Untitled presentation (1)
October 19, 2016

How to Use Predictive Analytics to Improve Sales Meetings

By the sheer number of blogs written on the topic, we can confirm that running an effective sales meeting is a tough accomplishment. According to ToutApp, most salespeople already think they spend too much of their timeentering data into the CRM. Add on another non-selling commitment and they now have even less time to actually sell. The good news is that with predictive analytics sales technology, you don't have to sacrifice effective meetings in exchange for shorter ones. ...

Blogs & guidebooks

October 17, 2016

Managing Sales Reps with Prescriptive Sales Tools

Gartner Research reports that Business Intelligence (BI) and Analytics tools, such as prescriptive analytics solutions, have been the number one priority for CIOs for the past 3 years and running. The appeal to prescriptive analytics lies in its ability to automate feedback based on the data you've accumulated as a sales team. It standardizes the behaviors of your sales rep by taking out the 'gut-feeling' decisions. As a decision maker when it comes to buying tools, the three best benefits of prescriptive analytics sales tools are: ...

Blogs & guidebooks

October 5, 2016

The Worst Advice We've Ever Heard About Sales Forecasting Tools

"Find a tool that presents your data in an easy to read dashboard" - That's it. That is the worse advice we've heard when it comes to picking out a sales forecasting tool. The reason is because a dashboard will never solve your true problem. If you're a sales manager with an underperforming sales team or a disorganized sales pipeline, you can look at dashboards all day and not have the information that you need to be successful. ...

Blogs & guidebooks

September 23, 2016

Why Prescriptive Analytics is Crucial for Your Win Rates

Data analysis is nothing new to the sales world. Ever since CRMs, sales teams have found ways to improve their performance by studying their historical data. The introduction of big data and business intelligence tools only catalyzed the need for sales people to have the ability to make sense of their data without completely relying on a sales operations team. ...

Blogs & guidebooks

September 22, 2016

What Really Improves Sales Reps Performance?

As a sales manager, you strive to always get the most out of your team. You find ways to promote their strengths and give them resources to work on their areas for improvement. However, as a sales manager, you want to make sure that you are making the most of your time when it comes to making your reps better. CSO Insights found that only 33% of a sales rep's time is spent actively selling. Imagine how much better your reps could perform if they could get that addition 67% back. What if we told you that you don't need to focus on a bunch of things and that just spending your time on 3 crucial components could significantly improve your sales reps performance? ...

Blogs & guidebooks

September 16, 2016

Is Your CRM Cutting it for your Sales Team?

CRMs may be one of the most frustrating and yet crucial components for running a successful sales team. Without a CRM, information about your sales process would be dispersed, unorganized, and incomplete.A world without a CRM would be difficult for sales reps to keep track of how a deal is going and would force them to work fewer deals, much slower. However, using a CRM requires a lot of resources. You must pay for the licenses and the implementation, then you must take time away from your usual revenue-driving behaviors to make sure the CRM is properly set up to your liking, then you must make sure everyone is trained and using it, and then you have to take more time to analyze the data you now have because you have a CRM. So even after going through all of the necessary steps to make sure you CRM works, it is frustrating to realize that your CRM is still very limiting! Here's how to know if your sales CRM is enough. ...

Blogs & guidebooks

September 6, 2016

3 Things Your Sales Manager Wants to Know About Your Low Win Rates

So you've got a meeting with your sales manager coming up soon and you already know what the topic of discussion is going to be- your below average win rate. We all know the feeling, "how am I supposed to know why marketing doesn't provide me better leads?" Well before you drop that excuse, we'd ...

Blogs & guidebooks

September 6, 2016

3 Important Tips to Managing Sales Reps

The key to a successful sales team is having a team of high performing sales reps. However, as a new sales manager, you know that managing a team of reps can seem to be much harder than you anticipated. Don't stress about it too much because through our journies of managing sales teams we have discovered that they are really 3 key ingredients needed to be a high-level sales manager. ...

Blogs & guidebooks

August 30, 2016

The Difference Between Prescriptive and Predictive Analytics Sales Tools?

In a 2016 study by Gartner, they reported that "business intelligence and analytics [have] been cited as the number 1 priority for CIOs for the past three years running." In fact, the prescriptive analytics market is projected ...

Blogs & guidebooks

August 26, 2016

How To Solve The Biggest Problems With Sales Win Rates

It is commonly reported that a good sales rep has a win rate around 35% and anything significantly under that indicates a problem. So if you are under that magic number or even just too close for comfort, how do you improve? There's no cliffhanger here, the best way to solve your win rate problems is to focus on sales coaching and sales process. You probably already knew that but are you doing the specific things to make sure your sales coaching and sales processes are on par to make your sales organization best-in-class? ...

Blogs & guidebooks

August 16, 2016

Why We Love Predictive Analytics (And You Should, Too!)

Here at TopOPPS, we LOVE predictive analytics. It shapes the way we operate and we see the benefits that it provides our sales team, every day. In fact, it is the core of what we do and what we help other sales teams do too! Predictive analytics helps us manage our deals, identify holes in our pipeline, and produce accurate sales forecasts quarter after quarter. However, while predictive analytics is everywhere, it is still an early addition to the sales world. In a 2014 Inc.com article titled 'Love or Hate It, Why Predictive Analytics Is The Next Big Thing', Mick Hollison argued that "the most valuable use of predictive analytics is in marketing and sales" so it's a shame that more sales teams don't utilize its benefits. We obviously chose to love predictive analytics and so we want to share why we do and why you should too. ...

Blogs & guidebooks

August 5, 2016

3 Ways to Increase Your Sales Team's Win Rates

It often seems like the prevailing method of growing revenue is to just add more deals to what your reps already have. This can be detrimental since transitioning to new deals restarts the clock on deal cycle times and leaves a bunch of undecided deals hanging around your pipeline. Besides if you don't currently have a win rate of at least 35%, more deals definitely won't solve your problems.  ...

Blogs & guidebooks

August 3, 2016

A Look into the Future of Sales Coaching

In a sales environment where the Rolodex is replaced by the CRM and sales processes are becoming more and more automated, sales coaching is in a position where it needs to adapt to the times. Current research by CSO Insights suggest that millions of dollars are being lost due to a lack of formal sales coaching. As buyers continue to control the buying process, and sales reps need to always be on top of their pipeline, sales coaching must be able to quickly pin point certain areas for improvement so that coaching sessions can be time-efficient but also very effective. ...

Blogs & guidebooks

July 28, 2016

Choosing a Predictive Analytics Solution for Your Sales Team

In their 2015 report, 'Predictive Analytics Are Transforming B2B Selling', Gartner analysts stated "during the past four years, predictive analytics technologies have emerged as viable options for IT leaders and B2B sales leaders." However, among the crowded field of all the new types of sales technologies now available, predictive analytics tools have been vying to establish what makes them different and why they are crucial to fast-growing companies of all sizes. ...

Blogs & guidebooks

July 22, 2016

4 Sales Forecast KPIs You Should Be Tracking

In the world of sales performance and management, there are hundreds, if not thousands, of KPIs you can use to track your sales team's success. Many of the choices of which sales KPIs you should be tracking depend on the industry yourcompany is in and what type of sales team you work with. ...

Uncategorized

July 21, 2016

5 Tools Everyone with a Sales CRM Should Be Using

So you're probably thinking "Why do I need to buy my sales team MORE tools for the already expensive CRM that they already have?" Trust me, I completely understand your frustration. While you don't NEED to get more tools, you should strongly consider it. CRMs are great for collecting and storing an abundance of information about your current and prospective customers. However, when it comes to using that data for a strategic advantage or to gain valuable insights into your prospects buying jouney and intent, CRMs can be cumbersome and time-inefficient. So it's definitely worth your time and money to consider investing in solutions that will upgrade your CRM's capabilities. So take a deep breath and just know that once you beef up your CRM with some advanced sales tools, you're life and your sales team will be much better off.  ...

Blogs & guidebooks

July 1, 2016

Gartner recognized TopOPPS in the 2016 CRM Vendor Guide

See why Gartner recognized TopOPPS in the Gartner CRM Vendor Guide, 2016! ...

Analysts on TopOPPS, Downloads, Sales, sales forecasting, sales management, Sales Rep, sales technology

June 26, 2016

The 4 Reasons We Invested In Predictive Sales Analytics

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

Blogs & guidebooks

April 29, 2016

TopOPPS Named Predictive Analytics Service Provider of 2016

TopOPPS Wins Top Service Provider of the Year Award in Predicitve Analytics at AA-ISP Leadership Summit  ...

Press

March 24, 2016

3 Reasons You're Missing Your Number

Typically about 50% of sales organizations fail to meet their sales quota and as our good friend Kevin O’Leary says “stop the madness!” Research by Aberdeen and CSO Insights shows that world-class sales organizations achieve quota at a higher rate by having these three things, pipeline visibility, regular coaching, and reduced CRM admin time for sales reps. ...

Blogs & guidebooks

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