"You want to create space and options for people so that however they want to buy, you're allowing them to buy in a way that they're most comfortable doing."

From Episode 8: Becoming a Sales Tech Stack Champ with Zoom's Brendan Short

Clip Transcript:

So you've been in this game of sales tech for a decade as you've looked at the changes and they have like in the last two years, probably surpassed everything in the previous eight years.

But what are the biggest changes you've seen over the past decade?

Yeah, I think the underlying principles stay the same and the technology changes, right? So this is something that I kind of come back to a lot of, like what is that first principle thinking around lead conversion, right? Same thing today as it was 5 years ago as it was 10 years ago. An inbound lead comes in. You want to reach out to them as fast as possible. If you want to reach out to them again tomorrow, you want to email, call, video message them, meet them where they're most comfortable, whether that's an inbox or on the phone.

So those are the same, I think, from a principals perspective. And then the technology is just automating all of those things, right? So we use big data, for instance, for lead routing. So what is the best way to have an inbound lead come through. Part of that get routed through data, even get enriched through, you know, there are plenty of providers in that space, Leadspace, Clearbit, Ringlead, etc. Enrich that data so that then when it gets in front of the right salesperson and routed to the right salesperson, they're actually seeing kind of a full picture of that prospect so that they have the context when they reach out. I think that the big thing is having things happen really quickly at scale is super important.

So I've looked a lot into that. I would also say a company like Chili Piper, we're not currently using them, but I've been a big fan of theirs for years. There when I think about like, what is the future of tech, that's one company that comes to my mind is like they give you the ability to instead of fill out a form, for instance, you could just hit a button and say, yeah, I just want to chat with somebody right now, right?

And again, it's it's about meeting a prospect where they want to be met, right? So if they don't want to talk to you face to face, maybe they want to do research on their own, fine, let them do that. But you want to create space and options for people so that however they want to buy, you're allowing them to buy in a way that they're most comfortable doing.