The traditional sales kick-off has gone virtual. To help sales and marketing teams prepare for 2021, TOPO analysts and industry practitioners will share current research and recommended practices during this lively, interactive, three-day virtual event.
There were many lessons learned in 2020 that can be applied in the new year. Speed and flexibility are the most important strategic elements of a revenue team as markets will continue to expand and contract in a continually changing environment.
There is no better way to prepare sales and marketing teams for a year when remote working and virtual selling will be the norm, not the exception.
Build Your Own Agenda By Topic
TOPO Virtual Summit features a wide range of topics for sales, sales development, and marketing practitioners. Sessions are tagged by topic so that you can easily build your own customized agenda across all three days
1 - Go-to-Market
The most important part of revenue planning is determining the go-to-market (GTM) strategies required to meet sales objectives. Organizations must adopt approaches that align with changing buying patterns. Revenue teams must re-evaluate their GTMs for 2021 in light of the growth of account based and the emergence of a product-led approach. Managing multiple GTMs must happen in a coordinated manner moving forward, rather than in the siloed efforts of the past.
2 - Pipeline Creation - Marketing
The role of marketing is to help generate pipeline starting at the top of the funnel. Whether marketing teams rely on volume, account based, product-led go-to-markets, or some combination of all three, attendees of these sessions will learn from TOPO analysts and marketing practitioners how to best set up their sales colleagues for success.
3 - Pipeline Creation - Sales
A sales team cannot meet its revenue objectives without enough pipeline. The latest TOPO survey of sales leaders shows that pipeline creation is one of the top challenges of revenue teams. Attendees of these sessions will learn from TOPO analysts and sales practitioners how sellers can create more of their own pipeline in 2021.
Now that sales development is primarily a virtual function, this virtual kick-off will set the tone of 2021 for sales development teams. Leaders can use additional resources to build playbooks and develop processes to ensure that sales development reps (SDRs) can be effective and efficient in the new year. TOPO analysts and sales development practitioners will share with attendees of these sessions the latest thinking and practices around improving the results of every SDR.
5 - Sales Kick-off
We all miss the excitement of an in-person sales kick-off. To re-create that learning environment and start the new year off right, attendees of these sessions will receive the latest research from TOPO analysts and hear how high-growth sales practitioners kick-off their own teams. The camaraderie will be virtual and the experience will improve sales outcomes for every team.
The 2021 Sales & Marketing Kick-off
Distinguished VP, Analyst
Vice President, Sales Practice
VP of Account Based Marketing
Head of Online Sales & Sales Development
Zoom Video Communications
Global Account-Based Marketing Lead
Distinguished VP, Research Sales and Customer Service Group
Vice President, Global Business Development + Sales Productivity
Sr. Manager, SDR Ops & Enablement
Head of Sales Enablement
Distinguished VP, Advisory Sales and Customer Service Group