4 Best Practices for Sales Demo Success

The sales demo, or product demonstration, is a critical piece of the sales process—and it’s easier than ever to deliver via a variety of channels, such as video or a web conference. A demo can mean the difference between closing a deal and losing a prospect.

The Age of Multi-Channel Prospecting: Despite the Hype, Nothing is “Dead”

Every day on LinkedIn there is a post with a long comment string discussing how some prospecting methodology is “dead” –  cold-calling, social-selling, etc. These provocative arguments dominate our LinkedIn feed. It’s understandable because cracking the code of prospecting in today’s world is the holy grail. The real message here is that prospecting is hard and many techniques in isolation are frustratingly inefficient and ineffective.

Top Trends from TOPO Summit Sponsors – Sales Development and Sales Enablement

We surveyed our sponsors for TOPO Summit 2017 and asked them to identify three trends their companies are following in 2017.  Based on those responses, we will be publishing a series of blog posts over the next several weeks, categorizing their thoughts into five themes: Account-Based, Sales Development, Data, Tech Stack, and Sales Enablement.

5 New Account-Based Metrics

Last week marked my one year anniversary at TOPO. For most of that time, my work has involved helping companies transition to account-based go-to-market strategies. I’ve observed that people within these companies bring diverse perspectives on what account-based is, what it does, and what it means. That diversity is actually important to preserve, and even embrace. Based on functional roles, the way account-based programs are designed and executed will vary. The diversity of perspectives makes marketing and sales outreach more compelling and engaging.

TOPO Sales Council #4 – A Recap

Sales leaders from the Bay Area’s fastest growing companies once again gathered last Friday for TOPO’s fourth Sales Council. These Councils offer a unique forum for sales leaders from high growth companies to learn from each other and share best practices. Each Council features three speakers who share the processes, plays, organizational elements, and technologies they use to drive key revenue metrics.

TOPO Sales Development Funnel

The proliferation of sales development teams in B2B companies over the past decade has been unprecedented. While the sales development (SD) function has existed for at least 30 years, many great companies safeguarded their sales development process as a “secret sauce.” Today, sales development is considered a requirement for any normally functioning B2B sales and marketing organization, and SD practices have become virtually standardized across companies. In fact, TOPO’s research has shown that 100% of high-growth organizations have sales development organizations.

TOPO Marketing Council #11 – A Recap

Over 25 demand generation leaders from the Bay Area’s fastest growing companies gathered last Friday for TOPO’s eleventh Marketing Council. These Councils offer a unique forum for marketing leaders from high growth companies to learn from each other and share best practices. Each Council features three speakers who share the processes, plays, organizational elements, and technologies they use to drive key revenue metrics.

A Very Large List of Account-Based Pitfalls (and How to Avoid Them)

In nearly every TOPO engagement with clients who are launching an account-based GTM strategy, a common question we hear goes like this:

“How can we learn from others’ mistakes so we can realize the benefits of account-based (e.g., higher ACV, LTV) faster?”

We love hearing this question because we have, indeed, observed the habits of many clients as they implement their account-based programs. We’ve seen them get awesome results and we’ve seen them struggle, too. Here is a summary of their struggles, with recommendations for how your company can overcome them.

Sales Development Council #15 – A Recap

Over 30 sales development leaders from the Bay Area’s fastest growing companies once again convened last Friday for TOPO’s Sales Development Council #15. These Councils offer a unique forum for sales development leaders from high growth companies to learn from each other and share best practices. Each Council features three speakers who share the processes, plays, organizational elements, and technologies they use to drive key revenue metrics.

The TOPO Account-Based Funnel: Official Launch

Over the last year, account-based go-to-market strategies have become the hottest topic in B2B sales and marketing. This shift is occurring as sales and marketing leaders realize the shortcomings of traditional, volume-based, lead-centric demand generation programs. While these programs have, in some cases, delivered a large number of leads to sales, key strategic metrics, such as close rates and lifetime value, have not met expectations.