Playbooks

How do you maintain momentum in a sales cycle?

4 minutes

June 2, 2023

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MOMENTUM

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Did you know that?

The B2B buyer spends only 5% of his time in the buying process with a sales rep.

And if we put ourselves in their shoes - we realize that there are a huge number of stages in the B2B buying journey (see diagram).

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The question every sales person asks: "How to stay top of mind with my buyer?"

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There are several ways to improve the buying experience and maintain momentum in your deals :

Mutual action plans

Use Mutual action plans at the beginning and end of each call to give visibility, transparency and set the next step.

Nurturing

Just like marketing at the beginning of the funnel, you need to nurture the buyer throughout the entire process, with regular content and useful resources.

Self service & async

Enable a self-service experience for your buyer by setting up an asynchronous collaboration environment to limit friction when they have a question.

Personalization

As with outbound trends, make it different and personalized to leave a strong impression on the buyer's mind.

Champion support

Help your champion sell with you internally - give him all the resources he needs, help him reach decision-makers - you're his sales coach.

Tracking

Keep track of your buyer's activity during off moments to find out what they're really interested in and capture peak engagement.

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The Topo project was born to reduce the number of opportunities lost with the lost reason "Momentum" (not because of a missing feature, decision maker, pricing etc.).

If you'd like to find out more about how we've enabled our customers to maintain a high pace in their deals - just click here.

Dan Elkaïm

Dan Elkaim, cofounder and CEO of Topo.io. Drawing from his experience scaling Aircall from $10M to $120M ARR, with the company's highest deal record, he shares insights on msales and team performance optimization.

FAQ

Frequently Asked Questions

Everything you need to know about how Topo can transform your prospecting process.

Find out more

Can I integrate Topo with my existing CRM?

Yes! Topo integrates seamlessly with major CRMs like Salesforce, HubSpot, and Attio, ensuring all your data stays in sync. We can either import data from it or export your interactions.

How does Topo ensure the quality of the leads?

We developed an AI that has been structured for this special reason. We also provide a training period in which you can fine-tune the qualification criterias.

Is there a limit to how many emails I can send using Topo?

Yes there is, it is related to your current pricing plan and obviously the size of your market.

Can I customize the AI agent for my specific industry?

You have to! Look at the different usecase pages and see if one of them match your industry. We are looking to opening new ones, contact us for more information.

FAQ

Frequently Asked Questions

Everything you need to know about how Topo can transform your prospecting process.

Find out more

Can I integrate Topo with my existing CRM?

Yes! Topo integrates seamlessly with major CRMs like Salesforce, HubSpot, and Attio, ensuring all your data stays in sync. We can either import data from it or export your interactions.

How does Topo ensure the quality of the leads?

We developed an AI that has been structured for this special reason. We also provide a training period in which you can fine-tune the qualification criterias.

Is there a limit to how many emails I can send using Topo?

Yes there is, it is related to your current pricing plan and obviously the size of your market.

Can I customize the AI agent for my specific industry?

You have to! Look at the different usecase pages and see if one of them match your industry. We are looking to opening new ones, contact us for more information.

FAQ

Frequently Asked Questions

Everything you need to know about how Topo can transform your prospecting process.

Find out more

Can I integrate Topo with my existing CRM?

Yes! Topo integrates seamlessly with major CRMs like Salesforce, HubSpot, and Attio, ensuring all your data stays in sync. We can either import data from it or export your interactions.

How does Topo ensure the quality of the leads?

We developed an AI that has been structured for this special reason. We also provide a training period in which you can fine-tune the qualification criterias.

Is there a limit to how many emails I can send using Topo?

Yes there is, it is related to your current pricing plan and obviously the size of your market.

Can I customize the AI agent for my specific industry?

You have to! Look at the different usecase pages and see if one of them match your industry. We are looking to opening new ones, contact us for more information.

FAQ

Frequently Asked Questions

Everything you need to know about how Topo can transform your prospecting process.

Find out more

Can I integrate Topo with my existing CRM?

Yes! Topo integrates seamlessly with major CRMs like Salesforce, HubSpot, and Attio, ensuring all your data stays in sync. We can either import data from it or export your interactions.

How does Topo ensure the quality of the leads?

We developed an AI that has been structured for this special reason. We also provide a training period in which you can fine-tune the qualification criterias.

Is there a limit to how many emails I can send using Topo?

Yes there is, it is related to your current pricing plan and obviously the size of your market.

Can I customize the AI agent for my specific industry?

You have to! Look at the different usecase pages and see if one of them match your industry. We are looking to opening new ones, contact us for more information.