sales development

Pipeline Survey, 70% of respondents anticipate at least 20% decline in pipeline – Marketing Article

The Coronavirus (COVID-19) crisis has created the most disruptive business environment of our lifetime. The speed in which the anticipated impact came to fruition was startling and sudden . Over the course of four weeks (March 5 to April 2), pipelines increasingly worsened for sales and marketing organizations as buyers took less meetings. Source: Coronavirus (COVID-19) Impact survey, TOPO. A period represents one week. Answer selection was “Buyers not booking meetings.” During that month, confidence in future pipeline progressively eroded for…

Read More

Don’t Miss Out On the TOPO Open House – Marketing Article

We’re excited to see you at The TOPO Open House in SF Nov 20-21st at The Cavalier from 8:30-4pm each day. Whether you’re attending Dreamforce or not, we’d love to have you stop by and check out presentations from our Analyst team and several leader panels taking place over the two days. Stay the whole time or just pop-in, either way come join us for a great time! We’ll be featuring sessions on our upcoming research including our tech reports…

Read More

Is Your Sales Team Set Up To Succeed? – B2B Marketing Article

Improving win rates is within your control. After many B2B win-loss analysis research projects, we have found that simple adjustments can make a huge difference to the effectiveness of your sales team. Largely, it comes down to ensuring your sales team has the time, tools, and training to do their jobs. Sadly, this is all too rare in the world of B2B tech. We recently hosted four B2B sales experts on the B2B Revealed Podcast to learn what B2B sales…

Read More