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.

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

3. Current Sales Trends

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

16. Questions?
Alex Hisaka
Global Content Lead
LinkedIn
Neil Harrington
Sr. Sales
Anaylst
TOPO