Generating pipeline is a different challenge than it used to be. The most powerful pipeline is built thoughtfully through research and analysis done well before the first touchpoint with a customer. Providing value-add materials to customers right off the bat lays the essential foundation for a healthy pipeline and ultimately, the best buying experience.

In this session, Dustin Deno, SVP of global sales for Showpad, will outline the importance of and how to:

• Operationalize coverage areas so teams and training are structured consistently and effectively 
• Conduct research and provide a tangible analysis of your customer’s business at the outset of a conversation
• Initiate buyer conversations earlier and create a place where their colleagues can join and participate in discussions