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.

 

Episode Highlights:

• Technology and the salesman: how our industry is changing
• Targeting your prospects
• Connecting with the person who doesn’t sign the check
• Creating frequent touch points with buyers
• Software and technology
• Reducing lag in the pipeline
• Preparing for adding new tools to your process
• Understanding the equation of connection
• Death of the average salesman

 

Resources:

“Why Software Is Eating The World” article by Marc Andreessen The Challenger Customer: Selling to the Hidden Influenster Who Can Multiply Your Results TOPO The Sales Development Playbook free download from SalesLoft Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler

 

Sales Stack Technology:

SalesLoft InsideSales Data.com Sugar TinderBox/ Octiv Adobe Echo Sign Outreach

Connect with Kyle Porter on Twitter or by emailing him: [email protected]