Sales ops · Production

LSEG drove 44% more opportunities and 53% efficiency gain by eliminating reactive account management with Salesloft

The problem

LSEG's account managers each handled hundreds of accounts with no reliable prioritization, spending their time on complaints, escalations, and churn prevention instead of proactive selling. Customer intent and usage data was fragmented across many marketing and operational platform instances, and AMs often learned about renewals only when a cancellation notice arrived, producing a visible spike in churn and an extremely demoralized team.

Workflow diagram · grounded in source
1
Multi-platform data consolidation
Integration
Data from ten marketing platforms and fourteen other platform instances is centralized into a single database mapped to LSEG's accounts.
▾ source quote
“Taking data from 10 different marketing platforms, 14 instances of various other platforms, he centralized it into a single database and mapped it to LSEG's accounts.”
2
Bespoke intent signal creation
Ai action
The unified data stream creates bespoke signals fed into the Salesloft platform, covering renewal dates, product usage context, and customers' external research activities.
▾ source quote
“This unified data stream created the intelligence for his bespoke signals fed into the Salesloft platform: - A seller is alerted six months out from a renewal date. - The signal provides context on the customer's current product usage and, …”
3
Competitive research alert delivery
Output
When a customer researches a direct competitor and an LSEG product they don't own, the AM receives a real-time, actionable alert with suggested content.
▾ source quote
“if a customer is researching a direct competitor and an LSEG product they don't own, the AM receives a real-time, actionable alert with suggested content”
4
Salesloft Rhythm prioritization
Routing
Salesloft Rhythm helps prioritize when and how to talk to customers.
▾ source quote
“Salesloft Rhythm helped to prioritize when and how to talk to customers”
5
AM personal outreach
Human review
The AM retains the final, personal touch on how to engage with the customer.
▾ source quote
“the AM retains the final, personal touch (the how)”
Reported outcome

Deploying Salesloft with centralized intent signals delivered a 53% efficiency increase, a 44% increase in opportunities created, and a 30% outbound reply rate, shifting account managers from reactive churn defense to proactive, commercially meaningful work.

Reported metrics
Efficiency increase53%
Opportunities created44%
Outbound reply rate30%
Previous outbound reply rate (baseline)12%
Reported stack
SalesloftSalesloft RhythmLLMs
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Source
https://salesloft.com/resources/case-studies/london-stock-exchange-group
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Frequently asked questions

What did this team achieve with this AI workflow?

Deploying Salesloft with centralized intent signals delivered a 53% efficiency increase, a 44% increase in opportunities created, and a 30% outbound reply rate, shifting account managers from reactive churn defense to…

What tools did this team use?

Salesloft, Salesloft Rhythm, LLMs.

What results were reported?

Efficiency increase: 53%; Opportunities created: 44%; Outbound reply rate: 30%; Previous outbound reply rate (baseline): 12% (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Multi-platform data consolidation → Bespoke intent signal creation → Competitive research alert delivery → Salesloft Rhythm prioritization → AM personal outreach.

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