Speaking the Right Language to Potential Buyers

​​If you want to make more sales, you need to make the most of today’s trends.

Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, believes digital sales is the future of sales as a whole. Going digital can help you target customers more accurately, sell products faster, and bridge the gap between individuals and buying committees.

In this episode of Revenue Innovators, we talked to Christopher about:

  • What the future of digital sales will look like
  • How communication between sellers and customers is changing
  • Why you should purge your pipeline


“The ability for you to target the right people, sell quicker, bridge the gaps between individuals and a buying committee is just amplified by digital.” — Christopher Kingman

“I think methodologies are on their way out. If you’re a junior organization, I think it makes sense because you have to get everybody aligned to doing one thing one way. Methodology is like a script. Say this until you know how to say it without staring at a piece of paper. But I think it’s too rigid. There’s too many channels for buy-in.” — Christopher Kingman

“There was always the pressure to keep your pipeline full. But you know a quarter of those deals are BS. They’re not real. And so one of the things that we did was an exercise where we said we’re going to purge everything that’s not relevant.” — Christopher Kingman



Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts,Spotify, or our website.

Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

As Outreach’s Global Innovation Evangelist, I am responsible for conducting thought-provoking research on the sales technology landscape, the future of buying and selling, and the criticality of having a diverse, equitable, and inclusive B2S sales organization. Prior to joining Outreach, I was a principal analyst at Forrester, an adjunct professor of marketing at the University of Chicago’s Booth School of Business, and a chief revenue officer at various global technology companies. I am keynote speaker, podcast host, author and an advisor to many of the world’s leading B2B brands. My work is regularly featured in various academic and commercial publications including, The Journal of Selling, Selling Power, Forbes, Business Insider, The Telegraph, and many more. I currently serve as executive sponsor for Outreach’s Rainbow Employee Resource Group. If I can be of assistance, please don’t hesitate to reach out to me at mary.shea@outreach.io

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