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.

Quota 240

Quota Sales Closing 240

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Veloxy

SEPTEMBER 22, 2022

Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Start selling faster, easier.

CRM 262

CRM Quota Sales Pipeline 262

Gong.io

MARCH 19, 2020

New sales model? Sales team temporarily grounded? Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . It’s the ultimate test to becoming a world-class inside sales rep. . Close your note-taking app. Career shift?

Inside sales 153

Inside sales Quota Sales Strategize 153

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! Bookmark Now: Cold Calling - Everything a Sales Person Needs to Know. We help sales teams turn unproductive churning into generative earning.” We help sales teams turn unproductive churning into generative earning. Don’t exaggerate.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? But will they?

Quota 116

Quota Territory Pipeline Sales 116

Tibor Shanto

OCTOBER 19, 2021

Because most salespeople are quota drive, they get distracted by close dates. They forget that there is no getting to closed without the journey. Let’s face it, they have been conditioned by the hundreds of bad sales calls they experienced before us. It is all a question of what you focus on. Getting From Now To Then.

Closing 157

Closing Quota Prospecting Process 157

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. Writing the book has caused me to recognize a critical insight about B2B sales , or more accurately, about B2B buying. No more pushy sales tactics. A Circular Argument.

Intrinsic 316

Intrinsic Quota Clients B2B 316

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. Read on to hear my tactics for ending a sales email.e Closing email statements are a moment of truth for your prospect to feel valued and motivated.

Closing 85

Closing Quota Healthcare Tradeshows 85

SaaStr

MAY 4, 2023

But new business is a lot tougher than 12 months ago, let alone 24: Founder CEO Matthew Prince was refreshingly honest about what was happening in sales. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” Expansion sales cycles have lengthened 50%. Helpful to see this quantified.

Quota 103

Quota Closing Pipeline Growth 103

Veloxy

MAY 25, 2021

If there’s one universal truth that resonates throughout every single company, it’s that cash is king for your sales team. Inside and outside sales reps are not only paid on commission, hefty bonuses and kickbacks also motivate them to work even harder. Which seems to keep their sales beaks wet and on top of their game every day. .

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Tibor Shanto

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. Curiosity is not a sales skill; curiosity is a way of life. Curious About Life.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Sales teams, as a result, are conditioned toward a favorable user experience that utilizes minimalist designs to carry out actions in as few clicks as possible. Why should a sales process have people working harder, not smarter? Today’s sales processes.

Quota 129

Quota Cold Call CRM Sales 129

Tibor Shanto

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up. The debate has raged on for years with few converts. Behind The Numbers.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Anthony Cole Training

DECEMBER 14, 2023

Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member. It's important to note that It’s not whatever it takes as long as it’s comfortable or as long as it’s not too difficult.

Quota 191

Quota Sales Growth Closing 191

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. I have shared my views on time , it is the currency of sales, time and pipelines are finite. And time to quota. Pay To Play.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. You could also be well behind your quota, struggling to stay motivated and worried about job security. It can also be the hardest. Managing Through Adversity. Why are targets what they are?

Quota 203

Quota Pipeline Drivers/motivators Negotiate 203

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. But sales is an art, and like art, its style changes over time. Table of Contents What is sales closing? What are the most common sales closing techniques? How do you improve at closing? You either close or you don’t.

Technique 105

Technique Closing Sales Electricity 105

Veloxy

FEBRUARY 15, 2022

Learn how easy it is to become the highest-performing field sales professional at your company. Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. But what does tomorrow hold for field sales? Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Veloxy

DECEMBER 6, 2022

As a recession looms and consumer spending declines, sales leaders are under more pressure than ever to achieve their set goals, even at a time of economic uncertainty. In this guide, we’ll explore three steps that sales leaders should take to achieve these key goals and alleviate pressure in 2023. Sales Automation.

CRM 246

CRM Sales Represent Technology 246

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Well, there are numerous ways that AI for sales can benefit a sales team.

Sales 223

Sales Non-Profits CRM Pipeline 223

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. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Your Swiss Sales Knife. By Tibor Shanto. The Breakfast Has A New Sponsor.

Appointment 274

Appointment Quota Prospecting Education 274

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective.

Closing 118

Closing Sales Cold Call Legal 118

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

Tibor Shanto

FEBRUARY 22, 2022

Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. But why seems to be a hard line of question for some in sales. By Tibor Shanto. A structured and enabled mess is still a mess.

Quota 293

Quota Technique Prospecting Closing 293

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

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. Listening to sales executives, the focus is, constantly, making your numbers. ” With this mindset, customers become obstacles standing in the way of hitting quota.

Quota 106

Quota Commission Pipeline Pitch 106

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Highspot

OCTOBER 16, 2024

Many sales teams put in the hours, follow every playbook, and use every tool at their disposal, yet their efforts don’t seem to pay off. It’s a common issue in sales. In fact, leaders reported that 91% failed to hit sales quota expectations this year. Are sales reps following processes?

Closing 92

Closing Objectives and Key Results Quota Sales 92

SaaStr

SEPTEMBER 23, 2024

It forced reps to close 13% more locations per sales rep. In essence, increasing quotas 13%. At least for now: Sales continues to grow at an epic 29% at $1.5 And quit if you increase quotas? It did what it had to with its sales team. So what did it do? And it shrunk territories -27%. And what happened?

Territory 97

Territory Closing Quota B2B 97

Veloxy

JUNE 23, 2021

The pandemic has contributed a lot to sales transformation. Make sales educational. The sales process matters. Remote sales coaching. You can find more of these tips in our article on creating a high-performing field sales team in a virtual world. The main one is to treat video sales meetings like in-person calls.

Sell 317

Sell Education CRM Up-sell 317

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. Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Veloxy

JUNE 6, 2022

Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. In 2020, COVID-19 had a negative impact on field sales. In April of this year, we began surveying 500 sales leaders about what they thought the future had in store for field sales.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

SaaStr

OCTOBER 5, 2021

We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems, and on why you need to manage out your worst reps (because leads are precious). A great rep often literally closes 9x more than a poor rep. In fact, it can harm close rates.

Closing 139

Closing Quota Pitch Gaming 139

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232