Lead-to-account matching and routing solutions are the answer to the unanswered
Lead-to-account matching and routing solutions have become a critical piece of the infrastructure required to support these sophisticated GTM organizations. As marketing, sales and the emerging...
View ArticleHow to use High Value Offers To Get a First Meeting or Re-Engage Stalled...
Drive prospect engagement by aligning to the attributes of high value offers. A primary function of the go-to-market team is to determine how best to engage prospects in order to progress deals and...
View ArticleHow To Inject Extreme Value Messaging into Buyer Personas
Sales and SDR teams spend their time communicating with prospects to understand their specific tactical challenges, qualify them as a potential customer for the solution, and schedule a more detailed...
View Article46% of Sales Enablement Teams Expected To Grow Over The Next 12 Months
The sales enablement function continues to grow— forty-six percent (46%) of teams plan to increase in size in the next 12 months. This growth in headcount will be accompanied by continued spend in...
View ArticleRevOps: The Modern Operating Model For Fast-Forward Organizations
RevOps is the modern operating model for driving efficient, predictable revenue. Organizations are always looking for revenue growth, and that need increases following a period where sales are flat or...
View Article2021 Sessions That Will Help You Forget 2020
No coincidence that the most registered sessions for next weeks TOPO Virtual Summit have “2021” in the title. Perhaps this is a good time of year to start on 2021 but perhaps people are excited about...
View Article3 Sales Effectiveness Posts For 2021 Planning
2020 was supposed to be the year of “2020 Vision” but it was as murky and uncertain as the Hudson river currents. These three popular sales effectiveness posts from 2020 will provide fodder in boosting...
View ArticleWhat is Sales Enablement? The question remains but the answer is evolving
When searching for “Sales Enablement” the most common response is “what is sales enablement?“. Even though the question of “what is sales enablement” has remained steady, the answer is rapidly...
View ArticleFlexible Go-To-Market Portfolio, Not a Buzzword But a Necessity for 2021
The introduction of the TOPO Double Funnel in 2019 showed marketers that it is critical to measure multiple go-to-market (GTM) strategies side-by-side. The TOPO Go-to-Market Framework demonstrates that...
View ArticleSales Engagement Welcomes the New Era of Buyers
The 2020 pandemic served as an accelerant for shifts in the ways B2B buyers engage with sellers. Buyers need sellers to exceed expectations at every interaction on their preferred—and increasingly...
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