In the latest episode of "The Enterprise Sales Development Podcast," we had the pleasure of interviewing Taft Love, founder of Icerber DevOps and expert in the field of sales development. Taft explained that while many sales teams primarily focus on the traditional sales funnel, there is an equally important "invisible funnel" that consists of activities that don't necessarily lead to immediate conversions but are crucial for long-term success. He also discussed essential KPIs in sales, and the role of technology in sales development. Overall, the episode offers actionable advice and strategic considerations for sales professionals looking to optimize their sales development efforts.

WHAT YOU’LL LEARN

The “invisible funnel”

The real KPI´s to focus on sales

Tech in sales development

QUOTES “How many companies did my outbound team start prospecting this month? And if you don't know your way around sort of the architecture of Salesforce, you might think like there's gotta be a field for that, but I promise you there's not.” - Taft Love [11:43]

“You got to do two things to get outbound, right? You have to have decent timing and not screw up. And if you do those two things, you're probably going to be okay.” - Taft Love [18:19]

“I think we've seen this proliferation of tools and simultaneously as the buying group has changed in companies and the way people buy fundamentally has changed, so have the strategies of selling to companies and the world is changing so fast that it's created this proliferation of tools.” - Taft Love [28:03]

TIMESTAMPS[0:00] - Meet Taft Love[5:26] - Taft beginnings as an SDR[8:24] - Taft on “the invincible funnel” [14:33] - Taft on his sales strategy with SmartRecruiters[19:47] - Taft experience in a “dual” role[25:25] - Taf on Iceberg RevOps[27:23] - Are we at peak tech in the sales development?[31:51] - Connect with Taft

CONNECT

Taft Love's LinkedIn

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