Responding to a Crisis: A New Revenue Framework

The global pandemic caused by the coronavirus (COVID-19) had repercussions in the business environment unlike anything we have ever seen. Marketing and sales organizations have had to adjust to new ways of working and communicating with buyers with a previously unimagined degree of speed and agility.

Intent data has emerged as a fast-growing data category

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Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

Demand Generation: Don’t Go Chasing Waterfalls

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“Don’t go chasing waterfalls.” – TLC

TLC didn’t know they were singing to Demand Generation when they wrote their famous song. Too many Demand Generation professionals are chasing waterfalls and its now time for Demand Generation to bring a fresh perspective to align the organization.

Finding The Deputy, One of Three Things Virtual Sellers Need To Do Today

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Every seller is now learning to navigate this virtual selling environment. To achieve success, they must focus on the mission critical needs of their prospects, tighten their message, and find the right stakeholders to engage in this new environment.

73% of Account Based Org’s Are Reinventing Account Selection

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The list of accounts have shrunk and the account based process now begins with re-prioritizing accounts and re-allocating resources accordingly. Marketers need to understand how to prioritize this Account Based GTM approach with a new reliance on an entirely digital set of tactics.

6 Tips To Turn Insights Into Extreme Value Messaging

As we look ahead to the next 3-6 months, organizations need to set up the organization to continuously collect insights and craft relevant messaging to engage customers and buyers. Below is session from our Virtual Summit where Dan Gottlieb our Sales Analyst, shares how companies are setting up “the newsroom,” turning insights into extreme value messaging and plays.

The COVID-19 Pandemic: The New Framework for Revenue Growth

The COVID-19 disruption has created new strategic considerations for sales and marketing, resulting in the need to re-analyze target markets, re-allocate resources, offer extreme value, change tactics, and re-design organizations for the new environment.

Pipeline Survey, 70% of respondents anticipate at least 20% decline in pipeline

The Coronavirus (COVID-19) crisis has created the most disruptive business environment of our lifetime. The speed in which the anticipated impact came to fruition was startling and sudden .

Over the course of four weeks (March 5 to April 2), pipelines increasingly worsened for sales and marketing organizations as buyers took less meetings.

Sales Development Culture, Only Second To Process In Leading Sales Development Teams

This research was fielded before the coronavirus (COVID-19) started having an impact in the United States, take our updated survey to receive updated results, https://go.topohq.com/slsldrcv

Sales development reps (SDRs) across multiple markets face an increasingly commoditized and hyper-competitive buying environment. There is a series of major shifts in go-to-market teams that align with successful sales development strategies and the biggest challenges for organizations.

Extreme Value In A Time of Extreme Uncertainty. Sales Is Stepping Up to Deliver.

As sellers across multiple markets face an increasingly commoditized and hyper-competitive buying environment, sales leaders help lead the organization through rigorous change in pursuit of one goal: help deliver extreme value to prospects throughout the buying process, and thus, exceed quarterly targets. The pursuit of extreme value spawns rigorous resource prioritization and a significant investment in a new kind of sales culture full of transparency, feedback, and coaching. Meanwhile, as fast-growing companies rapidly evolve, sales leaders find themselves evaluating tradeoffs between people, process, technology, tactics, and metrics.