Managing a global B2B pipeline with Francois Kulik, Algolia

In this episode, we speak to Francois Kulik, Head of Global Pipeline Generation at Algolia, search-as-a-service platform that enables companies of all sizes to deliver fast and relevant digital experiences.

In his previous avatar, Francois has led sales and operations teams at SAP, Workday, Salesforce, and Oracle and has overall 15+ years of experience. In our conversation, he shares his learnings and strategies his team took to manage a global B2B sales pipeline during such difficult times.

Here are few key learnings –

  • During difficult times such as COVID, the value of each inbound lead increases. Hence it’s very important for sales teams to work more closely with the marketing team till conversion. It helps you exactly understand the marketing team’s needs and the ways you can add value.
  • Listening to your prospects/customers closely and providing value as a marketer/salesperson is extremely critical. This also helps you in improving your messaging.
  • You need to prioritise your sales outreach depending on the current impact of the pandemic on the region you’re targeting.

If you’re passionate about lead generation, you need to listen to our conversation with Francois.

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