Outreach or Salesloft: which solution should you choose to convert more leads?

In the sales engagement arena, two giants are battling it out: Outreach and Salesloft. These two platforms have become essential for B2B sales teams who want to speed up their sequences, better manage their prospects and close more deals. But which of these two solutions really ticks the right boxes for your organisation?

Let's face it, on paper the two tools appear to offer similar functionality: multi-channel sequencing, automation, CRM integration, conversational intelligence and so on.

Yet their capabilities differ, as do their interface, pipeline management logic and LinkedIn strategy.

👉In this comprehensive comparison, we put Outreach and Salesloft under the microscope:

• Key features,
• UX,
• integrations,
• pricing,
• support,
• use cases...

Our aim is to help you make the right choice for your needs, your reps and your sales pace.

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What is Outreach?

Overview of Outreach

Outreach is a sales engagement platform designed to help sales teams standardise, automate and scale their sales processes. It is one of the most advanced tools for orchestrating multi-channel sequences, managing conversations with prospects, tracking reps performance, and most importantly, moving deals through the pipeline.

Launched in 2014, the solution has quickly established itself as a must-have for complex B2B environments, thanks in particular to its ability to combine conversational intelligence, automation and real-time coaching. Outreach doesn't just send emails: it structures the sales cadence, connects all the points in the sales journey, and feeds teams with actionable data.

It is clearly positioned as a high-end solution, designed for ambitious sales teams, hyper-growth organisations or environments where every interaction with a prospect counts.

Key features of Outreach

Outreach stands out for the breadth and depth of its functionality, which goes far beyond a simple sequencing tool. The platform acts as an orchestra conductor for your sales operations: it synchronises your channels, structures your messaging, and boosts the productivity of your agents at every stage of the sales cycle.

⚒️ Here are the key features that make Outreach a complete sales engagement solution:

• multi-channel sequences (email, telephone, LinkedIn, manual tasks) for fluid, personalised cadences ;
• intelligent pipeline management with scoring, alerts and recommendations;
• conversational intelligence: call analysis, detection of buying signals, automated transcription, etc;
• automation of repetitive tasks (reminders, follow-up, reminders);
• dynamic dashboards with performance indicators by reps, accounts or sequences;
• deep CRM integrations (Salesforce, HubSpot, etc.) and open API for advanced customisation;
• integrated coaching function for managers: feedback on calls, recommendations for improvement, analysis of response rates.

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Advantages and disadvantages of Outreach

Like any robust platform, Outreach is not suitable for every context. Its " enterprise-ready " orientation is an asset for some, but can be a hindrance for others.

Before making a decision, you need to ask the important question: does this solution fit with your structure, your level of commercial maturity and your growth objectives?

✅ Outreach is acclaimed for its rich functionality, advanced automation capabilities and data-driven approach to sales management. But that's not all. Here are the main strengths identified by users (and confirmed in our research):

• powerful sequences: multi-channel, customisable, ultra-flexible ;
• clear, well thought-out interface, even for complex processes;
• excellent automation, without sacrificing customisation of exchanges;
• deep CRM integration: two-way synchronisation and automation options;
• responsive customer support and a comprehensive knowledge base;
• strategic insights thanks to conversational intelligence and data analysis;
• highly comprehensive tool for managers: performance monitoring, coaching, risk prediction.

❌ But be warned, not everything is rosy. Despite its strengths, Outreach can have its limitations, particularly for smaller structures, or those looking for a solution that is quicker to implement. Here are the main drawbacks to bear in mind before committing yourself:

• high learning curve, especially for teams unfamiliar with advanced tools ;
• high price (not very transparent, often subject to quotation), which may put the brakes on SMEs;
• long set-up times, especially for complex CRM integrations;
• some advanced features limited to premium plans ;
  
• less fluid on mobile than some competitors;
• may seem too rich for sales teams with simple needs.

What is Salesloft?

Salesloft overview

Salesloft is a sales management platform designed to support sales teams throughout the sales cycle, from prospecting to deal signing, including pipeline monitoring and management. The company was one of the first to democratise the concept of sales sequences, and today remains a key player in the category.

Easier to use than Outreach, but just as ambitious in certain respects, Salesloft focuses on the user experience, the effectiveness of reps, and the orchestration of multi-channel campaigns, notably via email, calls, LinkedIn or personalised video.

The platform is particularly attractive to mid-market sales teams and fast-growing organisations looking for a comprehensive yet accessible tool with rapid time-to-value.

Salesloft's main features

Salesloft is not just a sequence tool. It's an all-in-one solution for driving engagement, strengthening collaboration between salespeople, and aligning marketing and sales efforts around a fluid, measurable pipeline.

⚒️ Salesloft's key features include

• visual sales sequences with automated or manual steps (email, call, tasks, LinkedIn) ;
• call recording and transcription, with semantic analysis (conversation intelligence);
• coaching functionalities (asynchronous listening, comments, scoring);
• Deals" modules to monitor opportunities and detect high-risk deals;
• Integrated Sales Dialer (VoIP calls directly from the platform);
• robust CRM integrations (Salesforce, Microsoft Dynamics, HubSpot, etc.);
• mobile application for on-the-spot monitoring;
• customisable reporting and dashboards for managers.

Advantages and disadvantages of Salesloft

Salesloft is often praised for its ease of adoption, its functional clarity and its ability to quickly get teams on board with a fast-paced sales engagement process.

But like any tool, it has its strengths... and its blind spots. Before taking the plunge, it's best to know what you're getting into. So let's take a look at what Salesloft really has up its sleeve, beyond its marketing promises.

✅ Salesloft comes into its own thanks to an intuitive interface, quick configuration and ease of use. Ideal for sales teams who want to ramp up quickly without going through a complex implementation. Here's what users say is great about it:

• very well thought-out UX: clear, logical, pleasant to use every day ;
• rapid implementation, even without a dedicated technical team;
• High-performance Sales Dialer, especially for SDR/BDR teams;
• good level of automation, while retaining control over personalisation ;
• well-integrated coaching and call analysis;
  
• responsive customer support, often cited as a strong point;
• Cheaper than Outreach, with offers tailored to mid-markets.

Outreach vs Salesloft: compare features

Functionality	Outreach	Salesloft
Multi-channel sequences	Yes (very advanced)	Yes (powerful)
Automation	Very advanced	Good but simpler
CRM integration	Deep (Salesforce, HubSpot...)	Solid, but a little less flexible
Conversational intelligence	Powerful (analysis, recommendations)	Good (transcription, scoring, feedback)
Sales Cadence Builder	Flexible and comprehensive	Very intuitive, visual
Pipeline management	Opportunity management function with insights	Deals module, but more limited
Sales Dialer	Yes (integrated)	Yes (much appreciated)
Interface	Complete but dense	Ultra-fluid and accessible
Mobile application	Basic	More developed
Support and onboarding	Responsive, well documented	Highly appreciated by users
Integrated coaching	Advanced, data-driven	Simpler, but effective
API and customisation	Very advanced	More limited

Focus on multi-channel sequences

Sales sequences are at the heart of any engagement strategy: they enable reps to remain visible, relevant and responsive.

On this point, Outreach offers impressive flexibility: you can :

• create complex scenarios
• add conditions
• mix email, call, manual task, LinkedIn, SMS, all with intelligent triggers.

Salesloft, on the other hand, offers a highly visual, highly fluid Sales Cadence Builder, but with fewer conditional automation options. On the other hand, its simplicity is a real asset for teams who want to move fast without getting lost in the parameters.

💡 Verdict:

• Outreach for ultra-advanced sequences,
• Salesloft for a quick start.

Focus on conversational intelligence

Outreach incorporates advanced conversational analysis, with :

• automatic transcription
• intention detection
• call scoring
• and personalised recommendations.

These features are extremely useful for coaching, deal forecasting and continuous improvement.

Salesloft also offers call transcription and analysis, with a system of :

• comments
• rating,
• and sharing.

But user feedback notes less analytical depth compared to Outreach, especially on actionable insights.

💡 Verdict:

• Outreach dominates on conversational analysis,
• Salesloft does the job if you're looking for a "standard +" level.

Focus on automation

This is where Outreach clearly has the edge. Automation is everywhere:

• reminders
• scoring,
• task prioritisation,
• conditional workflows,
• integrations.

It's a real machine for scaling the productivity of sales teams.

Salesloft offers a more limited level of automation, but it is sufficient for classic sequences. Some tasks still have to be carried out manually or semi-manually, which can be a drag on a large scale.

💡 Verdict: if automation is key in your organisation, Outreach is the best option.

Outreach vs Salesloft: compare prices

When choosing a customer engagement platform, the question of price is not limited to the cost per user. You also need to consider the features included, the onboarding costs and the scalability of the pricing model. Neither Outreach nor Salesloft are particularly transparent on this point, so for more information on their prices you'll need to contact their sales teams.

Outreach vs Salesloft: which interface is more intuitive?

The interface of a sales engagement tool can make all the difference. A good design doesn't just look good: it facilitates rapid adoption, makes navigation easier and boosts reps' productivity. And between Outreach and Salesloft, the approach is quite different.

Outreach relies on functional power integrated into a dense, customisable interface, ideal for experienced users or complex environments.

Salesloft, on the other hand, focuses on UX simplicity: fluid navigation, intuitive logic, actions accessible in just a few clicks, and a well-optimised mobile version.

Criteria	Outreach	Salesloft
General ergonomics	Rich but dense	Clear, simple and fluid
Learning curve	Medium to high	Low, rapid onboarding
Interface customisation	Very extensive (dashboards, workflows)	Medium (less UI customisation)
Mobile access	Limited, not very intuitive	Optimised, very practical in the field
Multi-function navigation	Centralised but dense	Modular and well-segmented
Initial configuration time	Long (especially with CRM/API)	Fast, in just a few days
Targeted for	Large teams, advanced sales ops	Mid-market, stand-alone reps

🔍 Rapid analysis:

• Outreach takes some getting used to, but offers impressive functional depth for complex organisations. The interface is designed for power users.
• Salesloft, on the other hand, shines for its ease of use, making it an excellent choice for teams that want to be up and running in a matter of days, without heavy training.

Outreach vs Salesloft: compare integrations

The better a solution integrates with your sales stack, the more it becomes a strategic lever for your sales operations. For sales ops, CRM managers or IT teams, the richness of the integration catalogue, ease of configuration and the power of automation are key criteria to assess before making a choice.

👉 Number of integrations available

• Outreach: ⭐⭐⭐⭐☆
  Over 80 native integrations listed, covering the main CRM tools (Salesforce, HubSpot), calendars (Google, Outlook), telephony (Aircall, RingCentral), support (Zendesk, Intercom) or prospecting (LinkedIn Sales Navigator, ZoomInfo). Outreach also offers a very robust API, enabling custom integrations to be added or via tools such as Zapier.

• Salesloft: ⭐⭐⭐⭐☆
  A similar catalogue, with around fifty key integrations, including Salesforce, HubSpot, Microsoft Teams, Slack, Zoom, Vidyard, Drift, Gong, Outreach (yes, for some reverse use cases). The Salesloft Partner Ecosystem is getting richer, but remains a little more closed than Outreach's.

👉 Ease of configuration

• Outreach: ⭐⭐⭐☆☆
  The integrations are well documented, but some (particularly Salesforce or conversational intelligence tools) may require an intermediate technical level, or even the help of a SalesOps for the initial deployment. It's not plug-and-play, but the extensive customisation makes up for the entry curve.

• Salesloft: ⭐⭐⭐⭐☆
  A real highlight. Installation of the CRM and calendar connectors is often quick and fluid, with well thought-out configuration wizards. The UX helps to make the process simple even for non-technical people. The API is a little less flexible, but the overall setup is lighter than at Outreach.

👉 Customisation and automation

• Outreach: ⭐⭐⭐⭐⭐
  This is where the platform really comes into its own. CRM integration can trigger automated actions, synchronise custom fields and enrich sequences with data from other tools (lead scoring, email behaviour, LinkedIn activity, etc.). Maximum flexibility for advanced teams.

• Salesloft: ⭐⭐⭐⭐☆
  The integrations allow you to feed cadences, add tasks or trigger notifications, but with less conditional logic than with Outreach. Automation is good, but slightly more rigid, especially when you want to orchestrate complex workflows between several tools.

💡 Conclusion

• Outreach shines in terms of the power of its API and its ability to adapt to complex stacks. It's an excellent choice for organisations that want to finely connect their tools and drive advanced automation on a large scale.

• Salesloft, on the other hand, is attractive for its ease of configuration and plug-and-play logic, ideal for teams looking to get up and running quickly, without heavy technical investment.

When should you choose Outreach or Salesloft?

Choosing between Outreach and Salesloft is not simply a question of comparing features. Above all, it's a question of matching your sales context, your growth objectives, the maturity of your processes and the profiles of your sales reps.

Each platform has its strengths. It's just a question of knowing when to choose one over the other. Here's a quick guide to help you make your choice based on real-life scenarios.

Typical use cases for Outreach

Outreach is cut out for organisations looking to industrialise their sales machine, with high levels of personalisation, coaching and pipeline management. It's the tool for teams who want to scale up without losing precision.

📌 We'd recommend Outreach if:

• you are a B2B scale-up or a large company with long and complex sales cycles ;
• you have an in-house SalesOps or RevOps team to configure workflows ;
• your sales reps manage several personas, markets or verticals;
• you use an advanced CRM (Salesforce, HubSpot with customised objects) that you want to be 100% synchronised;
• you need highly advanced automation (conditional scenarios, scoring, prioritisation);
• your managers want coaching and granular monitoring tools ;
  
• you are already equipped with solutions such as Gong, ZoomInfo, Sales Navigator, and are looking for complete orchestration.
  

Typical use cases for Salesloft

Salesloft, on the other hand, is aimed at teams who want to improve efficiency quickly, without having to go through heavy technical implementation. It's an ideal solution for mid-markets, growing start-ups and autonomous sales teams.

We recommend Salesloft if :

• you are a medium-sized sales team or one that is in the process of being structured;
• you're looking for an easy-to-use tool with a highly intuitive UX;
• you need to quickly operationalise your cadences (email, calls, LinkedIn);
• you don't want to overcomplicate your integrations or workflows;
• You work in a Salesforce or HubSpot environment, without excessive customisation;
• Your managers have little time for training or advanced analysis;
• you need balanced value for money and rapid onboarding.

Outreach or Salesloft... which platform will make your sales take off?

If you've got this far, you already know that the right tool for managing your sales can transform your results. But the choice between Outreach and Salesloft depends less on which platform is 'best' per se, and more on which is best for your context.

Outreach is a sales war machine:

• hyper-customisable,
• rich in automation,
• with a level of conversation intelligence and sequence management that makes it a benchmark for mature organisations.

But it requires investment (technical and financial) commensurate with its power.

Salesloft, on the other hand, stands out for :

• its simplicity
• its speed of implementation
• and its interface designed for sales reps.

If you're looking for an efficient, fluid and well-designed solution, it's a formidable ally for structuring your sales force without overloading your teams.

🧠 Our advice:

• if you're a scale-up, a large organisation, or a data-driven, coaching-oriented sales leader: go for Outreach ;
• if you're a mid-market team, a start-up, or a company that wants to get up and running quickly with a good ROI: Salesloft is for you.

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FAQ - Outreach vs Salesloft

What's the main difference between Outreach and Salesloft?

Outreach is positioned as an ultra-powerful platform for organisations with complex sales engagement, automation and conversational intelligence requirements. Salesloft, on the other hand, offers a simpler experience, ideal for autonomous or fast-growing sales teams.

Which is more affordable: Outreach or Salesloft?

Salesloft is generally cheaper at the outset (from €115/month) and offers faster deployment. Outreach, while potentially more powerful, is often more expensive.

Which tool offers the best CRM integrations?

Outreach offers deeper, customisable integrations, particularly with Salesforce and HubSpot, thanks to a very robust API. Salesloft, although a little more limited, is still more than sufficient for the majority of standard CRM use cases.

Which is the most powerful in terms of automation?

Outreach has the edge in advanced automation, with conditional sequences, multi-step triggers and granular control. Salesloft offers good basic automation, which is more accessible, but less refined.

Which platform is easier to use on a day-to-day basis?

Salesloft. Its intuitive interface, fluid navigation logic and optimised mobile application make it a much-appreciated solution for sales reps in the field. Outreach is more comprehensive, but requires more learning.

Do these tools integrate with LinkedIn?

Yes. Outreach and Salesloft both integrate with LinkedIn Sales Navigator, which means that LinkedIn steps can be added to sequences, profiles can be accessed directly from the interface, and automated tasks can be triggered.

Which to choose for a scale-up or a large sales team?

Outreach. If you have specialised reps, a complex pipeline, coaching needs and a desire to industrialise your processes, Outreach is clearly for you.

Is it easy to change tools if you need to?

Technically, yes, but be careful: these platforms store sequences and conversation data, and are highly integrated with your CRM. A change often involves a transition period, re-training of teams, and sometimes a loss of data. It's best to choose wisely from the outset.