In our last teaser for the Modern Sales Builders documentary, you heard Doug Landis, the VP of Sales Productivity at Box, share his thoughts on the modern sales movement. Today, we’re profiling another leader in the sales industry: Kristina McMillan of TOPO.

And the timing couldn’t be better as Kristina is hosting hundreds of modern sales leaders in San Francisco this week for the annual TOPO summit. Be sure to stop by and say hello to the SalesLoft team if you’re there!

Kristina’s unique view on modern sales focuses on delivering real value to the customer. Organizations that win most in the modern era are the ones that truly understand and empathize with their future customers, understand how they can help move the needle for them, and deliver real value. As she puts it, sales reps need to “treat prospects like a customer before they are a customer.”

Hear Kristina in her own words and be sign up to be notified when the full documentary is released later this month.