Today's State of Sales

Today’s State of Sales

AlexHisakaGlobalContentLead

LinkedIn

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

LinkedIn

NeilHarringtonSr.SalesAnaylstTOPO