Prepare SDRs to Qualify Leads with Agreed-Upon Definition

One of the most critical roles a sales development rep (SDR) plays in an organization is to qualify prospects before they speak to sales. But the pressure to quickly qualify and handoff meetings to sales reps often results in leads that are passed along before the prospect has been fully qualified. This issue is compounded by sales reps with differing opinions of what constitutes qualification and who may ignore qualified leads that have come from SDRs. This lack of alignment causes problems on both sides of the handoff.

TOPO Summit 2020 Returns for 5th Year

TOPO is excited to share that Summit 2020 will be April 23-24th, in San Francisco on the Embarcadero overlooking the waterfront. With over 86% of attendees expected to return, we are grateful for 5 years of ongoing support and are excited to welcome new attendees to make Summit 2020 the best yet!

The Why and How For Marketing and Sales Assessments

Before joining TOPO as a Research Analyst, I was a marketing strategist at high growth B2B tech companies and always looking for ways to drive efficiency (more quality revenue with less effort). I usually did this by understanding and then intentionally breaking processes. I used industry research (including TOPO best practices!) in order to justify my gut decisions, which helped me maintain my credibility and drive results in the face of uncertainty.

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.

An Effective Trial Approach That Converts

Posted in Sales by

A trial provides prospects an opportunity to test a vendor’s solution before purchasing. In the age of Software as a Service (SaaS), many technology companies provide self-serve demos. While this works for single-user purchases, it’s not as effective for more complex purchases where multiple stakeholders are forced to navigate the intricacies of trials on their own.

The Sales Enablement Technology Market Landscape: Predictions and Buyer Guidance

Posted in Sales by

In our first post on sales enablement, we explained the optimal sales enablement stack and the trends influencing its evolution. In part two of the series, we focus on the market landscape, along with TOPO’s predictions and buyer guidance.

What Defines the Sales Enablement Category?

Posted in Sales by

One of the key factors for sales success is an organization’s ability to enable sales by providing the required resources to sell effectively. The more fluid and effective a sales rep’s interactions with a buyer, the faster reps can close each deal. And the faster they can close, the more deals they can close. That’s where sales enablement technology comes into play.

Build and Grow a Sales Organization with the TOPO Sales Framework

Posted in Sales by

The success of a modern sales organization starts before the first sales person even walks in the door. A well-conceived go-to-market strategy, sales playbook, and messaging framework are the foundation for every sales call. Ongoing training on the right processes and the right technology keeps a sales team effective, efficient, and on the same path.

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.