A Proven Approach for Handing Off SDR Qualified Leads to Sales

Sales development reps (SDRs) are responsible for creating qualified meetings for sales reps. While this seems like a straightforward process, TOPO has identified a breaking point.

Many sales organizations fail to address what happens before and after SDRs set up those meetings. This oversight creates confusion.

SDRs pass leads before they are fully qualified, sales ignores qualified leads, or sales fails to document what happened in the meeting and next steps. More often than not, issues like these lead to a lack of alignment and the SDR program suffers.

Standard Touch Patterns Make SDRs More Efficient and Effective

Touch patterns matter. The job of a sales development rep (SDR) is to contact prospects with engaging, value-based messages so that the prospects will respond and ultimately schedule a meeting. The biggest challenge for an individual SDR is not having enough guidance from management for the touch pattern activities that make up their primary job function.

Sales Team Lifecycle for Early Stage Companies: Establish a Sales Process and Hire the Right People

Once you have nailed the product market fit in the seed stage, your focus in Series A is determining whether a small set of sales reps can meet your target revenue number. In other words, can they convert interested, relevant buyers into real opportunities and deals? At this point, you should be looking for ways to optimize the sales process so that you can prove your model is viable at scale.

An Overview of the Sales Management Technology Landscape: Part 2

In part 2 of this series on our Sales Management Market Guide, TOPO focuses on how these technologies deliver value to sales leaders, key considerations when evaluating sales management technology, and the increasing demand for insights and engagement.

Sales Team Lifecycle for Early Stage Companies: Strategy and Metrics

The Sales Team Lifecycle is a roadmap companies can follow to effectively put in place the right salespeople, processes, technology, and metrics as they grow from seed to Series C. This roadmap provides a proven approach to aligning the sales team with the company’s size and growth, and setting expectations for what is required at each stage. By following this framework, companies can avoid making the mistakes that introduce unnecessary risk into their sales organizations, go-to-market strategies, and growth plans.

Improve Sales Development Results with TOPO Framework

A world-class sales development organization starts with a plan. As the team on the front lines communicating the value of the company to prospects every day, they need to be prepared. TOPO’s framework helps define the necessary strategy and development of processes and procedures for company growth.

An overview of the sales management technology landscape

Predictable sales execution is the most important aspect of successful sales from leadership to the sales rep. Today, the ability to deliver on these core responsibilities is not optimized. The day-to-day tasks of reviewing the pipeline, recommending next best actions, and creating forecast visibility suffer from imperfect data. Data that is only partially recalled by the reps and therefore entered incorrectly. Data that falls through the cracks and is left out of the database altogether. Data that is not optimally captured and therefore not visible. Data that is visible, but not easily scanned by busy sales leaders. Data, in other words, that is suboptimal—and therefore leads to unsatisfactory sales results.

Sales Development Role is a Centerpiece for Account Based programs. And it’s really hard to pull off.

Sales Development role in account based programs is the biggest story in sales development today. The role SDR’s play is a critical piece of the account based movement but its really really hard to pull off. This story and more emerged in the 2019 TOPO Sales Development Benchmark.

TOPO Summit 2019 – Learnings from Leading Sales and Marketing Practitioners

TOPO Summit is an opportunity to see exactly how over 50+ leading companies have achieved scalable revenue growth. Every speaker at TOPO Summit shares specific marketing and sales best practices, as well as insights on what’s working (and what’s not). We’re excited to share what some of those speakers will be presenting on, but we also encourage you to keep an eye on our agenda for more information.

TOPO Summit 2019 – Key Trends from the Technology Vendor Community

We recently surveyed the sales and marketing technology vendors who are partnering with us at TOPO Summit to gather their thoughts on the most important trends in revenue. A few big themes emerged: account based, customer engagement, sales effectiveness and enablement, sales and marketing alignment, and how data and technology are driving scale.

If you want to learn more about the latest trends in sales and marketing technology, make sure you check out the Marketplace at TOPO Summit where you’ll find 40 of the world’s leading marketing and sales technology vendors.