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

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. ...

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

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. ...

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

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

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

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. ...

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

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. ...

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

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. ...

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: ...

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? ...

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        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? ...

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

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? ...

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? ...

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". ...