Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Downloads

  • Messaging Sessions From Virtual Summit

    These 4 sessions are designed to spring you and your team into action. These actionable sessions cover topics to help your SDR's and Sellers with more effective messaging.

  • 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.

  • 5 High Value Offer Sessions From Virtual Summit

    Watch or download slides from the five sessions related to high value offers. Learn what they are, how to apply them, and how to enable your SDR's and Virtual Sellers.

  • 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) Coronavirus (COVID-19) Impact: What Marketing and Sales Are Doing About It

    Hosts:
    Eric Wittlake, Senior Marketing Analyst, TOPO
    Dan Gottlieb, Sales Analyst, TOPO

    TOPO surveyed over 350 marketing, sales, and sales development organizations to better understand the impact of the Coronavirus on pipeline and what organizations are doing to offset its impact. Attend this webinar to hear the results first-hand and what you can do in a time of uncertainty.

    Key Topics Include:
    * What impact teams expect the Coronavirus to have on their ability to create pipeline
    * How the Coronavirus is currently impacting pipeline creation
    * What teams are doing to offset the impact of the Coronavirus

  • (Webinar) Doing Revenue Operations Right

    A revenue process approach, with its shared accountability for revenue and lifetime value beyond traditional silos, is becoming a must-have in this age of hyper-competition. Marketing, sales, customer success, account management, channel and retention processes are all managed to guide a customer’s experience across the entire lifecycle—and to drive consistent revenue at scale. When backed by a strong revenue operations function to coordinate execution, the result is a data-driven, end-to-end approach that enables better customer targeting, more flexibility, and greater coordination across functions.

    Our guest speaker, Michael Hargis from Axiom shares his experience on achieving company growth of 20% by expanding and aligning his team around a revenue operations model. Learn how a focus on people, process and technology enabled Axiom to scale.

    Key Topics Include:
    * Why build a revenue process and revenue operations function
    * How to structure revenue operations in your organization
    * How to get started on revenue operations

  • (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.

  • 2019 Sales Development Technology Report Executive Summary

    TOPO invites you to download an executive summary of our recently released Sales Development Technology Report.

    The sales development technology stack supports how an organization prospects, regardless of the
    go-to-market strategy used. It is the collection of software tools that help sales development
    representative (SDR) leaders develop programs and processes for the SDRs who— in turn—plan, execute, track, and optimize their interactions with prospects and customers. Organizations often purchase technology as they need it. However, a tech stack should be built according to a plan with every component designed to serve a specific purpose. The tools interact with each other in ways that provide maximum efficiency.

    Technology, along with people and process, is responsible for delivering results. Many of the
    technologies discussed in this report also serve sales and marketing teams. Implementation and
    management of these software tools can improve alignment across all three functions.

  • 2019 Sales Development Technology Report Webinar

    Who: Dan Gottlieb, Analyst, Sales Development

    The sales development technology stack is one of the most important elements of how teams go to market. This report combines technology usage by high-growth companies with TOPO recommendations and analysis of the technology marketplace to guide sales development leaders in their technology investment. Our webinar will discuss key insights from the report, and the impact it will have on sales development organizations and their tech stack.

    Key Topics Include:
    * How data is driving much needed innovation
    * The fight for ownership of the SDR platform
    * The importance of AI in the background

  • 2019 Sales Development Benchmark Report Executive Summary

    Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This executive summary provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

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