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Sales Development in the Security Market: An Interview with David Dulany

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 David Dulany, the Manager of Sales Development at OpenDNS. He’ll share his thoughts on sales development best practices, goals, challenges, technology, and metrics. David will be speaking at our upcoming Sales Development Council meeting on April 10. 

The SalesLoft Funding and What It Means for Sales Technology

SalesLoft announced that it has raised $10M in venture funding this morning. SalesLoft CEO, Kyle Porter, published a post that provides a lot of details on SalesLoft’s fundraising process. It’s a major milestone for a company that is seeing tremendous growth in annual recurring revenue (ARR)  – the holy grail of successful SaaS businesses. The SalesLoft funding, however, isn’t the only major sales technology event of the last few months. Over the last quarter, we’ve seen a spike in sales technology investment, both in terms of total capital invested and number of deals. Most importantly, the TOPO Analyst team has noticed a significant uptick in sales technology adoption by end-user sales organizations. This uptick is seen in the data we collect from sales (and marketing) organizations, as well as the number of client inquiries our Analysts are fielding.

7 Best Practices for Sales Process Design

The most recent version of the TOPO Sales Benchmark found that 59% of companies lack a well-defined sales process. It’s a shocking statistic given that your sales process represents the step-by-step plan for how you will win a deal. A good sales process moves prospects to a final purchasing decision, applies to many customer and deal types as you grow, and scales across your sales organization as you hire. By definition, it is one of the most important things your sales organization can design, build, and optimize. In this post, we present 7 best practices used by high growth companies when designing their sales processes. It includes content from the recent TOPO webinar: How to Design Your Sales Process: 7 Best Practices. One important note – there is a big distinction between your sales process and your CRM. Sales process is NOT CRM. Most sales organizations confuse the two. The sales process is a strategic plan for winning business, while the CRM is the platform you use to manage, enforce, and track the process.

The Difference Between Account Based Marketing (ABM) and Outbound Sales

At a recent TOPO Demand Generation Council event, Marketo co-founder Jon Miller gave a provocative presentation on account based marketing (ABM). Although ABM has been around for some time, we’ve seen growing interest on the topic the last few years. In fact, there’s been a major uptick in ABM interest in recent months, particularly among companies that have grown to approximately $100 million in revenue using inbound, demand generation tactics.

Enterprise Class Sales Development: An Interview With Liz Cain

TOPO is committed to bringing the sales development community the latest trends, data, and best practices from the fastest-growing companies in the world. Today, we interview Liz Cain, the Senior Director of Global Business Development at NetSuite. She’ll share her thoughts on sales development best practices, goals, challenges, technology, and metrics.

How to Confirm a Sales Meeting: 4 Best Practices

Many sales opportunities stall when a scheduled meeting with the buyer fails to take place. Buyers get busy, lose interest, and run into a range of other issues that will cause them to miss a meeting with you. At times, the missed meeting just delays the sales cycle by a few days. But a missed meeting is often the first sign the buyer is entering a prolonged “dark stage” or, worse yet, is about to become a closed lost opportunity. It’s a sales cycle conversion point that most sales people spend very little time thinking about.

Sales Meeting Icebreakers: The Biography Test

One surprising question we get frequently when providing advisory support to clients is: “Do you have any good icebreakers for our upcoming sales meeting?” We recommend the “biography test” icebreaker for sales meetings with between 4 to 20 attendees. The idea originated with a learning and development professor at Stanford who developed an icebreaker called the biography test. They have successfully used it for years with everyone from students to dignitaries. At TOPO, we’ve used it successfully for numerous sales kickoff and training meetings. Feedback from clients has been 100% positive.

Sales Development in the Mobile Industry: An Interview with Jorge Soto

TOPO is committed to bringing the sales development community the latest trends, data, and best practices from the fastest-growing companies in the world. Today, we interview Jorge Soto, Head of Inside Sales, MoPub at Twitter. He’ll share his thoughts on sales development best practices, goals, challenges, technology, and metrics.

How to Design Your Sales Process: 7 Best Practices [Free Webinar]

59% of companies don’t have a well-designed sales process. That’s according to data from TOPO’s Inside Sales Benchmark Report. TOPO Analysts have spent the last several months benchmarking inside sales organizations across 90+ metrics in an effort to understand the processes, people, technologies, metrics, and plays used to drive out-sized revenue growth. One of the most surprising findings from the benchmark data is just how few companies are satisfied with their current sales process. On March 18, TOPO’s Chief Analyst, Craig Rosenberg, will discuss how companies can design and implement a world class sales process. He’ll share sales process data, best practices, and examples of real sales processes used by the world’s fastest growing companies.

February Sales Development Practice Update

In February, TOPO customers benefitted from some amazing additions to the customer community, two incredibly successful TOPO events, and two new research documents on the latest and most impactful trends in sales development.

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