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Alert account managers six months before each renewal, with product usage and what the customer is researching
Picked and checked by Olga Pearson, SalesUpLevel
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Reported in Salesloft's case study: LSEG's outbound reply rate went from 12% to 30%, opportunities created rose 44%, and efficiency rose 53% (the case study does not say how efficiency was measured).
When one account manager holds up to 400 accounts, renewals turn into surprises. At LSEG, AMs often did not know a renewal date until a cancellation notice landed.
Case study: London Stock Exchange Group (customer) and Salesloft (vendor), based on Chris Heathcote's session at Saleslove on Tour in London. He resisted buying another tool and first spent weeks shadowing account managers. A value versus complexity matrix showed nearly all their time went to admin. He pulled data from 10 marketing platforms and 14 instances of other platforms into one database mapped to accounts. Now an AM is alerted six months before a renewal, with the customer's current product usage and their outside research. If a customer is researching a direct competitor and an LSEG product they don't own, the AM gets a real-time alert with suggested content. AI supplies the what, when and why; the AM keeps the personal touch. He also set up an internal AI lab where 3,500 salespeople could test agents before the company bought anything.
By Chris Heathcote (London Stock Exchange Group), in a Salesloft case study, Strategic Program Manager, sales organization, LSEG · Case study (Salesloft customer story, from his Saleslove on Tour London session) ↗ · Jan 20, 2026
Run it before your 10am
- Shadow your account managers for a few days and list where their time goes. Sort tasks by value and effort.
- Put renewal date, product usage and intent data for every account in one place, matched to the account.
- Set an alert six months before each renewal.
- Add context to the alert: what they use, how usage is trending, and what they are researching (a competitor, or a product they don't own yet).
- Attach suggested content, and let the AM write the message in their own words.
- Track reply rate and opportunities created against the months before.
Account: [name]. Renewal date: [date]. Products they own: [list]. Usage in the last 90 days: [numbers and trend]. Research signals: [topics, competitor pages or products they looked at]. In 5 bullets, tell me: 1) How healthy this renewal looks, and why. 2) The one product they don't own that fits what they are researching. 3) The risk if a competitor is in their research. 4) A first message I can send this week, under 80 words, in plain language, no deck. 5) One question to ask on the call. Only use the data above. Say what is missing.
If you lead a team
- Shadow your AMs before you buy anything.
- Give every renewal a six-month alert with usage and research context attached.
Watch out for
- Vendor case study; Salesloft is describing its own product.
- Most of the work was joining data from 24 sources before any alert worked. Expect the data step to take the longest.
- The 53% efficiency figure is not defined in the case study.
- What I'd have my team try first: list every renewal in the next six months for one AM, add usage and any research signals you already have, and send one personal note per account.
Source: Salesloft customer story 'London Stock Exchange Group Drove 44% More Opportunities by Killing Reactive Work', published Jan 20, 2026, based on Chris Heathcote's session at Saleslove on Tour, London. Case study: customer LSEG, vendor Salesloft. Results are as reported; we did not measure them.
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