Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 

20 topics, 20 guests for 20 minutes. 

We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. 

Today we are joined by Kirk Giddens, Vice President, Mid Market Sales North America at TripActions, the fastest-growing travel management platform disrupting the 1.5 trillion corporate travel industry. 

In episode 8, Kirk shares his wisdom with us on the subject of pipeline generation and discusses the challenges associated with this integral part of the sales cycle. 

“Take it seriously, but not too seriously. There will be times where someone on the other end of the phone will really ruin your day. There's an emotional side to it where if you're human, you'll probably feel it, and actually, if you're not feeling it, you're probably not doing enough Pipeline Generation.” 

With a wide variety of experience in sales, Kirk shares his unique prospecting methodology and gives us some inside tips on how to nail your sales pitch and make an instant impact on potential clients. He explains how adopting a bullet-proof mindset, applying research, and taking a fact-based approach can arm you with all the information you require to start a conversation, combat objections, and ask questions that will lead to demos. 

Listen to our story session to discover more on how to apply Kirk’s strategies to real life prospecting scenarios, and learn preparation tactics, research tips, and best practices to prepare for future growth at your company.