today's state of sales
TRANSCRIPT
Today’s State of Sales
AlexHisakaGlobalContentLead
NeilHarringtonSr.SalesAnaylstTOPO
Today’s topics:
✓ Current sales trends✓ Challenges in the changing selling
landscape ✓ Strategies and tactics that high
growth companies are doing
Current Sales Trends
The Changing Landscape
More critical players
People on average are involved in the buying
decision
Demanding Credibility
Of buyers don’t believe that sales understands
their business and don’t think they can help
Losing touch with prospects
Of forecasted deals go dark
6.8 77% 24%
So how do you solve for this?
How to overcome these challenges
How to overcome these challenges
ALMOST 50% FAIL TO UNDERSTAND THE PROSPECTS ORGANIZATION
Sales Benchmark © 2017 TOPO. All rights reserved.
www.topohq.com
How to overcome these challenges
78% OF SALES ORGS STRUGGLE TO CONNECT THEIR VALUE TO THE PROSPECT’S NEEDS
Sales Benchmark © 2017 TOPO. All rights reserved.
www.topohq.com
How to overcome these challenges
LACK OF VISIBILITY INTO BUYING PROCESS AND FOCUS ON PRICE PLAGUE THE PROPOSAL STAGE
Sales Benchmark © 2017 TOPO. All rights reserved.
www.topohq.com
VALUE SELLING, SEGMENTATION, AND METRICS ARE CRITICAL TO HIGH-GROWTH STRATEGY
The Sales Benchmark Report © 2017 TOPO. All rights reserved.
www.topohq.com 16
Where the State of Sales is Today
TargetThe right buyers and
companies
UnderstandWhat buyers value
EngageBuyers with personalized
outreach
Questions?
AlexHisakaGlobalContentLead
NeilHarringtonSr.SalesAnaylstTOPO