Untitled presentation (1)
August 8, 2017

Collibra Leverages Artificial Intelligence to Manage & Hit Quarterly Numbers

Collibra’s sales operations team faces many challenges that most fast-paced sales organizations experience every sales period. Led by Erica Boccard in their New York office, Collibra needed predictability in their sales outcomes, more effective sales meetings and better visibility in sales rep’s pipelines. Being a Data Governance Company, Collibra knew they could only be as effective as their CRM data, or as Erica puts it, “we needed to build enough trust in the data to where it unlocks its full potential to drive competitive advantage for our sales team”. Now, a customer of TopOPPS, Collibra is leveraging artificial intelligence to help her sales team become more effective and predictable. ...

Analysts on TopOPPS

July 19, 2017

Buckner Is Able to Max Out Their Fleet With Predictable Forecasting

                In January 2015, Matt Dooley decided to use TopOPPS to help his team keep their heavy equipment rental calendar booked to prevent lost opportunities and to reduce idle equipment. Forecasting was historically difficult causing lack of confidence in inventory availability. There was insufficient pipeline data to effectively plan. Matt expressed that he didn’t want his reps to feel he was shoving them into the CRM, yet he needed to plan for the proper utilization of equipment. “I felt like I was constantly saying Update, Update, Update.” Buckner needed to know which deals would close and when. Without this empirical data and facts - they could not add the inventory necessary to meet the potential revenue. ...

Analysts on TopOPPS

July 18, 2017

Outreach Relies on TopOPPS for Pipeline Health and Rep Assistance

Mark Kosoglow has been in B2B inside and outside sales since 2000. He’s currently the Vice President of Sales at Outreach, a sales engagement platform empowering faster and smarter communication workflows for sales teams ...

Analysts on TopOPPS

July 18, 2017

Genesys Deploys Predictive Analytics to Maximize Rep Productivity

Consider the case of Interactive Intelligence, a global leader of cloud services for customer engagement, communications and collaboration. ...

Analysts on TopOPPS

July 18, 2017

Degreed Pipeline Data Spikes 400% Leveraging TopOPPS "Rep Assistant"

Jeff Lamb has been involved in sales ever since receiving an MBA from Gonzaga University, and has since worked in multiple sales roles before joining Degreed in 2014. ...

Analysts on TopOPPS

July 17, 2017

Exceeding Quota with Data-Driven Sales Management

Maximizing Reps Sales performance is the number one objective for Sales Leaders. We have published a step-by-step guidebook that does just this - Maximize Sales Performance. But in short, the following details what every Sales Leader needs to know like the back of their hand. ...

Blog

July 6, 2017

Sales Process... "Remarkably Absent in Day-to-Day Execution"

Barry Trailer is the Research Principal and Co-Founder of CSO Insights. ...

Blog

June 26, 2017

The 4 Reasons We Invested In Predictive Sales Analytics

Khristian Gutierrez is the Chief Revenue Officer at Passport located in Charlotte, North Carolina. ...

Analysts on TopOPPS

June 21, 2017

What is Sales Pipeline Analytics?

Most sales leaders analyze their pipeline the same way they’ve done it for years - this is why sales is still a grind, forecasting is still a struggle, and there are still surprises and disappointments at the end of the sales period. Your pipeline analytics should answer these questions with precision: ...

Blog

June 16, 2017

Sales Pipeline Management for Frontline Managers

Frontline sales managers have to coach, manage, be engaged with and sell alongside the sales team. They need to understand the analytics of how a deal moves through the sales funnel to be more effective in coaching. ...

Blog

June 14, 2017

Optimizing Sales Starts with Sales Process

One of the most valuable qualities in life is your ability to maximize the value of anything you buy, acquire, or are given. You have to know when you’re leaving money on the table, paying too much or not getting enough value out of something. ...

Blog

April 13, 2017

Sales Predictive Analytics Frontrunner TopOPPS Brings DRIVE Event Home to St.Louis

Business leaders from all over the country expected on May 18th at Downtown TREX ...

Press

March 31, 2017

Expanding & Creating 35+ New Jobs in St. Louis

ST. LOUIS— Recently, Gov. Eric Greitens announced four business expansions across the state including TopOPPS, Inc. which is growing their startup in St. Louis City, with plans to create more than 35 new jobs. ...

Press

March 31, 2017

6 Strategies to Build a Forecast You Can Believe In

Do you "trust" your forecast? For many, it’s that time again…..It’s time to forecast for next quarter.  For serious sales leaders, this is no trivial task. ...

Blogs & guidebooks

March 7, 2017

Coaching and 1-on-1s to Hit the Number

          Chris Noordyke is the Chief Revenue Officer at Blue Medora, and a new customer of TopOPPS. Chris posted this blog on LinkedIn about how his team achieved great results from their 1-on-1s using TopOPPS technology. My team likes to win and they know that knowing their metrics is what it takes. Through automation of our policies, systems, and tools we have reduced the amount of time the sales team needs to focus on our CRM system to less than fifteen minutes per day.  My reps appreciate the time we take to review how they’re doing and strategize how to blow their number out. Since implementing these two coaching strategies, we have seen reduced sales cycle times and increased win rates. ...

Blogs & guidebooks

February 21, 2017

How do you manage to predictable sales results in the middle of a turnaround?

            Clinton McDaniel, Enterprise Business Development and Channel Sales Leader at GENBAND, posted this article on LinkedIn on January 28th, and graciously gave us permission to post it on our blog. ...

Blogs & guidebooks

January 25, 2017

Better Rep Performance Starts With Better Sales Process

A sure-fire method to extend the sales cycle, add confusion to the forecast, and lose more deals is to have an informal sales process.  Having a B2B sales process that’s too simplistic leads to inconsistency and confusion. Imagine if a recipe just listed “add ingredients, mix, then heat”. Or a football running play, like the counter, was described as “run, fake, handoff”.  You would not have much success in the outcome of either of those scenarios.  So, don’t expect much sales growth when you have a few general sales stages that leaves a lot to the imagination.  Your reps will be all over the place when they strategize on next steps, report deal status or provide a forecast.  Your sales process has to be well aligned with the activity that goes into a successful sale - that is based on how your customers buy.  It should also help in making decisions on next steps and be consistently understood by the entire sales team (sales rep, sales ops, sales management). ...

Blogs & guidebooks

December 22, 2016

Managing Sales Reps With Different Forecasting Methods

Sales reps don't always give their managers the ability to forecast in one general way. No matter how much a manager will try to promote certain behaviors throughout their sales team, some sales teams will just have a variety of sales personalities that can forecasting an ordeal. However, there are optimal forecasting methodologies for different types of sales reps and knowing the different methods could make or break your quota this quarter. ...

Uncategorized

December 16, 2016

Four Steps BI Tools Neglect

Business Intelligence software for sales reporting is missing the mark.  It makes it easier to build a report with elegant looking graphs - but the substance of the reports doesn’t provide real information.  Most often, sales analytics produced from BI tools is just a roll up of numbers called out in a forecast call.  So the sales leader and the sales rep have a lot of work to do to make these reports provide any value. ...

Blog

December 8, 2016

How Milestones Help Sales Reps Manage Deals

Selling is just as much of a science as it is an art. The days of having great sales reps that you just trust to get the job done are coming to an end. The modern sales process is one that prides itself on being repeatable for any opportunity, scalable for any growing sales team regardless of the type of sales reps, and measurable to evaluate effectiveness. To get to the core, sales processes need to be rigorously laid out and be designed to be adaptable to morphing buyer journeys. A critical component for tailoring your sales process are milestones. Once you understand them, your sales process will come to life. ...

Uncategorized

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos