Today's State of Sales
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The document discusses current sales trends, challenges in the evolving selling environment, and strategies employed by high-growth companies. Key issues include the difficulty in connecting with prospects and understanding their needs, with many sales organizations struggling to demonstrate their value. To overcome these challenges, it emphasizes the importance of value selling, segmentation, and engaging buyers through personalized outreach.
Today's State of Sales
- 1. Today’s State of Sales Alex Hisaka Global Content Lead LinkedIn Neil Harrington Sr. Sales Anaylst TOPO
- 2. Today’s topics: ✓ Current sales trends ✓ Challenges in the changing selling landscape ✓ Strategies and tactics that high growth companies are doing
- 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. So how do you solve for this?
- 6. How to overcome these challenges
- 7. How to overcome these challenges
- 8. ALMOST 50% FAIL TO UNDERSTAND THE PROSPECTS ORGANIZATION Sales Benchmark © 2017 TOPO. All rights reserved. www.topohq.com
- 9. How to overcome these challenges
- 11. 78% OF SALES ORGS STRUGGLE TO CONNECT THEIR VALUE TO THE PROSPECT’S NEEDS Sales Benchmark © 2017 TOPO. All rights reserved. www.topohq.com
- 12. How to overcome these challenges
- 13. LACK OF VISIBILITY INTO BUYING PROCESS AND FOCUS ON PRICE PLAGUE THE PROPOSAL STAGE Sales Benchmark © 2017 TOPO. All rights reserved. www.topohq.com
- 14. 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
- 15. Where the State of Sales is Today Target The right buyers and companies Understand What buyers value Engage Buyers with personalized outreach