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Today’s State of Sales
Alex	Hisaka
Global	Content	Lead
LinkedIn	
Neil	Harrington
Sr.	Sales	
Anaylst
TOPO
Today’s topics:
✓ Current sales trends
✓ Challenges in the changing selling
landscape
✓ Strategies and tactics that high
g...
Current Sales Trends
The Changing Landscape
More critical players
People on average are
involved in the buying
decision
Demanding Credibility
O...
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...
How to overcome these challenges
LACK OF VISIBILITY INTO BUYING PROCESS AND FOCUS ON
PRICE PLAGUE THE PROPOSAL STAGE
Sales Benchmark © 2017 TOPO. All right...
VALUE SELLING, SEGMENTATION, AND METRICS ARE
CRITICAL TO HIGH-GROWTH STRATEGY
The Sales Benchmark Report © 2017 TOPO. All ...
Where the State of Sales is Today
Target
The right buyers and
companies
Understand
What buyers value
Engage
Buyers with pe...
Questions?
Alex	Hisaka
Global	Content	Lead
LinkedIn	
Neil	Harrington
Sr.	Sales	
Anaylst
TOPO
Today's State of Sales
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Today's State of Sales

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Learn about current sales trends, challenges in the changing selling landscape as well as strategies and tactics that high-growth companies are using to scale their business.

Published in: Sales
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Today's State of Sales

  1. 1. Today’s State of Sales Alex Hisaka Global Content Lead LinkedIn Neil Harrington Sr. Sales Anaylst TOPO
  2. 2. Today’s topics: ✓ Current sales trends ✓ Challenges in the changing selling landscape ✓ Strategies and tactics that high growth companies are doing
  3. 3. Current Sales Trends
  4. 4. 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%
  5. 5. So how do you solve for this?
  6. 6. How to overcome these challenges
  7. 7. How to overcome these challenges
  8. 8. ALMOST 50% FAIL TO UNDERSTAND THE PROSPECTS ORGANIZATION Sales Benchmark © 2017 TOPO. All rights reserved. www.topohq.com
  9. 9. How to overcome these challenges
  10. 10. 78% OF SALES ORGS STRUGGLE TO CONNECT THEIR VALUE TO THE PROSPECT’S NEEDS Sales Benchmark © 2017 TOPO. All rights reserved. www.topohq.com
  11. 11. How to overcome these challenges
  12. 12. LACK OF VISIBILITY INTO BUYING PROCESS AND FOCUS ON PRICE PLAGUE THE PROPOSAL STAGE Sales Benchmark © 2017 TOPO. All rights reserved. www.topohq.com
  13. 13. VALUE SELLING, SEGMENTATION, AND METRICS ARE CRITICAL TO HIGH-GROWTH STRATEGY The Sales Benchmark Report © 2017 TOPO. All rights reserved. www.topohq.com 1 6
  14. 14. Where the State of Sales is Today Target The right buyers and companies Understand What buyers value Engage Buyers with personalized outreach
  15. 15. Questions? Alex Hisaka Global Content Lead LinkedIn Neil Harrington Sr. Sales Anaylst TOPO

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