TOPO 2019 Sales Development Benchmark Report

A research report focused on the strategies and tactics of successful sales development organizations.

Sales development is arguably the most critical investment for developing pipeline in today’s B2B businesses. To better understand the impact and best practices, TOPO surveyed 179 sales development leaders and compiled the results and strategies in this 2019 Sales Development Benchmark Report. This report provides insights organizations can apply to adopt or evolve their sales development practice in 2019 and beyond.

Key Takeaways:

  • SDRs are the most significant pipeline drivers in world-class companies
  • SDRs are the most important channel for successful account based programs
  • Sales development is moving beyond its direct, net new pipeline generation heritage to supporting expansion and the channel
  • More organizations are assigning resources dedicated specifically to support SDRs
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