“The Ocho”: 8 TOPO Summit Sessions That Will Blow Your Mind
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.
Our Sales Effectiveness track, which is one of our six tracks plus our newly added Solution theatre, is thoughtfully setup to rethink what it means to be effective in sales. Similar to other tracks that are designed for specific audiences and purposes, if you or your team are looking to be more effective in sales look no further.
In years past, the sales effectiveness track has been standing room only and for fire code reasons we were limited by how many people were allowed in the room. For TOPO Summit ’20, we have increased the track to fit 200+, so we can share this mind blowing experience with more people.
Here are 8 sessions you won’t want to miss for Sales Effectiveness:
Traditional buyer personas don’t work: they must be actionable. In this session, TOPO analyst Phoebe Conybeare will share why buyer personas are an essential tool for SDRs and how to insert key buyer persona challenges and benefits into on-the-job SDR tools, like personalized email copy.
Sales reps often struggle to engage in initial conversations with prospects and to deliver compelling and relevant messages. TOPO research found that in order to differentiate your organization, you must add value every time you connect with a prospect. In this session, TOPO consultant Shiela Rahimian will show you how to engage with cold prospects in a way that adds value and starts a conversation.
Too many sales reps talk far too much about their solution, and not nearly enough about the problem that the customer wants to solve. By the time the customer hears the pitch, it’s mostly about what the seller has to offer, rather than something bigger that the customer wants to hear about—the real value that will make or break the sale.
In this session, TOPO senior sales consultant Debbie Bender will teach you how to launch into a sales process using research, stay customer focused throughout, and drive more value as you craft pitches that your prospects will actually want to hear.
Research shows that coaching is the number one differentiator for sales reps growth, and yet less than 24% of managers/coaches actually conduct performance based coaching. When surveyed sales managers share that knowing what to coach on and time are the biggest challenges to performance coaching.
TOPO has created a framework and tools managers and coaches can use to not only determine what reps need coaching on, but for reps to use to evaluate their own performance and develop a self-directed approach to their performance development.
In this session, TOPO Consultant Shiela Rahimian will show you how to use the coaching framework and evaluation tools designed for managers, coaches and sales reps.
Do you know exactly who is and isn’t important to closing deals? Many organizations dive into sales opportunities without performing stakeholder mapping—or even understanding exactly what it is. Yet a well-executed stakeholder map is a crucial component for understanding each opportunity, finding the right buyer and influencers, and winning over the buying champion.
In this session, TOPO senior sales consultant Debbie Bender will share best practices to help you design and execute a successful, repeatable stakeholder mapping process every time.
Success in a sales process often boils down to knowing which plays to run, and knowing how to run them effectively. Three of the most critical plays are Discovery, the Proposal, and the Close. These are fairly easy to describe—discover the prospect’s needs, propose a solution, and drive to close—but much harder to execute effectively.
In this session, TOPO senior sales consultant Debbie Bender draws on TOPO research and her own experience across many hundreds of deals to give you the best practices you need to become much more methodical and successful with Discovery, Proposal, and Close so you can reliably win more business.
TOPO’s research shows that most deals are won or lost during discovery. Using a structured discovery process to develop a true understanding of the customer’s current situation allows later conversations to be focused on business benefits for the prospect, as well as providing vital information to be used in product demos, proposals, and other buying conversations, increasing the likelihood of success.
In this session, TOPO senior sales consultant Debbie Bender will show you how to share relevant insights and ask probing questions to guide the conversation, build your credibility with the buyer, and ultimately create a compelling value message so you can win the sale.
TOPO Research shows that in order to differentiate yourself you must deliver compelling value messages in every customer touch. Insights are a key drive of a value message, and in this session, our TOPO analyst will walk you through three frameworks for developing insights, deliver value and pivoting from objections back to value.