Iannarino

SEPTEMBER 23, 2023

From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales have collapsed all at once. At one point, technology held exciting promise for our industry. Now, it is ubiquitous and banal.

Quota 300

Quota B2B Sales Clients 300

Iannarino

APRIL 18, 2023

The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large clients have greater needs, spend more money, and meet with multiple sales organizations. Winning one enterprise-level deal can retire your quota for the year.

Closing 278

Closing Quota Gaming Clients 278

Iannarino

NOVEMBER 15, 2023

Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected prospective clients, and falsehoods. Even though you want coverage over your sales team’s quota and your sales goals, much of what you believe is coverage is not.

Pipeline 270

Pipeline Quota CRM Clients 270

Iannarino

JULY 16, 2022

A search for something like “quota attainment” reveals that a large part of the sales population is missing their target. Sales cycles are growing longer, while more opportunities stall as clients disengage. The data shows that salespeople are not doing well. New—and young—salespeople are leaving their sales roles sooner than ever.

Quota 267

Quota Sales Clients Meeting 267

Sales Gravy

MARCH 18, 2025

Once theyve got a potential client on the hook, the rep has motivation to find the answers. Improved Onboarding Speed Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster sometimes shaving weeks or months off the usual ramp-up. And yes, theres a risk of mis-steps. What do I do?

Cold Call 82

Cold Call Commission Appointment Pipeline 82

Sales Hacker

MARCH 10, 2021

However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. A healthy sales organization should aim for about 60% of reps hitting their quota. If it shoots up to 80–85%, it’s time to re-evaluate quotas.

Quota 126

Quota Territory Profit margin Growth 126

Tibor Shanto

AUGUST 24, 2021

One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. Asking questions based on what you have learned from other clients, makes you a valuable resource to said prospect. But done right, it can elevate execution and success in several ways.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

STAR Results

AUGUST 26, 2021

Two key areas of focus are: what accounts represent the best opportunity to achieve their quota, and which accounts are new business going to come from. Many of my clients have been so busy with sales meetings that they have not spent any time in the field this year. Do Your Reps Know What Their Quotas Are?

Quota 279

Quota Sales Represent Start-ups 279

Veloxy

JANUARY 19, 2022

They haven’t missed quota since I first called them. You need to communicate how the assessment of their pain points and the resulting proposed solutions are designed to fix their needs specifically, not the needs of all of your clients. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Search Engine Land

AUGUST 30, 2024

In B2B, that means prepping for the end-of-year push that comes from needing to hit quotas and engaging brands about to be flush with new yearly budgets. No matter your vertical or the particular timing, there are five tests I like to run during the slower season to help clients get learnings to leverage when the tide is high.

A/B testing 79

A/B testing Retail Quota Promote 79

Tibor Shanto

AUGUST 31, 2021

The best way to approach is to take your cues from your prospects, buyers and clients. Your routines should make do a better job of helping your clients achieve their objectives. So, as you talk to your prospects and clients, don’t forget referrals. Like habits if they are good, reinforce them, if not replace them.

Referrals 300

Referrals Cold Call Prospecting Quota 300

Veloxy

MAY 25, 2021

Whether it’s cold-calling prospective clients or following up after a meeting, discipline moves the successful salesperson to get it done and get it done on time. Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before!

Referrals 290

Referrals Quota Cold Call Contact 290

Veloxy

SEPTEMBER 22, 2022

Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons. First , quota is set too low to accommodate for sales process inefficiencies. This is why sales reps experience high turnover and workplace stress.

CRM 262

CRM Quota Sales Pipeline 262

Veloxy

FEBRUARY 28, 2022

Despite the growing use of Google Maps and Waze amongst field reps for getting from client a to client b, route planning has more to do with optimization and time efficiency than mere directions. The only problem with this approach is that quotas aren’t getting any easier , and the competition in the field is getting more digital.

Territory 221

Territory Gambling Quota Commission 221

Sales Gravy

MARCH 13, 2025

As a salesperson, you lead your potential client toward a solution. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. They couldnt make quota. As a salesperson, you lead your potential client toward a solution. They couldnt make quota. Tell a story.

Quota 60

Quota Pitch Sales Prospecting 60

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. But with more businesses competing for a limited client pool, lead generation is becoming harder. As a sales leader, your efforts directly impact the company’s stability and growth.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

AUGUST 6, 2021

I use semi-busy because Veloxy’s busiest clients were obviously too preoccupied to even bother with the tally (tally here meaning the IT guy). A healthy percentage of those missed calls and ignored messages were from the clients own friends, family, and people he actually likes! 1: Filter and Summarize All Crucial Information.

Sell 317

Sell Cold Call Pitch Prospecting 317

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. This involves many of the same activities over time across many prospects and/or clients. It start with how sellers think about time; which is why in sales, time is value not money. Customer Value Management.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Veloxy

APRIL 28, 2021

Along with a few ideas on how the tech can help them hit and exceed their quotas. With Sales AI, you’ll always be a few steps ahead of your customers which will help build client relationships, earn recommendations and increase sales. In this post, we’ll look at what AI Assistants means for salespeople. What are AI Sales Assistants?

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Sales Hacker

OCTOBER 4, 2022

How Virtual With Us secured large enterprise clients early and quickly [16:46]. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to identify and drive winning sales rep behaviors so you can beat quota every quarter. How Virtual With Us secured large enterprise clients early and quickly [16:46].

Clients 103

Clients Hospitality Entertainment Quota 103

Veloxy

JUNE 21, 2021

If the customer is a business, this may include new clients, new hires, new contracts, etc. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. Clients have shared their past troubles with similar competitive solutions—low adoption, low ROI. Qualify the Lead. Prospect: Sure.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Hubspot

JANUARY 14, 2025

When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention. By engaging with selling in this way, sales champions not only strengthen client relationships but also open the door for upselling , cross-selling , and referrals.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Partners in Excellence

DECEMBER 18, 2024

Earlier, he had a conversation with a prospective client. The client was focused on “the numbers.” ” Lahat realized the client was missing something, they weren’t focused on the potential. Our clients tend to fall into two categories. Today, Lahat was wound up. It struck a nerve with me.

Clients 97

Clients Quota Conversion Growth 97

Hubspot

SEPTEMBER 9, 2024

A client that has already acquired your company’s products or services are often your best source of revenue, provided they had positive customer experiences. Since I mostly worked with public sector clients, that tended to be the only way to sell to that industry anyway. This investment has helped me time and time again.

Territory 83

Territory Cold Call SQL Campaign 83

Iannarino

FEBRUARY 28, 2024

Every improvement in win rates improves your sales force’s ability to reach their goals and increase their quota attainment. But trying to go faster than your client increases your odds of losing. It is difficult to know how to help a salesperson improve if you are unable to observe them with a client.

B2B 232

B2B Objectives and Key Results Pipeline Sales 232

Partners in Excellence

NOVEMBER 10, 2023

Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. Today, sellers have quotas and perhaps a few goals, but I run across few organizations that have formal performance planning processes. After all, achieving quota is a historical goal.

Quota 150

Quota Teamwork Pipeline CRM 150

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? This will show your clients that your product delivers long-term value as opposed to just pointing out why you’re better than everyone. We’ve all heard the saying over and over; time is money.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Cerebral Selling

AUGUST 8, 2022

And in times of crisis, two things can happen: Fear and distraction give way to diminished revenue production, quota attainment, and rash decisions to leave for greener pastures (which we know don’t often exist). Just as your clients crave certainty, so do your people. This climate calls for a value proposition review. Has your pitch?

Sales 220

Sales Contract Clients Quota 220

Veloxy

MAY 25, 2021

When it comes to activity based rewards, your reps would definitely love to unwind after pushing hard to hit their quotas. As a sales manager, one of the biggest duties includes distributing leads and reassigning clients. Extrinsically, employees work towards an arbitrary quota set with the promise of a reward.

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Sales Pop!

AUGUST 24, 2024

In selling to and serving major Xerox clients, we were trained not only to go deep and wide in our accounts but to do the same across our multi-faceted product line. Satisfying clients, therefore, involved understanding their needs comprehensively and managing many different types of business transactions and deal sizes. There it is.

Commission 130

Commission Quota Clients Up-sell 130

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

Veloxy

DECEMBER 9, 2024

Make it non-negotiable that all sales activities, client interactions, and deal progressions are logged in Salesforce. Do you want to hit your next quarter’s sales quota with utmost confidence? Nurture a Culture of Accountability Salesforce adoption won’t succeed without accountability. Start by setting clear expectations.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Veloxy

NOVEMBER 30, 2023

Field sales personnel spend the bulk of their time traveling, visiting clients, and fostering relationships in person. Inside sales, while also focused on building relationships, relies on remote communication tools to connect with clients efficiently. Such as mobile CRM and sales systems to manage client interactions on the go.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

JULY 26, 2022

Old fashioned, quota-driven selling is not going to work anymore. ” Pressure to hit quota and other top-down sales strategies sometimes fail to give the sales rep a choice in changing their approach to selling. This focus on the client’s needs supersedes the salesperson’s desire for income or ego gratification.

Quota 173

Quota Sales Promote Technology 173

Tibor Shanto

JANUARY 25, 2022

In a world of monthly subscriptions and the battle for new clients/revenue, the victim is often margin. To be frank, it is no different in a purchase cycle , bringing on clients without margin is, well, costly. There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often.

Commission 157

Commission Territory Negotiate Quota 157

Tibor Shanto

DECEMBER 14, 2021

Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. Parallel to that, you should also be doing your 360s with clients you have won in the last 9 months or so. By Tibor Shanto.

Technique 157

Technique Quota Pipeline Prospecting 157

Veloxy

AUGUST 25, 2022

Pressure to hit quota. Similar to sales quota, this will also give you a sense of accomplishment to start your day. When speaking with clients, we chose to amend this recommendation to, “Focus on 3 Tasks a Day”. There are many factors that cause sales stress. Leads that cancel meetings. Rumors of downsizing or demotions.

Sales 182

Sales Quota Contact Clients 182