Downloads

  • (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

  • (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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