From target list to first call, without Sales Ops touching it twice.
Pulsar was built inside the Sales Ops team of a B2B SaaS company that runs on Salesloft, to fix gaps that team hit every week. This is how they use all five products together today: from loading a list, to the weekly review of how the team worked it.
A good list was only the start of the work
Finding who to target was never the hard part. Everything after it was: loading the list, getting reps the right numbers, and keeping the data clean enough to report on.
- Every new list meant a manual upload, then adding people to the right rep's cadence by hand
- Anyone without a phone or email sat in a cadence that reps couldn't work
- Account research and pitch notes were written one person at a time, if at all
- Reps had no way to tell which number to dial, or when
- Reports relied on fields that someone had to remember to update
- Reviewing the team meant exporting activity, counting dials rather than people, and arguing about holidays and who sat in which pod
- Company
- B2B SaaS
- Sales engagement
- Salesloft
- Run by
- Sales Ops, for SDRs and AEs
- Data providers
- Their own preferred providers, on their own API keys
- Research
- Their own Clay table
- Products used
- Import, Enrich, Connect, Automate and Insights
Six steps, and only the first one is manual
Once the list is built, each product picks up where the last one finished. Everything lands on the Salesloft records reps already work, and the last step shows how well the team worked it.
Build the target list
The team uses an external tool to pick the companies and people they want to go after. This is the one step that stays in their hands.
Load it into Salesloft, straight into cadences
The list goes in with one bulk upsert. Existing people and accounts are matched and updated rather than duplicated, new ones are created, and each person is added to their rep's cadence in the same import. Everything is previewed first and can be undone for 30 days.
Fill the gaps and do the research
As people join the cadence, anyone without a phone or email goes through the team's own waterfall: their preferred providers, in their order, on their own API keys. At the same time, each record goes to their Clay table, which runs the deeper account enrichment and writes the SDR pitch and account notes.
Give reps the best chance of connecting
Connect learns from the team's own call history which numbers actually get answered. Every person gets a best number, a priority tier and a best time to call, and numbers reps mark as wrong are cleared so Enrich can find a better one.
Keep the data ready for reporting
As calls happen, fields like Last Connected Date and account roll-ups update on their own, and account fields are copied onto every person. An Account On Cadence flag says Y while anyone at the account is on an outbound cadence, so reps don't start a second thread at an account that's already being worked. Views and reports work from fields nobody has to maintain.
Review how the team worked it
Every week, Sales Ops and the team leads open Insights instead of building a report. They see how many people and unique accounts each rep added to cadences, dialed, connected with, pitched and booked, and how many they emailed and got replies from. They look at it per rep and per manday, the days each rep actually worked, so a short week or a holiday doesn't make anyone look slow.
They compare their own SDR pods, not just Salesloft's teams, and reps who moved pod mid-quarter count for the right pod on the right days. Pitched and Booked use the same call outcomes as their Smart Dates, so the review and the fields on the records always agree. Every number is shown against the week before, and a click on a pod shows the reps behind it.
Each team lead also has a dashboard of their own, opened on their pod: Booked to Connect %, Calls connected rate and Booked per day as tiles, the formulas defined once so every pod reads them the same way.
Sales Ops builds the list. The rest runs itself.
No more manual list loading
A new list goes from spreadsheet to live cadence in one import, with nothing to add to cadences by hand afterwards.
Reps start with everything they need
By the time a rep reaches a person, the record has a phone, an email and the research and pitch notes for that account.
The right number at the right time
Reps dial the number most likely to be answered, at the time that person usually picks up, and wrong numbers get replaced.
Reports that stay trustworthy
The fields behind views and reports keep themselves current, so nobody has to chase updates before a pipeline review.
Reviews that start from the same numbers
The weekly review opens on per-rep and per-manday numbers everyone agrees on, so the conversation is about what to change, not whose spreadsheet is right.
Fair comparisons between pods
Pods of different sizes, short weeks and mid-quarter moves are all evened out, so coaching goes to the reps and pods that actually need it.
Want the same setup on your Salesloft?
Talk to us and we'll walk through this workflow on your own data: your list tool, your providers, your Clay table and your team's last week.