today's state of sales
TRANSCRIPT
![Page 1: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/1.jpg)
Today’s State of Sales
AlexHisakaGlobalContentLead
NeilHarringtonSr.SalesAnaylstTOPO
![Page 2: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/2.jpg)
Today’s topics:
✓ Current sales trends✓ Challenges in the changing selling
landscape ✓ Strategies and tactics that high
growth companies are doing
![Page 3: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/3.jpg)
Current Sales Trends
![Page 4: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/4.jpg)
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%
![Page 5: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/5.jpg)
So how do you solve for this?
![Page 6: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/6.jpg)
How to overcome these challenges
![Page 7: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/7.jpg)
How to overcome these challenges
![Page 8: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/8.jpg)
ALMOST 50% FAIL TO UNDERSTAND THE PROSPECTS ORGANIZATION
Sales Benchmark © 2017 TOPO. All rights reserved.
www.topohq.com
![Page 9: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/9.jpg)
How to overcome these challenges
![Page 10: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/10.jpg)
![Page 11: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/11.jpg)
78% OF SALES ORGS STRUGGLE TO CONNECT THEIR VALUE TO THE PROSPECT’S NEEDS
Sales Benchmark © 2017 TOPO. All rights reserved.
www.topohq.com
![Page 12: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/12.jpg)
How to overcome these challenges
![Page 13: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/13.jpg)
LACK OF VISIBILITY INTO BUYING PROCESS AND FOCUS ON PRICE PLAGUE THE PROPOSAL STAGE
Sales Benchmark © 2017 TOPO. All rights reserved.
www.topohq.com
![Page 14: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/14.jpg)
VALUE SELLING, SEGMENTATION, AND METRICS ARE CRITICAL TO HIGH-GROWTH STRATEGY
The Sales Benchmark Report © 2017 TOPO. All rights reserved.
www.topohq.com 16
![Page 15: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/15.jpg)
Where the State of Sales is Today
TargetThe right buyers and
companies
UnderstandWhat buyers value
EngageBuyers with personalized
outreach
![Page 16: Today's State of Sales](https://reader034.vdocument.in/reader034/viewer/2022050614/5a6497fc7f8b9a2c568b6141/html5/thumbnails/16.jpg)
Questions?
AlexHisakaGlobalContentLead
NeilHarringtonSr.SalesAnaylstTOPO