Sales Development Rep’s (SDRs) will qualify more meetings by using a live call framework that focuses on extreme value messaging. Upon connecting with a prospect, SDR’s equipped with relevant snippets to reference will be better prepared to leverage every second that is given to them.
As companies reinvent their sales and marketing efforts, the number one challenge remains how to effectively engage buyers. Based on the popular keynote from Virtual Summit and On-Demand Webinar from CEO and Founder of TOPO covers the topic of how to engage buyers right now.
Over the past few months, TOPO has covered the importance of using extreme value in differentiating during a time of uncertainty. Here is the difference between extreme value and high value offers and how to use high value offers to drive virtual selling success:
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.
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 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.
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.
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.
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.
TOPO is actively capturing the impacts of COVID-19 on generating pipeline and how fast moving organizations are offsetting the impact.
Based on over 400 respondents, The Coronavirus (COVID-19) Impact survey highlights a number of changes that have negatively impacted companies’ ability to create pipeline, including buyers working from home (cited by 55% of respondents) and budget freezes (23%). But what is most striking is how quickly factors impacting pipeline have changed from the first week the survey was launched (the week of March 1) until now (partial results for the week of March 15).