SaaStr

MAY 4, 2023

The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021. Existing customers remain happy, and if they are doing well, will buy more. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.”

Quota 128

Quota Closing Pipeline Growth 128

SaaStr

OCTOBER 25, 2024

Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. 3: Payback Periods + Quotas Have Jointly Increased The number of months required to recoup the cost of customer acquisition has increased by 12% on average, which is linear with the increase in sales cycles.

Go To Market 132

Go To Market Quota GTM Price 132

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! When your dialer rings John or Jane Doe, you instantly know their: Buyer Persona Industry Role and Responsibilities Pain Points Customers Who Are Like Them I’ll demonstrate by continuing from my first impression script. “ Don’t exaggerate.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. Our success is absolutely dependent on our customers’ success.

Quota 127

Quota Commission Pipeline Pitch 127

Sales Pop!

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. This is the foundation that makes accurate quota and forecasting wisdom possible. Hierarchies.

Quota 231

Quota Pipeline CRM Closing 231

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Customize the interface to fit your sales process. How does it help them close more deals? For instance, are you focused on increasing lead conversion, shortening sales cycles, or improving customer retention?

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

SaaStr

JANUARY 8, 2025

Naturally, their first customer was DoorDash and the quickly captured 95% of the gig economy market in their early days. When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

OCTOBER 11, 2022

Even with late stage VC capital much harder to get now, and the IPO markets still frozen, I see many folks on my LinkedIn feed saying Sales and Customer Success are underpaid. Well, for most of time, about 10% of the “profit” on a deal has done to sales, and about 5% of renewals have gone to customer success.

Closing 113

Closing Customers Quota Commission 113

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

MARCH 29, 2025

Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. You Never Get to Leave Sales. Be specific.

Commission 79

Commission Objection handling Quota Sales 79

Martech

JULY 17, 2024

Scaling has become complex, with rising targets and an unclear ideal customer profile. As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas.

GTM 102

GTM Product Strategize Drivers/motivators 102

Sales Hacker

JULY 26, 2021

In simplest terms, the sales process is a potential customer’s journey from facing an initial problem, to defining a solution for it, to making an actual purchase. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. The sales process today is long and clunky.

Quota 131

Quota Cold Call CRM Sales 131

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. Bottomline : Spending more time with customers is only half the battle.

CRM 262

CRM Quota Sales Pipeline 262

Sales Gravy

MARCH 13, 2025

You tap into your customers pain points and you close. You have the magic answer to a customers problem. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. Its costing the customer time and money. They couldnt make quota. Show you understand.

Quota 63

Quota Pitch Sales Prospecting 63

SaaStr

OCTOBER 5, 2021

A great rep often literally closes 9x more than a poor rep. It’s several factors compounding: First, the best reps close more seats / more revenue per deal. Without fear, and without ripping the customer off. In fact, it can harm close rates. Finally, the best reps close faster and close more.

Closing 145

Closing Quota Pitch Gaming 145

SaaStr

NOVEMBER 30, 2020

Q: How long does it usually take to close a deal in SaaS? Ok here’s a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. This doesn’t mean it always takes 12+ months to close. That’s their job.

Closing 136

Closing Negotiate Drivers/motivators Price 136

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. We love to help customers, chase new challenges, and in the process, hit those numbers. Table of Contents What is sales closing? What are the most common sales closing techniques? How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. While you will inevitably stray from your script to personalize your pitch for each customer, having a script gives you the structure and guidance that will propel you to success. Cold Calling Script Structure.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

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. For B2B, the end of the quarter and the need to hit quota can leave room for limited-time promotions to test with your users. Many industries can have their own seasonal spikes, too.

A/B testing 79

A/B testing Retail Quota Promote 79

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? I won’t bother revisiting all the data we see reinforcing the struggle customers experience in committing to and managing a change process. You already know that.

Customers 149

Customers Quota Up-sell Conversion 149

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, that’s not enough for your sales reps to close deals consistently. With the right people promoting your brand, you won’t have to focus on discounts to close prospects.

Product 246

Product Territory Objectives and Key Results Sales 246

Hubspot

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. The evangelist may work for a consulting firm, a partner candidate, or even an existing customer. Segment leads based on how close they are to how you define an ideal prospect.

Territory 83

Territory Cold Call SQL Campaign 83

Veloxy

JUNE 23, 2021

You could even go as far as making a custom background that complements your prospect’s business. You have to show genuine interest in knowing your customers as people. The best part is that this exercise can be automated by technology to help shorten the sales cycle and boost closing rates. Close rates.

Sell 317

Sell Education CRM Up-sell 317

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Sales Hacker

AUGUST 16, 2022

With the recent economic downturn, it’s been challenging for many organizations to hit quotas. And the burden of closing the rest of this year’s deals and boosting pipeline for next year is probably weighing heavy. . Tactics to close deals as the year comes to a close.

Closing 104

Closing Quota Account management Pipeline 104

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. I also never “carried a quota”. This customer had extreme purchasing power.

Customers 139

Customers Contract Consult Up-sell 139

Understanding the Sales Force

APRIL 14, 2025

Customers moving in a caravan to a new company happen so rarely, that even when promised, its not something you should factor in your sales hiring decisions. Is it any wonder why so many new salespeople fail to meet or exceed quota? You dont have to accept that only 25% of your salespeople will hit quota. Different tools.

Quota 69

Quota Sales Up-sell Price 69

Salesforce

NOVEMBER 12, 2024

A strong customer value proposition (CVP) is often the key to winning over potential buyers. Learn how to create a CVP that stands out from the competition and catches your target customer’s attention so you can start making more sales. What you’ll learn: What is a customer value proposition (CVP)?

Transportation 52

Transportation Drivers/motivators Customers Territory 52

SaaStr

MARCH 5, 2025

Before hiring their first sales reps, the founders personally closed millions in revenue. This early hands-on approach helped them deeply understand their ideal customer profile (ICP), pricing strategy, and product-market fit, creating a solid launchpad for their go-to-market expansion. Key Growth Drivers 1.

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Sales Pop!

JUNE 23, 2023

If your conversion rate for leads to opportunities is 25 percent, and you have a quota of $200,000 per month, you should maintain approximately $800,000 worth of leads in the pipeline. Pipeliner’s CRM data also informs a salesperson of the actions they need to take to make quota and continue to achieve their sales goals.

Technology 240

Technology Technology Pipeline CRM 240

Veloxy

DECEMBER 6, 2022

The average salesperson tends to get distracted by housekeeping roles including logging customer information and admin tasks. One of the ways that you can do this is by using automated tech to reduce the burden of inputting customer data. With automated tech, you can ensure this is completed quickly without losing customer insights.

CRM 246

CRM Sales Represent Technology 246

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Our customers tell me how our 360 degree customer view eliminates the need to switch between different platforms.

Product 130

Product CRM Price Objectives and Key Results 130

Veloxy

MARCH 28, 2022

Authentic Cold Calling: The Path to Fearless, Effective Cold Calling Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling The Secrets to Cold Call Success: Close More Business in Less Time than Ever Before Cold Calling Techniques (That Really Work!) Help the customer solve potential problems. Meet quota goals.

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

SaaStr

JUNE 12, 2022

If you’re a SaaS sales rep with a $500k annual quota, doing $5k ACV deals … you have to close 100 deals a year. But I knew this was the wrong way to build a customer-centric company. There was another one I hated on the Customer/Client Success side. And you know what those guys close?

Commission 117

Commission Customers Contract Quota 117

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. How many current customers offered referrals?

Drivers/motivators 61

Drivers/motivators Quota Territory E-commerce 61