Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. Artificial intelligence in sales can increase selling hours by not only automating tasks, but also improving daily productivity and analyzing habits.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. Other notable mentions include Stay Paid and Sell or Die, which offer relevant advice to salespeople and marketers.

Gaming 233

Gaming Sell GTM Technique 233

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

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

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. 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.

CRM 262

CRM Quota Sales Pipeline 262

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

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. As I have probably mentioned a million times, prospecting is different than selling. By Tibor Shanto.

Appointment 274

Appointment Quota Prospecting Education 274

SaaStr

MARCH 2, 2025

As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. We also had to give them the capacity to actually focus on retention by bringing in product AEs for complex selling.” “But simply adding retention metrics wasn’t enough.

Growth 75

Growth Cold Call Cross-sell Account management 75

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

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. A typical sales process consists of five to seven steps: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. Eighty percent of the prospecting sales force is under 25 years old.

Quota 130

Quota Cold Call CRM Sales 130

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 Meeting 153

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

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

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. They are better at mapping out business processes, at discovering how many seats, units, whatever there is to sell … and they just sell more.

Closing 145

Closing Quota Pitch Gaming 145

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. And how many hit quota?

Sell 132

Sell Quota Commission Contract 132

SaaStr

JANUARY 8, 2025

Lindsey explains: “On one hand, if it’s a SaaS product you sell x many seats or licenses and the customer goes live, then you often can set it and forget it for the following year. But as she dug in, the real answer was too many sales reps were overbooking deals because of the pressure to hit their bookings quota.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

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

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. Introduction Opening Lead Qualification Closing the Sale. Close the Sale. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads.

Product 246

Product Territory Objectives and Key Results Sales 246

SaaStr

OCTOBER 30, 2021

We worked in a small office above a smog shop on 4th Street, had a handful of customers, and 100k in ARR closed by our CEO. Companies often underestimate the size of the market they are selling to and try to define a broad scope of businesses that can use their product. What is currently preventing it from being higher?

Closing 111

Closing E-commerce Customers Quota 111

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 139

Sell Territory Consult Contract 139

Veloxy

NOVEMBER 29, 2021

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. It’s all about crushing quota! Sales acceleration isn’t merely selling faster to sell more. Table of Contents. What is Sales Acceleration? No need to fret.

Sales 290

Sales Quota Up-sell Contact 290

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

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. 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. The reason most deals don’t close is misalignment. This is where asking the right sales closing questions comes in.

Closing 118

Closing Sales Cold Call Legal 118

Sales Gravy

DECEMBER 22, 2024

For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past yearthe good, the bad, and the ugly. In the sales world, we get a brand-new quota and brand-new targets. You can do so with regret or reflection. Regret is stagnation.

Quota 97

Quota Presentation Closing Prospecting 97

Partners in Excellence

MAY 3, 2023

Theoretically, freeing us up to have selling conversations. Perhaps a few for outreach communications, sales enablement platforms, authoring/content platforms, conversational intelligence, reporting/analytics, messaging, proposal management, calendar management, conferencing/virtual selling, CRM, and others.

Sell 125

Sell CRM Up-sell Education 125

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

JUNE 24, 2021

Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. Radio silence from your prospects at the close stage could be caused by the fact that they haven’t seen the documents your reps sent.

Closing 128

Closing Contact Sales Follow-up 128

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

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 Benefits of a Lead List Selling without a lead list is a slow, disorganized process that usually produces poor results. This investment has helped me time and time again.

Territory 83

Territory Cold Call SQL Campaign 83

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m driven to find and close deals. I ended up taking a role in Manhattan selling to big banks.

Sell 138

Sell Up-sell Follow-up Start-ups 138

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. You’ll learn: Why women achieve 8% higher quota attainment than men. What happens when you sell with emotion. Guests share which soft skills they rely on most to close more revenue. Join us to learn how you can level up your EQ.

Quota 97

Quota GTM Strategize Up-sell 97

Veloxy

FEBRUARY 15, 2022

Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

SaaStr

JULY 30, 2024

Dear SaaStr: I’ve Started to Hate Selling. Because the best sales leaders I know … also love to sell. Sometimes, they carry a quota themselves. But they are always in the hunt to not just close deals, but get better. Would I Be Happier as Sales Manager Instead? Yes, you will also hate sales management.

Sell 110

Sell Quota Sales Presentation 110

Sales Pop!

JUNE 23, 2023

Everything about cryptocurrency—buying, selling, exchanging—is terribly complicated. 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. What is the most important factor for doing so?

Technology 237

Technology Technology Pipeline CRM 237

Salesforce

JULY 6, 2023

We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. How it made Richardson a better seller: “The Toltecs didn’t sell enterprise software, but these principles help me every day,” she said. Get started 1. Don’t make assumptions.

Quota 86

Quota Closing Education Sales 86