On this episode, Tom Happe, founding father of TrueLeads, joins host Martin from Lead Forensics to share what fifteen years in cybersecurity gross sales and constructing a enterprise from scratch throughout lockdown taught him about what truly strikes the needle in B2B pipeline technology.
From particular person contributor to VP of Gross sales, and now operating his personal consultancy serving to tech groups construct constant, conversation-led pipeline, Tom has lived by way of each section of the gross sales journey. He shares why focusing on the appropriate folks issues greater than any method you’ll ever be taught, how a easy LinkedIn marketing campaign opened doorways at Heineken and ABN AMRO and not using a single exhausting promote, and why the reps quietly profitable proper now don’t appear to be they’re doing a lot in any respect.
We additionally get into why AI-generated LinkedIn feedback are doing extra injury than good, the high-quality line between being human and being ineffective, and why one of the best offers Tom ever closed began with nothing greater than persistence and an early funnel dialog no one else bothered to comply with up on.
In the event you’re an SDR discovering your ft, a gross sales chief attempting to guard your workforce from self-importance metrics, or anybody who needs to generate the appropriate pipeline slightly than simply extra of it, this episode is stuffed with hard-won classes you can begin making use of instantly.
