Untitled presentation (1)
October 2, 2015

Predictive Analytics For A Consistent Sales Process And Consistent Sales Growth

A modern approach to consistency in the sales process. A sure-fire method to extend the sales cycle, add confusion to the forecast, and lose more deals is to have an inconsistent sales process. ...

Sales Representatives, Sales Executives, Blogs & guidebooks, Sales Operations, Sales Tools, TopOPPS Users

October 1, 2015

Forbes' List of 10 Hottest Sales Tools at Dreamforce '15

...

Press

September 2, 2015

Sales Velocity: A Dreamforce Game-Changer

Dreamforce continues to get bigger and more complicated every year. Like most attendees, I love jumping from event to event while absorbing as much information from sessions, keynotes and vendors as possible. ...

Blogs & guidebooks

August 31, 2015

TopOPPS' Integration with Yesware

Yesware is an excellent tool that allows a sales rep to track email sends, replies, and opens automatically within Salesforce. ...

Sales Tools

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

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