One of the most important factors in building a predictable pipeline is continuing the conversation with prospects. My guest today is Kyle Porter, the founder and CEO of SalesLoft, a company dedicated to turning target accounts into customer accounts.
Kyle is an expert in helping companies integrate new tools and technology in their current systems to begin conversations with the buyers that matter. We discuss how targeting prospects in your market is changing, why and how you should start the conversation at the top of the funnel, and where to begin when developing your sales stack.
“Why Software Is Eating The World” article by Marc Andreessen
The Challenger Customer: Selling to the Hidden Influenster Who Can Multiply Your Results
The Sales Development Playbook free download from SalesLoft
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler
Sales Stack Technology: