OnBase: Smashing Sales and Marketing Misalignments Ep20 | Breaking Down B2B Sales with Christy Kirkland, SalesLoft
What does 2019 hold for B2B sales and salestech?
We recently spoke with Christy Kirkland from SalesLoft to discuss upcoming trends in B2B sales.
About Christy, in her own words:
“I started my career in SaaS almost by mistake, or rather grand design. I began at Lead Forensics, which was an incredible learning experience & eventually graduated into a more challenging role at Marketo. After much deliberation, I chose to leave and venture off to SalesLoft – an Atlanta-based & quickly growing, but immensely successful start-up.”
Top ten takeaways from the episode:
- “The biggest push I’m seeing today is rising popularity of Sales Engagement platforms, the whole world right now is paying attention to Sales Engagement”
- “An important part of Sales Engagement is having a multi-channel platform”
- “80% of top performing organizations use at least 3 channels”
- “If you just use phone or email, you will be missing the mark”
- “Sales tech and Sales engagement is an evolving market, sales people are slower in adopting tools and technologies”
- “Its all about being politely persistent today”
- “It is hard to build a predictable pipeline with substandard data”
- “Marketing teams have picked up on ABM, ABM is meant to drive alignment between Marketing and Sales”
- “More and more people are taking an account-based approach to Sales too. Everyone has a different take on what ABM means to them”
- “It all comes down to personalization, everyone likes to feel special”
About the podcast
Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.