Untitled presentation (1)
February 11, 2020

Introduction to Best Practices for B2B Sales - Data Access

With all the advances in sales technology and analytics, you would expect sales teams to have all the data they need about each sales opportunity to accurately forecast sales.  However, that isn’t the case.  Research by Bohanec, Kljajic Borstnar and Robnik-Sikonja in the study “Integration of machine learning insights into organizational learning, A case of B2B sales forecasting” found that: ...

Sales Rep, Artificial Intelligence, AI for Sales, best practices

January 21, 2020

Best Practices for B2B Sales Pipeline and Forecast Management

New year, new blog series!   The new blog series will focus on “Best Practices for B2B Sales Pipeline and Forecast Management”.   This covers a big area so this series could take most of 2020 to complete and its frequency will be more often than once a month.    The reason for this blog series is companies continue to rely on human intuition and instinct to produce sales forecasts.  They continue to spend significant time managing, manually reviewing and updating the sales forecast despite advances in sales technology. ...

Sales Pipeline Management, AI for Sales, Guided Selling, best practices

January 21, 2020

Brainshark and TopOPPS Form Partnership to Combine Sales Readiness with AI-Driven Sales Pipeline and Forecast Management

The Integrated Solutions Will Provide Deep Insights into Pipeline Activity and Forecasting - Enabling Targeted Learning that Elevates Sales Performance WALTHAM, Mass. and ST. LOUIS, Jan. 21, 2020 /PRNewswire/ -- Brainshark, Inc., the industry's only data-driven sales readiness platform, and TopOPPS, a leading provider of artificial intelligence (AI)-based sales pipeline management and forecast predictability solutions, today announced they have formed a strategic partnership. The partnership – which includes an integration of Brainshark and TopOPPS solutions – will empower sales organizations to deliver "in-the-moment" guidance that improves reps' skills at key points throughout the sales cycle. ...

AI for Sales, Sales Enablement, Guided Selling

December 13, 2019

Sales Superpowers Need 'In-Context' for Sales Engagement

  SiriusDecisions outlines “One Solution for Sales Superpowers”.  [Spoiler alert] - it is sales engagement.   If it is “the one solution” to supercharge your revenue engine, why isn’t it widely used?   Why isn’t it the most popular application in the “sales world”?  We will get back to that, but first lets make sure we are on the same page. Sales Engagement Defined  Sales engagement is defined as interactions that take place between the buyer and seller.  Sales engagement includes four core functions based on SiriusDecisions definition:  calling/dialing, email, calendarizing and reporting. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

November 25, 2019

Strengthening the CFO-CRO Relationship Through the Sales Forecast

  The sales forecast is the linchpin of a company’s future.  If it is right and can be trusted the companies’ operations run smoother and its financial stability is more secure.  Typically this isn't easy.  The sales forecasting process is shared by the Chief Revenue Officer[CRO] and the Chief Financial Officer[CFO].  The challenge is both have different motivations on its accuracy and neither have a complete vision of its drivers or its accuracy.   When the forecasting process is trusted and transparent it relieves stress on both the CRO and the CFO.  This blog reviews how this can be accomplished.  ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

October 23, 2019

Where 1 + 1 = 3 in the Sales Application Stack - Sales Enablement

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

September 20, 2019

The Emperor [CRM] is Naked

  One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

  The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales, automated sales rep coaching

April 16, 2019

AI for Sales - Guided Selling

  The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales

January 25, 2019

AI for Sales - In the Marketing Funnel

  The topic of artificial intelligence [AI] for Marketing covers many different areas including content delivery, content generation, social media, personalizing emails, attribution, and optimizing lead gen, just to name a few.  This blog focuses on applying AI in the marketing funnel for optimizing lead gen and marketing attribution[MTA].  ...

Sales Tools, AI, Artificial Intelligence, Marketing Funnel, AI for Sales

January 9, 2019

AI for Sales - AI/Machine Learning Primer for Sales

  I had planned my blog “AI for Sales - In the Marketing Funnel” to be posted  before now.  It was a challenge writing it because I had to include terminology and background in Artificial Intelligence (AI), Machine Learning (ML), and Advanced Analytics, to set the right perspective. This blog takes on the task of trying to level set around terms and characteristics of Artificial Intelligence(AI) and Machine Learning(ML).  My next blog, [in two weeks] will discuss the AI for the marketing funnel. ...

Sales Tools, AI, Artificial Intelligence, AI for Sales

December 5, 2018

Independent Research Validates TopOPPS Benefits for Sales Enablement

ST. LOUIS, Dec. 5, 2018 /PRNewswire/ -- Independent Research conducted by Washington University in St. Louis CELectteam found customers using TopOPPS AI for Sales Forecasting and Pipeline Management were able to: ...

Sales Forecasts, TopOPPS Users, Artificial Intelligence, Sales Pipeline Management

October 25, 2018

Artificial Intelligence [AI] For Sales Forecasting*

  When you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.   This is only partially correct. While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process. ...

Sales Predicability, sales forecasting, Sales Pipelines, AI, Artificial Intelligence, AI for Sales

September 13, 2018

TopOPPS Positions for Growth, Adds Chris Cabrera to the TopOPPS Board

The TopOPPS team and CEO Jim Eberlin are thrilled to announce that Christopher W. Cabrera, founder and CEO of cloud-based sales performance management software provider Xactly,  has joined the TopOPPS Board of Directors. Christopher is a seasoned executive with senior management experience at both early-stage and public companies where he has managed sales, marketing, operations, and business development. ...

Press

August 29, 2018

Pipeline Management Strategy for More Wins

Mark Kosoglow and Jim Eberlin teamed up to present a how-to webinar called Work Your Deals, Not Your CRM to show sales leaders how to eliminate the burden of CRM compliance on reps so they can reinstate the strategic (and fun) part of selling! This article summarizes the necessary steps discussed on the webinar. ...

Blog

July 19, 2018

TopOPPS Scores as a High Performer in the G2Crowd Summer 2018 Reports

TopOPPS is excited to announce our position as a top performer in the Sales Analytics Software category in the G2Crowd Summer 2018 Grid Report. TopOPPS is a leading software platform that provides sales teams and leaders effective tools to improve performance, validate pipeline and increase forecast accuracy. ...

Press, Blog, G2 Crowd

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