1,000’s of marketing and sales data points

Go-To-Market Benchmarks

Our research and insights breaks down the go-to-market strategies and tactics of high-growth organizations to benchmark what they are doing to generate revenue across marketing, sales development and sales. Here are examples of metrics found in our benchmark reports:

  • 88% of marketers say SDR’s are critical
  • 57% of pipeline generated via SDR’s
  • 40% cite live-call executive critical
  • 42% of companies use 2-5 LinkedIn touches
  • 34% of marketing budgets go to events
  • #1 challenge in sales, growing pipeline

Impact of Tech Spend

TOPO research offers unique perspective on integrated technology stacks and the business impact to productivity and scale. Here are some examples from our marketing, sales development and sales technology research:

  • High-Growth teams use 5-8 sales tools
  • 68% of companies favor intent data
  • Only 8% of SDR teams using AI
  • Chat usage is expected to double next year
  • Sales Engagement core to sales stack
  • Account based tech spend increasing 26%

Patterns and Plays

No other research and advisory firm goes further into companies to understand what specific actions are taken to generate high growth results. Our research into the proven patterns and plays is backed by years of data collection that reveal insights such as:

  • 80% of high-growth companies have a strong ICP (Ideal Client Profile)
  • Personalized SDR efforts generate 20-25 triple touches per day
  • 57% of reps say they cut-corners on discovery, critical step
  • Contact touches have increased 37%
  • Top performers 3x more likely to involve customer success in up-selling

Want to Benchmark Your Efforts? Contact Us


From Lead to Renewal


Our Marketing Practice focuses research and advisory on how leading marketing organizations orchestrate resources to exceed revenue targets. Our insights and practitioner expertise helps clients with priority topics such as:

  • Adopting Account based GTM models
  • Volume and Velocity funnels
  • Organization design frameworks
  • Benchmark conversion performance
  • Marketing Technology Evaluations
  • Customer expansion plays

Sales Development

Our Sales Development Practice focuses research and advisory on how leading sales development organizations align resources for productivity and scale. Our insights and practitioner expertise helps clients with priority topics such as:

  • Buyer-Centric Messaging
  • Qualified lead definitions
  • Handoffs and service levels
  • Inbound/Outbound plays
  • Qualification call execution
  • Sales Development Fundamentals
  • Account based sales development


Our Sales Practice helps the world’s best sales teams design and adopt processes and plays that increase closed-won rates. Analysts have recently helped clients with:

  • Organizational health
  • Sales process designs
  • Discovery & Demo plays
  • Trial & Deal planning
  • Value based selling
  • Use case messaging
  • Sales skills

Want to learn more about our practices? Contact Us


Each practice membership offers access to TOPO’s capabilities

  • Assessments

    An assessment is the best method for TOPO to get to know a client’s current sales, sales development, or marketing processes so we can offer tailored advice and recommendations.

  • Advisory Support

    Our Analysts are available to work with you on the big, strategic decisions you need to make. From designing your account based orchestration strategies to evaluating a new software application, TOPO Analysts work with clients to develop specific, actionable recommendations that impact your business.

  • Consulting

    TOPO consulting engagements address big sales and marketing issues in a manner that’s deeply specific to each client. Our consulting work focuses on areas such as go-to-market strategy, organizational design, and marketing/sales process. Whatever the challenge, we always focus on putting recommendations into practice.

  • Research

    Our Analysts continuously analyze the strategies, processes, plays, organizations, and technologies that drive faster growth. Ever wonder how SQL definitions are evolving? Or how companies mix free trials with deep discovery? Or which sales intelligence tools live up to the hype? We have the answers to these questions (and many, many more).

  • Workshops

    Our programs make sure that proven best practices become an operational reality. Using our best practices, exercises, and takeaways, our Analysts are uniquely qualified to transform how your sales, sales dev, and marketing teams execute.

  • Events

    We regularly host the most engaging, insightful events in sales and marketing. Our events feature TOPO Analysts, as well as the best marketing and sales leaders. Whether It’s our annual summit or monthly councils, TOPO events are designed to provide you with actionable insights, real life examples, and specific recommendations.


The brightest minds in sales and marketing

TOPO Analysts represent sales and marketing’s best and brightest. They’re not just smart, they’re experienced – the average TOPO Analyst has over 14 years experience as a practitioner. And they’ve lead sales and marketing teams at some of the world’s best companies, companies like LinkedIn, Salesforce, and Zendesk. Our Analysts aren’t just sitting in an ivory tower engaging in high level pontification.They understand the challenges you’re facing and are able to deliver specific, actionable recommendations that drive faster growth.

Ready to join the world’s fastest growing companies?