Alli McKee
Mar 22, 2018 · 2 min read

Most conferences are full of tweetable slides and inspirational quotes, but TOPO Summit brought tactics — from prospecting through close.

Here’s what we’ll put into practice as a result.


Setting the Stage

Before revamping your sales process, you have to understand why. Scott Albro of TOPO set the stage nicely with his takeaways on the key changes happening in B2B sales today.

On Prospecting

Build a process and protect the time for prospecting. Pipelines don’t build themselves.

On Optimizing your Demo

If you pepper a prospect with questions in a Discovery call, you’re going to make it feel like an interrogation. That’s not good for anyone. Instead, give insights (you are the industry expert, after all), and then ask for information. By balancing give and get, you’re guaranteed to improve your Demo calls.

On Trials that Close

“If it was up to me, we’d get rid of trials completely.” Robert Koehler talked through how to get the most out of your trial by instilling a tight process. If you’re going to increase cost of sale, draw out the process, and risk time lost on customers who aren’t ready to buy then you need to be intentional about it.


About the Author: Alli McKee is the CEO and Founder of Stick.ai, a visual communication platform automating design, starting with a visual presentation generator for B2B sales and marketing teams.

Show and Sell

Storytelling is the new Selling. Show and Sell brings together the best of strategy, storytelling, and design to show companies how to sell more, faster with stories that stick. Brought to you by stick.ai.

Alli McKee

Written by

CEO and Founder, Stick.ai - Illustrating Ideas in real time with NLP + ML. Painting and Improv on the side. TEDx Stanford.

Show and Sell

Storytelling is the new Selling. Show and Sell brings together the best of strategy, storytelling, and design to show companies how to sell more, faster with stories that stick. Brought to you by stick.ai.

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