Learn how TOPO helps sales and marketing grow faster at www.topohq.com

Patterns to Drive Account-Based Success

Every day we talk to organizations in various stages of adoption of account-based. In 2017, we are seeing account-based quickly mature, with many organizations putting dedicated account-based resources in place in both marketing and sales development.

Account-Based Learnings From the Trenches

In 2017, Account-Based is moving from cool idea to reality. The results for early adopters have been exciting – 82% of organizations executing account-based marketing for 1+ year(s) are meeting or exceeding their objectives (TOPO research on behalf of ABMLA). As their peers see success, more organizations are moving to account-based.

The Unsung Hero of High Growth Companies – Culture

For many (this author included), culture has been relegated to an HR topic, not something a sales or marketing leader would take time defining and enforcing. That mindset is changing.

Top Trends from TOPO Summit Sponsors – Sales Development and Sales Enablement

We surveyed our sponsors for TOPO Summit 2017 and asked them to identify three trends their companies are following in 2017.  Based on those responses, we will be publishing a series of blog posts over the next several weeks, categorizing their thoughts into five themes: Account-Based, Sales Development, Data, Tech Stack, and Sales Enablement.

5 New Account-Based Metrics

Last week marked my one year anniversary at TOPO. For most of that time, my work has involved helping companies transition to account-based go-to-market strategies. I’ve observed that people within these companies bring diverse perspectives on what account-based is, what it does, and what it means. That diversity is actually important to preserve, and even embrace. Based on functional roles, the way account-based programs are designed and executed will vary. The diversity of perspectives makes marketing and sales outreach more compelling and engaging.

Top Trends from TOPO Summit Sponsors – Tech Stack and Data

We surveyed our sponsors for TOPO Summit 2017 and asked them to identify three trends their companies are following in 2017.  Based on those responses, we will be publishing a series of blog posts over the next several weeks, categorizing their thoughts into five themes: Account-Based, Sales Development, Data, Tech Stack, and Sales Enablement. Want to hear more from these companies? Be sure to meet with them at TOPO Summit, where these topics, and more, will be covered by our speakers and our sponsors.

Top Trends from TOPO Summit Sponsors – Account-Based

We surveyed our sponsors for TOPO Summit 2017 and asked them to identify three trends their companies are following in 2017.  Based on those responses, we will be publishing a series of blog posts over the next three weeks, categorizing their thoughts into five themes: Account-Based, Sales Development, Data, Tech Stack, and Sales Enablement. Want to hear more from these companies? Be sure to meet with them at TOPO Summit, where these topics, and more, will be covered by our speakers and our sponsors.

Are You Really Account-Based?

As a consultant, one of my key roles is discovery: a fancy-sounding word that simply means asking questions. Sometimes client answers to important questions about their business are unintentionally vague. So I ask more questions to unpack what’s going on. One topic that frequently warrants scrutiny is the degree to which the client has implemented an account-based go-to-market strategy.

TOPO Sales Council #4 – A Recap

Sales leaders from the Bay Area’s fastest growing companies once again gathered last Friday for TOPO’s fourth Sales Council. These Councils offer a unique forum for sales leaders from high growth companies to learn from each other and share best practices. Each Council features three speakers who share the processes, plays, organizational elements, and technologies they use to drive key revenue metrics.

TOPO Sales Development Funnel

The proliferation of sales development teams in B2B companies over the past decade has been unprecedented. While the sales development (SD) function has existed for at least 30 years, many great companies safeguarded their sales development process as a “secret sauce.” Today, sales development is considered a requirement for any normally functioning B2B sales and marketing organization, and SD practices have become virtually standardized across companies. In fact, TOPO’s research has shown that 100% of high-growth organizations have sales development organizations.

Page 2 of 1412345...10...Last »

Your Free Membership

Join the 100s of high growth sales and marketing teams that depend on TOPO. Your free membership includes:

  • 1Free Research and Data
  • 2Access to TOPO Councils
  • 3The TOPO Weekly Brief