Untitled presentation (1)
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 22, 2015

DRIVE 2015 Hosted by TopOPPS

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

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

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. ...

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

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

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? ...

Deals, DRIVE, Sales, Sales Process, Sales Representatives

April 7, 2015

TopOPPS a Finalist In Two CODiE Categories

...

CODiE, CRM, Press, Sales, TopOPPS

February 20, 2015

What is a Sales Process?

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

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

December 22, 2014

Sales Forecasting Is More Than Pretty Dashboards

Inaccurate sales forecasts are a great way to kill the board’s confidence in you.  So, let me tell you a personal narrative having to do with that. Right after getting out of a board meeting once, I found out that my sales forecast was way off.  A few of my bigger deals fell out that really changed the outlook.  It was one of my first board meetings with this particular group of investors, and I was hoping to gain a lot of confidence out of the gate. This did not help. ...

Sales, Sales Forecasts, Sales Predicability, Sales Process, Sales Tools, TopOPPS

December 4, 2014

Startup Guidelines for Building Sales Teams

Overview As founder of two market-leading tech startups, and now a third company that is well on its way to be, I have a lot of experience in building sales teams. One thing that I’ve picked up along the way is that you have to be extremely aware of your company’s stage to determine the best time for adding to the team. Below are three stages typically experienced, and the strategies implemented based on where we were at as a company. This is my personal account of what we did and why. ...

Sales, Sales Executives, Sales Process, Startups, TopOPPS

November 21, 2014

Three Steps to Stop Blowing Sales Calls

As an experienced sales person you can always spot a rookie rep on a bad sales call. They have a lack of confidence in their voice, unprepared answers to the most common objections and then there is the epic meltdown: a 15 minute uninterrupted sales monologue. The client will try to interject, but there is no stopping this locomotive. The rookie will continue to spew out unnecessary information until they run out of breath. This is what we call “word vomit”. ...

Sales, Sales Calls, Sales Rep, Sales Representatives, Selling, TopOPPS, Word Vomit

October 1, 2014

TopOPPS Seed Round Leads to $1.25 Million

...

Board of Directors, Cliff Holekamp, Cultivation Capital, Funding, Press, Sales, TopOPPS

September 12, 2014

Your Sales Forecast Is In Trouble...But You Can Save It

The search for the perfect balance between what your sales people say and what the data in your CRM reflects reminds me of reading about Ponce de Leon’s 16th century search for the Fountain of Youth. Expeditions were provisioned and  ships set sail for the new world, but despite great effort and expense, the fountain remained elusive and ultimately undiscovered. ...

Happy Ears, Pipeline Optimization, Sales, sales executive, Sales Forecasts, Sales Rep, Sales Representatives, Webinars & events, CRM, Sales Executives, Blogs & guidebooks, Sales Pipelines, Sales Process, Sandbagging

  • 1

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