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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.

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.

The Specialized Sales Development Team: An Interview with Kristina McMillan of Five9

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 – Recap

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.

TOPO Sales Development Council Event #4 – Recap

The TOPO Sales Development Councils have been a tremendous success. For each council, we bring together sales development practitioners to listen to presentations from a TOPO Analyst, as well as two sales development leaders. The room is filled with some of the best sales development leaders in the business and the conversations are lively. This event had 50 attendees who shared best practices and collaborated on and, in some cases, argued about high growth strategies for sales development organizations.

Agile Sales Development: An Interview with Kevin O’Malley

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 continue our sales development interview series with Kevin O’Malley, VP of Marketing and Sales Development from Catavolt. He’ll share his best practices, most impactful decisions, goals, challenges, metrics and the most effective technology his team is using today.

11 Sales Development Strategies for High Growth Companies

Sales Development has evolved from a secret sauce of high growth companies to “table stakes” for B2B sales organizations. 15 years ago, I remember having to make impassioned pleas for executive teams to invest in sales development. Back then, there was only a 50% chance they would make that investment. Times have changed. Now, you would be hard pressed to find a successful, high growth technology company that doesn’t have a sales development team.

In 2014, TOPO benchmarked the sales development function at high growth companies to understand the processes, people, technologies, metrics, and plays they employ to drive revenue growth. The benchmark data reveals a handful of patterns shared by high-growth companies that are extraordinarily valuable for other companies to understand. In this post, we’ll focus on 11 key strategies identified in the data. There are many more in the actual report.

When you sign up for the on-demand version of our webinar  “11 High Growth Sales Development Strategies”, you can watch a presentation on these 11 strategies and you will also receive a copy of the 2014 TOPO Sales Development Benchmark Report.

The Ambitious Sales Development Team: An Interview with Sean Kester

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 continue our sales development interview series with Sean Kester, Head of Sales Development from SalesLoft. He’ll share his best practices, most impactful decisions, goals, challenges, metrics and the most effective technology his team is using today.

The Qualified Lead Definition: Best Practices for Closing Business without BANT Leads

In the 2014 TOPO Sales Development Benchmark, only 27% of companies surveyed still used BANT (Budget, Authority, Need, Timeframe) for their sales qualified lead (SQL) definition. This represents a recent, yet significant change in thinking about what constitutes a sales qualified lead. While BANT qualification still works well in certain organizations, the majority of organizations are using a looser definition such as ANUM (Authority, Need, Urgency, Money) or AN (Authority, Need).

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