AI Solution for Sales Forecasting & Pipeline Management, TopOPPS, Cited by Gartner

Authored by In The News on May 23, 2018

St. Louis, Missouri, May 2018 - TopOPPS is excited to announce their inclusion in the Gartner report, Tech Go-to-Market: 3 Ways to Reimagine Sales Enablement Strategies to Win more Deals and Shorten Sales Cycles for pipeline inspection and sales forecasting. In a recent interview, Jim Eberlin, Founder & CEO at TopOPPS said, “We built the TopOPPS platform to harness the power of AI for sales teams. The mention by Gartner validates our work and highlights how important AI technologies have become for successful sales organizations.”

TopOPPS artificial intelligence and machine learning works with the CRM (Salesforce, NetSuite or Microsoft Dynamics) and starts working at the beginning of the sales process. The Rep Assistant works with reps in the systems they currently use to ensure all sales activities are automatically captured in the CRM. This increased activity is then analyzed using AI to surface top opportunities and identify activity gaps. Increased CRM data naturally leads to improved pipeline management, helping sales managers focus with their teams on top opportunities, coaching and lessen low value sales activity.

Download Gartner's Report on leveraging sales enablement tools to maximize your CRM.

As TopOPPS continues to operate, the pipeline becomes clear and the system continues to learn for a more accurate forecast. “Companies can forecast accurately 180 days out,” Jim stated. “Everything from CRM updates, guided selling, coaching and forecasting can be improved with AI-focused technology.”

A unique feature of TopOPPS is the simplified configuration process. Because the implementation is plug ‘n play, customers can view existing CRM data immediately after installation. The on-boarding team then works closely with each customer to ensure the platform is used to its fullest potential.

“We have a real opportunity to make a difference for our customers. We feel that the team at Gartner recognizes the value of AI-assisted sales technologies,” Jim said. The future at TopOPPS certainly looks bright. Thousands of reps are currently reaping the benefits of AI-assisted sales execution with the TopOPPS platform.

Source: Gartner, “Tech Go-to-Market: 3 Ways to Reimagine Sales Enablement Strategies to Win More Deals and Shorten Sales Cycles,” Todd Berkowitz, Tad Travis, et al., 4 April 2018.

TOPOPPS HEADQUARTERS

611 N. 10th St., 4th Floor

St. Louis, MO 63101

877 737 7976

Media Contact:

Rebecca Skubish

becky@topopps.com

Best Practices For B2B Sales - Monthly Sales Meeting

Ric Ratkowski

This blog focuses on the third part of the Sales Management Process, the monthly sales meetings. These meetings are held on a monthly basis, usually twice a quarter, at the beginning of the months when the quarterly business review[QBR] is not being held. This is a team call with the sales manager and his/her sales team, plus sales support and marketing. While it may not be feasible to invite marketing to all the one on one’s and sales forecast calls, they should attend the monthly sales meetings and the QBRs. This will help align marketing and sales. ...

sales management, Sales Process, best practices, sales best practices

December 14, 2020

Best Practices for B2B Sales - Sales Forecast Call

Ric Ratkowski

This blog focuses on the second part of the Sales Management Process, the sales forecast calls. The last three blogs focused on Sales Coaching and One-on-Ones, the first part of four parts that make up the Sales Management Process. A Word of Caution Both One-on-Ones and Forecast Calls are weekly meetings, but don’t make your One-on-Ones the forecast call. One-on-One time is for the sales rep. This is the sales rep’s sales development time. It is your time to help them become A-players. The Sales Forecast Call is all ...

Sales Calls, Sales Forecasts, sales best practices, Sales Forecast Call

November 21, 2020

Best Practices for B2B Sales - Sales Rep Coaching-Performance Reviews

Ric Ratkowski

This is a continuation of the previous two blogs on sales rep coaching. This blog focuses on reviewing the sales rep’s overall performance during a one-on-one. In a series of weekly one-on-one meetings this topic typically comes up once every four weeks. ...

sales management, AI for Sales, best practices, sales best practices, Sales coaching, Sales One-On-Ones

October 30, 2020

Best Practices for B2B Sales - Weekly Pipeline/Opportunity Review

Ric Ratkowski

This is a continuation of the previous blog on sales rep coaching. The prior blog reviewed how sales rep coaching fits within the sales management process and outlined best practices related to “call coaching”, one aspect of sales rep coaching. This blog focuses another aspect of sales rep coaching -- sales pipeline reviews and detail opportunity reviews. The next blog will focus on the third aspect of sales rep coaching, sales rep performance one-on-ones. ...

sales management, Sales Process, Sales Pipeline Management, AI for Sales, automated sales rep coaching, sales best practices, Sales coaching

October 16, 2020

Best Practices for B2B Sales - Sales Rep Coaching and One-on-Ones

Ric Ratkowski

Sales rep coaching and sales manager/sales rep one-on-ones are the catalyst for sales optimization and sales growth. They are also the tool for increasing the sales rep proficiency and converting C and B quality sales reps to B and A players. Some supporting research from CSO Insights reveals a correlation between quota attainment and coaching. The study found the better the sales manager coaching the higher quota attainment. ...

Sales Executives, Sales Tools, AI for Sales, sales best practices, Sales coaching, Sales One-On-Ones

August 26, 2020

Best Practices for B2B Sales - Sales Management Process

Ric Ratkowski

The next four blog posts will focus on the sales management process. This is the overarching sales processes between sales leadership and sales managers, sales managers and sales reps and sales operations with sales leadership, sales management and sales reps. These processes align the different sales groups towards the same goals. This is the fourth category of blog series Best Practices for B2B Sales Pipeline and Forecast Management based on the original blog post for this best practice series started on January 21st. ...

sales management, AI for Sales, sales best practices

August 19, 2020

Best Practices for B2B Sales - Sales Opportunity Postmortem

Ric Ratkowski

or a sales team, complacency is the enemy of improvement and growth. Top sales teams continuously improve to achieve better standards, no matter what level of success they have reached in the past. The blog “Best Practices for B2B Sales - Sales Pipeline Data & Process Improvement, focused on using analytics as a basis to identify bottlenecks in the sales process and create a process for continual improvement. That is one way. Doing a sales postmortem is another. It provides an operational perspective on how to enhance the sales process. ...

sales best practices, sales opportunity management, sales account management

August 11, 2020

Best Practices for B2B Sales - Always Know the Next Step

Ric Ratkowski

The most important step in any sales process is the NEXT step. It is a hurdle that must be cleared to give you the right to move to the “NEXT, NEXT” step. The next step is not granted, but earned by successful completion of the current step. The next step has to be set up with the buyer as you finish out the current step. ...

AI for Sales, Guided Selling, sales best practices, Sales Pipeline Visibility, sales opportunity management

Return to Blogs