Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. They haven’t missed quota since I first called them. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

SaaStr

MARCH 3, 2022

Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson? In most SaaS companies, a sales rep’s quota is in the end 3x-5x their OTE (i.e., Here’s why: A rep working on $3k-$10k deals often can close about $400k-$450k a year. salary + target bonus). appeared first on SaaStr.

Quota 118

Quota Closing Sales Growth 118

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill. And time to quota. What’s in your pipeline?” Pay To Play.

Pipeline 257

Pipeline Quota Consult Prospecting 257

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

Iannarino

APRIL 17, 2023

When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve your sales performance and allow you to achieve your sales goals. Some of these mistakes result from novel sales scenarios you have never experienced. But most of them are known, making them easier to avoid.

Quota 255

Quota Sales Closing 255

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 323

Intrinsic Quota Clients B2B 323

Gong.io

MARCH 19, 2020

Here’s how top reps beat the distraction-barrier and capture their prospect’s attention from slide one to close: First , break your demo up into clear, 9-minute chapters. According to Gong data, closed deals involved webcams being used 41% more often than lost deals. Close your note-taking app. Same words. Same delivery.

Inside sales 153

Inside sales Quota Sales Strategize 153

Hubspot

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Closing statements are your best chance to impress upon the reader that they should contact your sales team, register for your event, or take advantage of a promotional offer.

Closing 85

Closing Quota Healthcare Tradeshows 85

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. This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Now they will be a problem because most have a closed mind dead set against anything original or curious.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

SaaStr

SEPTEMBER 23, 2024

It forced reps to close 13% more locations per sales rep. In essence, increasing quotas 13%. And quit if you increase quotas? The post Toast: We Made Our Sales Reps Close More, And Shrunk Their Territories. The software license is high margin, but it’s only 20% of the total revenue. So what did it do?

Territory 122

Territory Closing Quota B2B 122

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And BTW, that small discount it took to close them, that’s a number, may not be your number, but a number. Numbers Are Here To Stay.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Sales Hacker

JULY 26, 2021

A typical sales process consists of five to seven steps: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep.

Quota 129

Quota Cold Call CRM Sales 129

Veloxy

APRIL 28, 2021

It also helps companies close rates, boost lead volume as well as the overall sales performance. Along with a few ideas on how the tech can help them hit and exceed their quotas. This artificial intelligence assisted process increases sales since your follow up closing ratios tend to improve. What are AI Sales Assistants?

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? To effectively calculate your conversion rate , divide the amount of closed deals by the total number of customers or prospects you’ve interacted with. Here are a few tips to speed up your close-time.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. Take closed ended questions, most people have bought into the myth that they are bad. By Tibor Shanto. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious.

Appointment 274

Appointment Quota Prospecting Education 274

SaaStr

APRIL 13, 2022

Dear SaaStr: How Many Deals Can a Sales Rep Close Per Month? A successful but not top 5% sales rep in SaaS typically can close: 20–50 deals a month if $0.5k-$2k ACV , i.e., very transactional 1–2 call close. transactional, but not 1–2 call close). They’d have to close 25 deals a month to hit their OTE.

Closing 124

Closing Quota Follow-up Sales 124

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. In fact, it can harm close rates. Finally, the best reps close faster and close more. They close better and faster. How does this happen?

Closing 145

Closing Quota Pitch Gaming 145

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess.

Quota 293

Quota Technique Prospecting Closing 293

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

Tibor Shanto

FEBRUARY 8, 2022

With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more you manage it, honestly, the more consistently you will exceed quota. It is easier to hide in the shadows than be definitive, both in measures and actions. The more salespeople fudge that line, the harder they to work.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Hubspot

SEPTEMBER 6, 2024

With so many different initiatives competing for your prospects’ limited attention, it’s essential to close deals quickly and efficiently while the problem they want to solve is fresh in their minds. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Quota 80

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

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

SaaStr

OCTOBER 11, 2022

With about 10% of your quota in base salary, and 10% in bonus, that would yield a 5x ratio of comp:bookings. So for most time in SaaS, you basically had to close $500k to make $100k OTE, $800k to make $160k OTE, $1m to make $200k OTE. So we’re seeing it in higher quotas, and lower attainment for sales.

Closing 113

Closing Customers Quota Commission 113

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

Closing 92

Closing Objectives and Key Results Quota Sales 92

SaaStr

AUGUST 12, 2023

Dear SaaStr: How Long Do You Have as an SDR/BDR if You Aren’t Hitting your Quota? 3 quarters for enterprise / field reps (even if they close nothing the first 6 months). The post Dear SaaStr: How Long Do You Have as an SDR/BDR if You Aren’t Hitting your Quota? You’ll probably know in 30 days.

Quota 91

Quota Closing Sales 91

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 203

Quota Pipeline Drivers/motivators Negotiate 203

Anthony Cole Training

DECEMBER 14, 2023

Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).”

Quota 188

Quota Sales Growth Closing 188

Salesforce

JULY 6, 2023

Step into the shoes of a top seller Land more sales — and avoid common mistakes — with tips that span the sales process, from prospecting to close. Using Benioff’s advice, Handler said that she closed deals she never would have proposed in the first place. Tyler builds the pitch from there. Visit our product page to learn how.

Quota 86

Quota Closing Education Sales 86

Veloxy

JUNE 23, 2021

The best part is that this exercise can be automated by technology to help shorten the sales cycle and boost closing rates. One that gets you from first contact with the prospect all the way to a closed, new customer. Close rates. Actual sales vs Quotas. Percentage of sales opportunities that close. Let’s find out.

Sell 317

Sell Education CRM Up-sell 317

Sales Hacker

MARCH 13, 2023

If you systematize your sales follow-up process you will close more deals — and I am about to show you how **Disclaimer** This has been written with sales executives (SEs) and account executives (AEs) in mind. You might be thinking, Great, another “thinkpiece” from some blowhard sales guy about how to close more deals.

Follow-up 98

Follow-up Closing Process Pipeline 98

Hubspot

MARCH 11, 2024

I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader. Why is video so effective at increasing email response rates, generating engagement, and improving close rates? Ready to bring async video into your sales cycle?

Quota 87

Quota Meeting Pitch Sales 87

Tibor Shanto

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. But also individually, AE should sit down with their SDRs, SEs, CX folks, and anybody involved in helping you achieve quota. Catch Up With Your Inbox.

Referrals 300

Referrals Cold Call Prospecting Quota 300

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. Close the Sale. For a good close, it’s essential to have a goal right from the start.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

MAY 25, 2021

Now, this is where things become a bit tricky so pay close attention. When it comes to activity based rewards, your reps would definitely love to unwind after pushing hard to hit their quotas. Extrinsically, employees work towards an arbitrary quota set with the promise of a reward. 7: Motivate with Office Upgrades.

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

SaaStr

SEPTEMBER 9, 2022

Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k. More or less. Then ultimately, no one is happy.

Commission 138

Commission Quota Sales Growth 138