No coincidence that the most registered sessions for next weeks TOPO Virtual Summit have “2021” in the title. Perhaps this is a good time of year to start on 2021 but perhaps people are excited about looking forward to a new year?
The moment when we hear something that makes us question what we felt to be true. That is a mind blowing experience!
Now imagine having that moment across two days in eight different sessions while overlooking the Embarcadero in San Francisco on April 23-24th.
We’re excited to see you at The TOPO Open House in SF Nov 20-21st at The Cavalier from 8:30-4pm each day. Whether you’re attending Dreamforce or not, we’d love to have you stop by and check out presentations from our Analyst team and several leader panels taking place over the two days. Stay the whole time or just pop-in, either way come join us for a great time!
Top Trends from TOPO Summit Sponsors – Sales and Marketing Alignment & Marketing and Sales Development Orchestration
We surveyed our sponsors for TOPO Summit 2018 and asked them to identify three trends their companies are following in 2018. Based on those responses, we will be publishing a series of blog posts over the next several weeks, categorizing their thoughts into six themes: AI and Data, Everything Account-Based, Content and Experience, Sales and Marketing Alignment, Marketing and Sales Development Orchestration, and Sales Focused.
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.
There is a movement underway to deliver more valuable engagement with buyers. TOPO’s ongoing research on sales organizations shows that sales leaders overwhelmingly rank “improving the quality of engagement with buyers” as their top priority. The key to achieving better quality engagement is to arm the sales reps for buyer-responsive selling.
The ultimate measure for sales development success is closed won business. If SDRs are not contributing opportunities to the pipeline that result in closed business, it’s hard to justify the effort. That said, looking at other key conversion steps in the overall sales and marketing process can highlight needed improvements to sales development process and execution.
Over 25 sales leaders from the Bay Area’s fastest growing companies once again gathered last Friday for TOPO’s third 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.
Sales and marketing technology leaders joined us at the Four Seasons SF for our 3rd Sales and Marketing Technology Council. These particular councils offer leaders from high growth companies perspective on their target markets and the opportunity to learn from each other. This council featured three speakers in panel format allowing for questions from attendees as well as moderated questions from our CEO, Scott Albro.
In a previous post, The Framework for Ideal Customer Profile (ICP) Development, we defined the Ideal Customer Profile and provided the framework for ICP Development. In this post, we provide recommendations for the key questions to answer when collecting qualitative data in the ICP development process.