Untitled presentation (1)
August 31, 2015

TopOPPS Dashboard

The TopOPPS Dashboard tells the complete story of your current pipeline. Will I hit my number? The dashboard is used to show if we are going to hit our number - and if not, options to fill the gap. ...

Sales Tools

August 12, 2015

Next Step or Bust

Want to get to the next step? Of course, you do. You know that if there is no next step there is no opportunity. ...

Sales Representatives

July 10, 2015

Discovery Call 101

You asked for 15 minutes on your prospect’s calendar thousands of times through emails. You cold called into hundreds of accounts asking for 15 minutes as well. ...

Sales Representatives

June 22, 2015

DRIVE 2015 Hosted by TopOPPS

Check Out All of the Excitement from DRIVE 2015! ...

DRIVE 2015, Sales, Sales Event, Sales Forecasts, Sales Predicability, TopOPPS, DRIVE

June 18, 2015

3 Steps to Successful Sales Coaching Outcomes- Step 3

Step 1: Coaching on Sales Techniques and Process ...

Blogs & guidebooks

June 17, 2015

3 Steps to Successful Sales Coaching Outcomes- Step 2

Step 1: Coaching on Sales Techniques & Process ...

Blogs & guidebooks

June 11, 2015

DRIVE 2015 Recap

Thank you for sharing an awesome evening with us and making the inaugural DRIVE event an absolute success. There is not a more appropriate place than the Museum of American Finance to host an event on discovering ways to close more deals and grow your sales. ...

Events, Press, Sales Predicability, DRIVE, Sales Automation, SDR

June 6, 2015

3 Steps to Successful Sales Coaching Outcomes

Step 1: Coaching on Sales Techniques & Process ...

Blogs & guidebooks

May 28, 2015

Why Is Active Listening So Powerful?

I’d have to say I agree with 99.9% of the insights in Matthew Dixon & Brent Adamson’s book, “The Challenger”, but not all of it. ...

Active Listening, Closing Deals, Sales Rep, Sales Representatives, TopOPPS, e, Blogs & guidebooks, Excellence, Sales Process

May 19, 2015

The Warrior

Cold calling, lead hunting and everything else that goes into sales development should be easy, right? ...

Blogs & guidebooks

April 29, 2015

3 Ways to Prevent Zombies in the Middle of the Funnel

Flawed thinking has it that there’s nothing important or exciting about the “middle.”  Just ask Jan Brady or any nose tackle on a defensive line.  But the middle of your sales funnel is really important – opportunities have to be watched and decisions made based on status and progress.  Which ones will make it?  Which ones will fall out? What’s my next step?  The decisions we make on opportunities in the middle of the pipeline will prevent surprises later and will help us to put the right resources on the right deals at the right time.  If we don’t make the right decisions, or worse, neglect these deals, it usually results in fallout, or what I call “zombie” deals that linger around cluttering up the pipeline. These zombie deals steal time away from us on thought process, manager conversations and important resources.  If we do go about it the right way though, more closes, faster cycles and accurate forecasts happen. ...

Ideal Customer Profile, Sales, TopOPPS, CRM, Sales Executives, Blogs & guidebooks, Sales Funnel, Sales Pipelines

April 10, 2015

BANT Doesn't Work

Remember BANT, that old way to qualify deals where we find Budget, Authority, Need, and Timeline? Well guess what? It just doesn’t work anymore for SaaS sales. Here’s the reason why: ...

BANT, Innovative Selling, Saas, Sales, Sales Representatives, SalesHacking, Blogs & guidebooks

April 8, 2015

How I DRIVE Deals - Part I

Identifying a sales process for a new business can be difficult. We are a perfect example of how matching your sales process with your customer’s buying habits is extremely important. As we’ve evolved our process and matched it with our customer’s habits, it’s become evident that gaining buy-in from all stakeholders is the most painful part. We came to a realization that getting buy-in from an entire team meant a few things, and one of those things was that we needed to be more transparent with our sales process. Who knew transparency can set expectations without causing an awkward moment? ...

Sales, Sales Representatives, Deals, DRIVE, Sales Process

April 7, 2015

TopOPPS a Finalist In Two CODiE Categories

...

CODiE, Press, Sales, TopOPPS, CRM

February 25, 2015

Make Your Data Work

I may be biased but as the relationship between sales and technology continues to grow stronger, companies with tools like TopOPPS will have a significant competitive advantage. Today, it’s not just about getting the information into the system more efficiently, it’s also about what we do with that information once it’s there. CRMs are like relationships, you only get out what you put in. Unfortunately, CRMs are infamous for being  “junk in junk out” machines. So how can we trust the data? Better yet, how can we make the process of entering crucial data into the CRM quick and painless while still maximizing the amount of impactful information decision makers receive in return? ...

Sales Tools

February 20, 2015

What is a Sales Process?

This may seem like a silly question - everyone knows what a sales process is, right? ...

Management, Sales, Sales Forecasts, CRM, Sales Executives, Blogs & guidebooks, Sales Process, Sales Tools

February 19, 2015

Grading Sales Opportunities for Predictable Sales

What information can you extract from your sales forecast or sales pipeline? Does it help management understand which deals will close? Can management and the sales team rely on it? How confident does management feel when they discuss with senior management or the board about deals that are closing? ...

Sales Executives, Blogs & guidebooks

January 28, 2015

Sharing Your Sales Process for Better Results

Usually when I hear the word “share”, it’s in a positive connotation and it’s in a sentence declaring something we should do. “We should share” is something we’ve heard since we were kids.  So, what if we completely shared our sales process with our prospects and existing customers that we have opportunities with? Could it be that we could engage more, drive deals quicker and be more predictive of which will close as a result? ...

Sales Executives, Blogs & guidebooks

January 26, 2015

Gartner Recommends TopOPPS as a Sales Predictability Tool

TopOPPS is excited to be recognized in the Gartner's 2015 Market Guide for SaaS-Based Predictive Analytics Applications for B2B Sales and Marketing.  The guide is purposed to understand how these applications are helping B2B sales leaders more effectively win deals.  Gartner included TopOPPS due to its "focus and early success". ...

Press

January 2, 2015

TopOPPS Among St. Louis Tech Companies to Watch in 2015

...

Press

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