID matched to an account. High intent anonymous visitors who are engaged without friction will reveal their information for future selling once you have earned their trust and shown that you can help them solve their problem.

For those accounts not engaged in real-time on the website, Lift AI’s integration with Salesloft allows your sales team to prioritize following up with accounts who demonstrated high intent on your website,to increase conversion and prioritize sales efforts. 

Salesloft Integration: Prioritize Sales Plays and Cadences Based on Real-time Intent

When you’re able to ID reveal and match a high intent website visitor to an account, the Lift AI score can be parsed into Salesloft, giving your sales team the strongest signal possible to prioritize their list of account engagement. 

Prioritize Sales: Spend Time on the Right Accounts 

For example, if an account was on your website just a few minutes ago and had a high intent score, Salesloft can prioritize, automate, and recommend the next best action for the salesperson within minutes of that account leaving your website. 

Prioritizing sales actions within minutes of leaving the website is essential, because after just five minutes, the odds of qualifying a new lead decrease by 10x.

Here’s how Lift AI and Salesloft helps take full advantage of a “golden window” of opportunity:

• Discover account-matched website visitors with a high intent Lift AI score in real-timesome text
  • Accounts are ID matched on your website alongside firmographic data if available
  • Lift AI website buyer intent scores are automatically added to that visitor and updated in real-time as they navigate through the website
  • The account and individual contact data is automatically enriched with the new Lift AI score inside of Salesloft within minutes of that visitor leaving the website
• Prioritize high intent leads with your sellers and set up target prospecting based on Lift AI qualified leadssome text
  • Salesloft can automatically add accounts to your “hot lead” or “priority 1” Cadence based on their Lift AI intent score
  • This allows your sellers to prioritize their efforts on accounts that have recently had a website visitor who demonstrated strong intent to convert
  • Take advantage of Salesloft’s built-in AI generated content to tailor each email to those accounts
  • Simply review, edit, and send the email to the account within seconds 
• Layer on additional automation to nurture or close the salesome text
  • Lift AI’s buyer intent score helps sellers determine and prioritize which accounts are sales ready versus who requires further nurturing
  • For those that require nurturing, sellers can create Salesloft Plays to automatically tailor your engagement accordingly - for example when a buyer downloads a piece of content, watches a video, further interacts with your website, or books a meeting. Every action is prioritized by Conductor AI in Salesloft Rhythm so sellers are always focused on the right accounts, at the right time. 

The best part about this workflow is that it ensures your sales team is prioritizing and spending time on ready-to-buy accounts based on the most recent up-to-date buying signals on your website. 

This is how you create stronger inbound-led outbound sales.

Individualize Engagement: The Right Buyer Experience 

Salesloft gathers signals across the full customer lifecycle from Lift AI and your other third-party applications, so sellers can prioritize their engagement to align with both the individual and the account’s intent, with AI-generated content to help tailor every interaction

This ensures that messages resonate more profoundly and are aligned with the prospect’s current stage and intent level in the buying journey. 

It also cuts down on content generation and admin time, making your sales team more productive while converting more leads into sales.

So now your sales team has a very different kind of day. 

They login to Salesloft in the morning, and the most impactful actions they can take to hit their number are already prioritized in Rhythm based on all the data on hand at that moment, including Lift AI’s website buyer intent scores. 

Over the course of the day Lift AI’s real-time website buyer intent data is updated in both Drift and Salesloft as it’s captured, so seller’s can engage high intent accounts on the website, or reach out to them within minutes of them leaving.

Drift Integration: Real-time Website Engagement Plays for Immediate Conversion

Using Lift AI and Salesloft is perfect to prioritize inbound-led outbound sales, but what about while the account is right there on your website? 

Combining Lift AI with Drift’s conversational marketing technology, now part of Salesloft, creates an unmatched tool for engaging prospects directly on the website—right at the moment their interest and engagement with your brand is piqued. 

This approach leverages the “in-the-moment” engagement potential, drastically increasing the chances of converting a high-intent visit into a sales opportunity. 

Now you can set up Drift workflows based on each visitor’s Lift AI intent score:

• Create Drift playbooks that prioritize direct and immediate contact between the prospect and the sellers for high intent scores. 
• Balance AI-automated workflows such as Bionic Chatbots with personalized seller touch points for medium intent visitors, nurturing them towards qualification, escalation, and sales 
• Continue to leverage AI-automated workflows for low intent visitors to deflect them from live sales resources, provide support, and top of-funnel content to nurture them until they’re sales ready

The power of this approach is that you can align the buyer experience to their intent in real-time, while passing the best opportunities to your sales team who have the highest chance of converting prospects based on their expertise.

Bonus: Turning Fully Anonymous Visitors into Salesloft Accounts with Drift

One of the most powerful features of Lift AI is its ability to predict buyer intent for every single website visitor based on their behavior, regardless of whether they are ID revealed accounts or completely anonymous. 

That’s because Lift AI doesn’t need account information to work, just the visitor behavior. 

This enables you to set up Drift workflows for high intent anonymous visitors, routing them to your sellers for conversion and in the process capturing their email address or account information, which becomes a net-new account in Salesloft that otherwise would be missed.

Case Studies and Results

Using Lift AI’s website buyer intent scores as the primary signal for sales, companies have seen game-changing results. For example:

• Boomi: More than doubled (2.42x) SDR conversion rates from conversation to Opportunity to double monthly Opportunities and Pipeline from Drift. 
• Chronus: By utilizing Lift AI’s intent scores, Chronus was able to prioritize high-intent visitors from known accounts, and increase conversion rates by 11.6x.  
• Drift Customers: Companies using Lift AI for Drift have a 9x increase in their conversation to opportunity conversion rate on average.

The collaboration between Lift AI and Salesloft represents a significant advancement in the integration of AI-driven buyer intent with Revenue Orchestration Platforms. 

By empowering sellers with real-time, actionable data on buyer intent, this partnership ensures that companies can not only identify the best leads but also engage them effectively and efficiently with the right experience.

As the marketplace continues to evolve, the ability to harness this combination will undoubtedly distinguish leading businesses from their competitors.

To experience the transformative benefits of Lift AI and Salesloft firsthand, integrate these technologies into your sales strategy today.