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How to Get What You Want - Guide for Sales Ops
What A Real ABM Campaign Looks Like
We’ve reached peak ABM hype. You’ve seen countless variations of the same presentation about how to get started with ABM, how to sell ABM internally, the ideal ABM tech stack, and on and on. And I...
Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process
The obvious question is, “What’s an Ops-Star?” Well, Ops-Stars at B2B companies are: The operations professionals who build the revenue-generating engine The fixers who remove obstacles for sales...
Competing Sales Ops Roles: Fixer Versus Strategist
When the research firm TOPO holds periodic gatherings for sales operations professionals, the sessions typically start with a question for the group. What is the biggest challenge that you’re...
If It’s Not in Salesforce, It Didn’t Happen
If a tree falls in a forest and nobody is there to hear it, does it make a sound? That’s not an existential riddle often discussed among sales teams. But a less philosophical question is pondered...
A Lead's Journey to Find the Right Home
Divide and Conquer: Managing Territories
The three things that matter most in real estate are supposed to be location, location, location. And when you think about it, that philosophy translates to business. Only substitute location with...
How to Source, Hire, and Retain Your Best Sales Development Reps
Deciding What Metrics to Track for Sales Development Reps
There’s no shortage of information available when it comes to analyzing the productivity of Sales Development Reps. But which benchmarks matter the most?
Rules of the Road for a Sales Team
Just think if a four-way intersection was missing the traffic light. What would happen? Nothing good, said Jonathon J. Leon Guerrero. “Everyone would wonder, ‘Do I have the right of way?’” said...
The Importance of Walking in The Shoes of Sales
Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. Then he quickly worked his way to Account Executive. These days, as a manager, he’ll still...
Pioneering ABSD with Lars Nilsson of Cloudera
Welcome to the Sales Operations Era
For the longest time, Jonathon J. Leon Guerrero had trouble figuring out just the right analogy to help explain what he did in his job. After all, who really understands what you mean when you...
The Man Behind The Funnelholic Sales and Marketing Blog
Breaking Down Doors: A Guide to Account-Based Sales Development
Namely Webinar Account Based Sales Development
Sales Development Best Practices for Targeting IT: An Interview with Lars Nilsson
TOPO: TOPO is committed to bringing the sales development community the latest trends, data, and best practices from the fastest-growing companies in the world. Today, we continue our sales...
How to Build a Successful Sales Development Team
The Importance of Casting a Wide Net for SDR Talent
A talented Sales Development Representative can be found anywhere. Take, for instance, the car wash. That’s where Brian Birkett once came across a good SDR. “The people who work at car washes make...
Automation: The Secret Sauce of Account-Based Sales Development