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. ...

  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. ...

  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].  ...

  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. ...

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: ...

  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 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. ...

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. ...

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. ...

ZoomInfo and TopOPPS partner to solve pipeline data's biggest challenge  Now sales teams can automatically capture contacts on opportunities for all members of the buying team, ensure sales reps are calling the right titles in their deals, and determine which campaigns are producing the best leads for the sales team to close. The time has come for Sales + Marketing to finally align! ...

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.”  ...

Gartner surveyed hundreds of sales leaders to identify where they are investing to optimize their CRM. Learn how the industry's best are leveraging sales enablement tools to maximize team performance, improve data quality and ROI of their CRM. The report highlights: ...

TopOPPS is the SuiteApp Partner for Artificial Intelligence for Sales for Netsuite CRM! TopOPPS is a predictable revenue generation platform that natively sits within NetSuite CRM for forecasting, pipeline management, guided winning behaviors and lead analysis. We are proud to sponsor the 2018 SuiteWorld Event in Las Vegas at Booth #949! Please contact us to meet!  ...

Most companies think of Sales Process and simply say “Yeah, we got that” while viewing it as a 3 step linear journey; we go from prospecting, to discovering, and ultimately closing the deal while delivering the numbers necessary for quota. ...

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

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. ...

  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. ...

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 ...

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

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. ...