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 digital—channels. Modern revenue leaders recognize that the ethos of buying … The post Sales Engagement Welcomes the New Era of Buyers appeared first on TOPO Blog ..read more

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 organizations not only need to find the balance between volume/velocity and account … The post Flexible Go-To-Market Portfolio, Not a Buzzword But a Necessity for 2021 appeared first on TOPO Blog ..read more

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 evolving, from being viewed as sales tool training, sales content, … The post What is Sales Enablement? The question remains but the answer is evolving appeared first on TOPO Blog ..read more

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 your sales effectiveness now and … The post 3 Sales Effectiveness Posts For 2021 Planning appeared first on TOPO Blog ..read more

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 looking forward to a … The post 2021 Sessions That Will Help You Forget 2020 appeared first on TOPO Blog ..read more

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 negative. Sales and marketing teams scale their efforts to accelerate … The post RevOps: The Modern Operating Model For Fast-Forward Organizations appeared first on TOPO Blog ..read more

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 technology. The category has seen strong expansion … The post 46% of Sales Enablement Teams Expected To Grow Over The Next 12 Months appeared first on TOPO Blog ..read more

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 meeting. The more they know about the specific buyer personas … The post How To Inject Extreme Value Messaging into Buyer Personas appeared first on TOPO Blog ..read more

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 drive revenue. Organizations that have the most … The post How to use High Value Offers To Get a First Meeting or Re-Engage Stalled Opportunities appeared first on TOPO Blog ..read more

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 function of revenue operations have become more sophisticated and go-to-market (GTM) processes have become … The post Lead-to-account matching and routing solutions are the answer to the unanswered appeared first on TOPO Blog ..read more