Building a good sales cadence or sales sequence by following strong sales cadence examples can make your sales team more productive and enforce the use of best practices in your team’s selling efforts. 42% of sales reps find prospecting to be the most challenging part of the sales process, according to HubSpot. With a strong […]

The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional sports, the basic skills and qualities are part of a foundation that makes these athletes successful. The same goes for […]

When you hire salespeople, you should always look for team players. It takes more than consistent coaching and training to create a productive sales team. According to CEB, the most effective sales teams no longer focus on individuals, but on teamwork. In order for sales teams to perform at their best, sales reps must do […]

Sales is often touted as a high-energy, go-fast profession full of passionate, excited people. But sometimes it’s just plain hard to find the motivation you usually have. So, for when you are struggling, feeling stuck, and can’t find first gear, we compiled some of our favorite motivational sales quotes to get you going again. Grab […]

Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with your marketing team, your sales pipeline delivers contacts from your marketing team to sales development reps, who turn them into […]

In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps have excellent B2B prospecting tools in order to make them more efficient and effective. During prospecting, development reps have to […]

Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]

The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as a week of onboarding, and are expected to get by with on-the-job learning. This, combined with steep quotas, mean the […]

The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team has 2.6 account executives for every SDR. That means that each sales development rep is stretched thin, as they must […]

In TOPO’s 2019 Sales Development Benchmark Report, 88% of respondents cited SDRs as an important channel in their outbound strategy. Combined with an increasing emphasis on the importance of live call execution and conversational skills, it’s clear that the role of a sales development rep has changed. This change necessitates a shift in the skillset […]

It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]

Scaling, or the stage that follows the growth phase of an organization, is especially hard on a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. Additionally, when selling a new product in an emerging market, freshly hired sellers & managers are tasked with testing messaging […]