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B2B Predictive Analytics: Marketing Table Stakes by 2016

Predictive analytics is one of today’s hottest B2B marketing technologies. Fueled by drivers such as big data, SaaS delivery models, and data-driven marketing and sales, predictive analytics garners a tremendous amount of attention, particularly given how few customers are in actual production. While the hype can sometimes be excessive, early adopters are realizing demonstrable ROI as they use statistical modeling, machine learning, and scoring technologies to identify and prioritize accounts, leads, contacts, and customers at specific points in the marketing and sales funnel. It’s this demonstrable ROI that’s causing more and more marketing organizations to look at predictive analytics as a new, non-negotiable element of their marketing technology stacks.

The Account Based Marketing Technology Stack Emerges

Earlier this month Demandbase raised $30 million in its latest round of funding. After starting in 2006 as the “iTunes for contacts,” the company has pivoted and morphed over time into one of the early leaders in the emerging Account Based Marketing (ABM) stack. As a matter of fact, Demandbase was one of the first vendors to start talking about Account Based Marketing in 2011. Its funding is further validation that Account Based Marketing is one the biggest trends in B2B sales and marketing. At TOPO, we have been tracking and researching Account Based Marketing for the last two years and have seen a surge in analyst inquiries over the last six months. Now, an ABM technology stack is emerging.

Sales Development Coaching Framework

For sales development teams, the activity of coaching is mission-critical, because it ensures continuous improvement of sales development representatives (SDRs). However, SDR coaching is seriously lacking in most organizations today and represents the largest gap in sales development enablement. In fact, according to our research, only 17.3% of high-growth organizations claim to perform SDR coaching. This leaves a lot to chance in the sales development process, particularly since 74.5% of SDRs have less than 1 year of work experience and most have no prior sales experience.

TOPO Sales Development Council #6 – A Recap

TOPO hosted the sixth meeting of our Sales Development Council last Friday at the Rosewood Sand Hill in Menlo Park. TOPO Councils are a unique forum for sales development leaders from high growth companies to learn from each other. Each Council features three speakers who share the processes, plays, organizational elements, and technologies they use to drive key revenue metrics. Sales Development Council #6 attracted over 35 sales development leaders who shared their best practices for designing, building, and managing a world class sales development function. A few key themes emerged at the particular Council, including discussions about buyer-responsive sales development process and plays and technology proliferation in the sales development organization.

TOPO Demand Generation Council #4 – A Recap

Last Friday, TOPO hosted the fourth meeting of our Demand Generation Council at the Rosewood Sand Hill in Menlo Park. Like other TOPO Council meetings, we focused on providing a forum for leading demand gen practitioners to learn from each other. Each Council features three speakers who share the processes, plays, organizational elements, and technologies they use to drive key revenue metrics. Demand Generation Council #4 attracted over 30 demand generation leaders who were interested in learning about different strategies and tactics. Once again, overall demand gen process, specific programs, and supporting technologies took center stage.

Sales Development Technology: The Stack Emerges

A new technology stack is emerging that is specifically designed for sales development. The emergence of a dedicated sales development technology stack is basically the result of a fundamental tension that’s existed in sales development for a few years now. On the one hand, sales development has become a mission critical element in most high growth company’s marketing and sales efforts. On the other, an abundance of digital information makes it harder than ever to reach and qualify buyers. Sales development leaders are in a continuous battle to manage this core tension.

High Growth Sales Development: An Interview with Nick Simmons

As part of TOPO’s ongoing interview series with leading sales development leaders, today we interview Nick Simmons, Senior Manager of Sales Development at Twilio. Twilio is one of the fastest growing companies in the world and enables phones, VoIP, and messaging to be embedded into web, desktop, and mobile software. Nick will share his thoughts on sales development best practices, goals, challenges, technology, and metrics. Note that Nick and Twilio refer to sales development and SDRs as business development and BDRs respectively.

TOPO Sales Technology Council #1 – A Recap

TOPO hosted its inaugural Sales Technology Council last Friday at the Rosewood Sand Hill in Menlo Park. TOPO Councils provide a forum for leading sales practitioners to learn from each other. Each Council features three speakers who share the best practices, strategies, and tactics they use to drive revenue growth. This particular event attracted over 30 sales leaders who were interested in learning how to think about the sales technology stack, specific sales tech use cases, and the adoption challenges that continue to plague many sales organizations.

Sales Technology in 2015 – Adoption Challenges Persist

Last week, we hosted a webinar on sales technology – Sales Technology in 2015: The New Stack. The event provided analysis of the sales tech market, covering topics such as market drivers and macro trends. But the hottest discussion revolved around how to ensure successful adoption of technology in the sales organization. That’s because adoption sales reps remains the number one challenge when it comes sales technology.

Building a Sales Development Engine: An Interview with Daniel Barber

TOPO is committed to bringing the sales development community the latest trends, data, and best practices from the world’s fastest-growing companies. Today, we interview Daniel Barber, the Director of Sales Development and Operations at ToutApp. He’ll share his thoughts on sales development best practices, goals, challenges, technology, and metrics.

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