At The Heart of It All

The TopLine Tactical Sales Process workshop and coaching trains your team in the skills and knowledge required to sell products and services as solutions to business problems. The workshop begins with a review of how your customers make buying decisions. It continues with a step-by-step review of the tactical sales process from pre-call planning to closing. The concepts are applied and learned through case studies and role-plays. The bottom line for you: a common sales & marketing language; a measurable sales process; shorter sell cycles; higher win probabilities; less discounting; lower cost of sales, and more.

The TopLine MQL workshop and coaching trains your marketing team in the skills and knowledge required to create and execute lead generation campaigns. The workshop begins with a review of buyer psychology and best practices to engage a prospect. It continues with a step-by-step review of the MQL process from defining your target market, to content creation, to goal setting and conversion rates, and how to execute a campaign using a marketing technology stack. The concepts are applied and learned through the creation of a digital marketing plan that can be put to work the next month. The bottom line for you: a repeatable MQL process that can be measured and continuously improved by your team.

The TopLine Customer Success Process workshop and coaching trains your team in the skills and knowledge required to up-sell, cross-sell, and renew. The workshop begins with a review of how your customers make buying decisions. It continues with a step-by-step review of the tactical up-sell, cross-sell, and renewl process from account planning to closing. The concepts are applied and learned through case studies and role-plays. The bottom line for you: clean hand-offs from Sales to Customer Success; a measurable up-sell, cross-sell, renewal process; higher win probabilities; less discounting; lower cost of sales, and more wallet share.

Once a company has implemented a tactical sales process, it is able to implement a structured sales management discipline. The TopLine Sales Process Management Workshop uses the common language and sales process steps to objectively manage individual opportunities, objectively manage the sales pipeline, and objectively assess and coach sales team members. The bottom line for you: properly qualified opportunities, realistic sales pipeline reports, objective assessments of individual sales team members with development plans.

Our technology consultants specialize in marketing and sales technology from marketing and sales engines such as HubSpot and Salesforce.com plus well hidden gems to improve marketing and sales effectiveness. They can assess your current environment, recommend best technology practices, and help you implement and integrate your marketing and sales technology solutions. The bottom line for you: a better ROI on all that technology you are licensing.

Our Account Management Workshop provides a detailed analysis of that account you must keep or must win to achieve your top line goals. The analysis includes industry trends effecting the account, the strategic direction of the account, financials, key players, etc. The information is then synthesized to identify high probability pains and how your capabilities align with those pains to create opportunity. The service includes the creation of tactical sales tools that can be immediately used by your team to call on the account.