Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

Downloads

  • (Resource Center) Lead To Account Matching and Routing

    Get access to the latest webinar and resource center for all things Lead To Account Matching. As revenue operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Topics Include:
    * More complicated GTM strategies require more robust technology.
    * Lead-to-account matching is critical for having a complete picture of engagement.
    * Buyers need to select solutions that can support the full revenue process.

  • Lead-to-Account Matching Tech Market Guide (Summary)

    As marketing and sales operations have become more sophisticated and go-to-market (GTM) processes have become increasingly complex, the technology to enable GTM activity has flourished. Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations.

    Key Takeaways:

    • Automated workflows required for efficient revenue processes

    • Increased productivity leads category benefits

    • Increasing go-to-market complexity drives adoption

  • (Webinar) Don't Go Chasing Waterfall (Funnels)

    Host: Chris Moody, Marketing Analyst, TOPO

    Learn how demand generation teams are utilizing integrated campaigns to align go-to-market teams. During this transformational time, stop chasing waterfall (funnels) and establish a new system for evaluating, managing, and leading your go-to-market efforts. Regardless if you are account based, volume-based or both, this webinar will provide you the framework that will provide greater clarity of what's working, what's not and the guidance on how to align your team faster into action.

  • Go-To-Market Sessions From Virtual Summit

    Watch or download the sessions related to Go-To-Market Strategy. The playbook for 90-second response time from the CEO of Zoominfo to reimagining the marketing function with Cisco during the reinvent phase of revenue recovery. If you are reinventing your go-to-market strategy and/or tactics these 6 sessions are a must.

  • Data Market Guide (Summary Report)

    All revenue organizations utilize third-party data, which is critical to strategy, planning, and everyday execution. The importance of data in day-to-day operations continues to grow, especially its role in creating marketing campaigns and outbound prospecting. Artificial intelligence (AI) and machine learning are driving the demand for accurate and up-to-date data, allowing organizations to make informed decisions and to develop more scalable, repeatable processes.

    The insights in this market guide helps organizations understand how to effectively harness data solutions and determine their next investment.

  • (Webinar) Intent Data Market Guide

    Intent data reveals the topics that companies are actively consuming across the web. This data may be collected from a single publisher such as TechTarget or from a broad array of sites such as Bombora. Significant increases in research about a specific topic can be used to identify companies that are actively researching new solutions.

  • TOPO Virtual Summit Session Showcase

    Looking to binge watch over 8 hours of the most important topics in sales and marketing today? A collection of 9 sessions from TOPO Virtual Summit: What To Do Now.

  • COVID-19: Resources for Revenue

    Resources for addressing the most important topics in marketing and sales today. A playlist of content that will provide insights into the 5 strategic imperatives that marketing and sales should be addressing:
    - Re-analyze Your Target Market
    - Re-allocate Resources to High-value Segments
    - Offer Extreme Value with Every Customer Interaction
    - Change Marketing and Sales Tactics
    - Re-design Your Organization for the New Environment

  • (Webinar) 5 Strategic Sales and Marketing Imperatives

    Host: Craig Rosenberg, Chief Analyst, TOPO

    The Coronavirus (COVID-19) crisis has brought rapid and disruptive changes in a manner that we have never experienced before. Organizations are urgently revising business plans and forecasts in the face of this crisis. As these plans come together, this unexpected disruption has created a new set of strategic considerations for sales and marketing.

    These five strategic changes are:
    - Re-analyze your target markets
    - Re-allocate resources to high-value segments
    - Offer extreme value with every customer interaction
    - Change marketing and sales tactics
    - Re-design your organization for the new environment

  • (Webinar) Building Buyer Personas

    Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

    A well-crafted buyer persona, especially one with actionable challenges and corresponding benefit statements, serves as SDR building blocks for persona storytelling. These statements can be inserted into all touchpoints of the prospecting process. It is critical that SDRs learn and understand buyer personas, but being able to translate these documents into valuable conversations is the fundamental core of their job.

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