Craig says Topo's outbound was built around inviting prospects to curated events where the company would walk through their data, rather than asking for a meeting. He says many companies kill their outbound by asking for 30 minutes to show what they can do. He says this is how he thinks many companies should run outbound today.

“The other thing you can learn from our outbound back then was only tour events we didn't try to get a meeting”

Listen to the episode Episode Pipeline & demand generation Link to this