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.
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.
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.
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.
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.
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.
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.
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 Kristina McMillan, Director of Sales Development for Five9. She’ll share her thoughts on sales development best practices, goals, challenges, technology, and metrics.
TOPO Demand Generation Council Event #3 took place on Friday and was huge a success. Our Demand Generation Council Events bring together demand generation practitioners to listen to presentations from TOPO Analysts and demand generation leaders. The room is filled with some of the best demand generation leaders in the business and the conversations are lively. This event had 35 attendees who shared best practices on high growth demand generation strategies, ranging from account-based marketing to working with sales development.
The number one challenge I hear from sales development leaders is how to successfully manage the SDR lifecycle. This can take many forms: hiring, onboarding, training, performance, motivation, internal promotions, attrition, and so on. The average SDR lifecycle is 14.2 months. Given this figure, it’s not surprising that the sales development organization is often described as the “minor league team” for the rest of the organization. This poses a unique challenge for SDR leaders who have to constantly fill seats in the “leaking bucket” that is the SDR team, and get each rep performing as early, as consistently, and for as long as possible.