How Salesforce's Enterprise BDR team doubled its meetings in one day
Headline outcome: 41 meetings booked in one day, against 21 on average.
When
March 13, 2026
Where
Salesforce Tower, Dublin
Who
More than 40 people from Salesforce's Enterprise France sales team
The format
A one-day cold-calling Prospecting Cup
Prospecting Cup, the numbersMarch 13, 2026
Meetings booked
41
Cup day
41
Last 3 blitzes
21
Call connects
257
Cup day
257
Last 3 blitzes
205
More meetings per connected call
+56%
Cup day
16%
Last 3 blitzes
10%
The comparison comes from Salesforce's own measurement: the Cup day against the average of the team's three previous blitz days, run without Sillage.
DISPATCH
“I'd say Sillage's strengths are, first, having all the information in one place […] The second is how powerful the insights you generate are. On our side, finding those insights is usually manual work […] You automate all that research work done by the sales teams.”
Rodolphe
Regional Sales Leader at Salesforce
In their words
Rodolphe on the goal of the day, and the verdict.
The challenge
Too many accounts to research by hand
Salesforce builds the CRM used by sales, service and marketing teams around the world. Its Enterprise France BDRs work from Dublin and prospect the largest companies in France, across all of Salesforce's product lines (Sales Cloud, Service Cloud, Marketing Cloud and more).
Each product line comes with its own buyers, and between them the reps cover hundreds of assigned target accounts. Knowing which account to call first, and having something relevant to open with, usually meant real manual research before every calling session.
For one day, the team tried a different approach: call only the people Sillage flagged, with the reason to call already on screen.
The Enterprise France team gathered for the kickoff at Salesforce Tower, Dublin.
The setup
The work happened before the first call
Before the first call
01
Personas for every product line
50 to 100 leads per BDR.
02
Signal agents switched on
Keywords such as "Agentforce".
03
Top accounts mapped
Subsidiaries and the right contacts per product.
04
Leads ready before 9 am
Contacts pre-enriched with phone numbers.
On the day itself, the 8 teams competed on a live leaderboard, each led by its manager. Points rewarded every dial and every call connect, and most of all every meeting set.
Grégory, Regional Vice President ECS at Salesforce, opening the Prospecting Cup.
The signals
From buying signal to opening line
A buying signal is a public sign that an account may be ready to talk, such as a new decision maker or a post about a problem Salesforce solves. Each one gave a rep a reason to call that day, and a first line to open with.
Adrien and Yvan, two of the reps, explain which signals led to the best conversations with prospects.
The results
The results, behind the numbers
41 meetings booked in one day, against 21 on average. The comparison comes from Salesforce.
Césario Denis, Account Executive in Enterprise Corporate Sales at Salesforce, measured the Cup against the average of the team's three previous blitz days, run without Sillage.
Two measures matter in a calling day. A call connect is a call where the prospect picks up and a real conversation starts. A meeting set is the outcome every rep is chasing. On March 13 both went up, and the share of conversations that turned into a meeting rose even faster than the number of calls.
Rodolphe puts it down to two things.
Rodolphe on Sillage's two strengths, and the return on investment for Salesforce.
The reps
Less research, more conversations
Yvan, Gianka and Adrien were on the team that won the Cup. Here is what made the difference for them.
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“For me, the main thing it gave us was time: the research was largely automated.”
Yvan
Account Strategist, Team Leader at Salesforce
DISPATCH
“I'd also highlight having everything in one place: champions, alerts, comments on competitors, all on a single platform. That's real added value we don't get in our day-to-day.”
Gianka
Account Specialist at Salesforce
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“What I also liked was how easy the tool is to get started with, and having just one interface.”
Adrien
Business Consultant Enterprise at Salesforce
The wish list
What the reps asked for next
The reps finished the day with requests of their own.
Yvan wants Sillage to draft the first message from each signal, ready to review and send. Gianka asked to see each account's growth plans directly in the platform, the research he does today with Google's AI Overviews, and to get his alerts in Slack, which Sillage now does natively alongside the CRM.
Yvan and Gianka on the features they would add with a magic wand.
In their own words, posted
The day, from Salesforce's side
Césario
Account Executive, Enterprise Corporate Sales at Salesforce
Séverine
Senior Sales Director at Salesforce
The impact
What it meant for Sillage
For Sillage, the Cup was a first at this scale: a full enterprise sales floor prospecting live on its signals, with the results measured by the customer's own team.
DISPATCH
“But beyond the numbers, what struck me most was Salesforce teams' culture. Grinding, but lifting each other up. Celebrating other reps' wins. Hungry to try out new tactics and improve.”
Arnaud
CEO and co-founder at Sillage
DISPATCH
“We co-organised with Grégory, Rodolphe and Séverine a prospecting cup for their team. The idea was simple: book as many meetings as possible on top tier accounts using Sillage insights. And honestly… they delivered.”
Arthur
CTO and co-founder at Sillage
The takeaways
What other sales teams can take from it
Open with the signal
Starting a call from a real event, such as a new role or an interaction with a competitor, made the conversations more constructive, not only more frequent.
Do the research before the day
With accounts mapped and contacts enriched in advance, the reps spent the session on the phone instead of searching.
Keep the list short
Fewer, better leads per rep still produced close to twice the meetings.
