Partners in Excellence

MARCH 7, 2025

Where are they struggling with their prospecting?” As we reviewed it, their teams were doing pretty good jobs, there were some areas of improvement, but it seemed they weren’t doing enough prospecting. Set an audacious quota for s**t you need to stop. ” I asked. The third board is more challenging.

Contract 62

Contract Legal Represent Meeting 62

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Veloxy

JUNE 8, 2022

It is actually the visual snapshot of where a prospect is in the sales process. The pipeline shows how many deals salespeople are expected to close in a given week, month or year as well as how close a particular rep is to hitting their sales quota. For instance, you could have a pipeline worth a million dollars in contract value.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Sales Hacker

JULY 22, 2021

Usually, SLAs describe the number of leads that the marketing team needs to generate, lead quality, or quota salespeople need to reach. Start from the metric that is given – usually this is the sales quota – and work your way up the funnel. Sign the contract. An SLA is a contract. Divide your sales quota.

SQL 120

SQL Quota Contract Objectives and Key Results 120

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 121

Prospecting Pipeline Closing Technique 121

Pointclear

MAY 15, 2012

Formula to Predict Inquiries Needed to Make Quota i. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Prediction of inquiries needed to make quota: $5,000,000 /. Here is the formula: Formula. Put another way.

Quota 66

Quota Contract Pipeline Follow-up 66

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers. Lead generation software is another vital tool for outside sales teams.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. The first 2 reps you will know what they say to prospects. Add weekly webinars for prospects, invite all of them — and make your scaled team members do them. Simplify to a 1 page contract.

Quota 138

Quota Contract Prospecting Pipeline 138

Veloxy

JUNE 23, 2021

On the flip side, inside sales is handled remotely without face-to-face interaction with prospective buyers. These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems. What Positions Make up an Inside Sales Team? 3: Account Managers.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Martech

FEBRUARY 7, 2025

SuperOffice, in its article Stop Wasting Time on Prospects that Dont Fit Your Ideal Customer Profile , identifies three key components of an ICP: Firmographic : This is information to help categorize different types of organizations. The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP.

GTM 73

GTM B2B Drivers/motivators Manufacturing 73

SaaStr

DECEMBER 9, 2019

Great for sales reps looking to hit their quota. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract. Why do customers buy so much on the last day of the month?

Intrinsic 133

Intrinsic Pitch Contract Quota 133

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

MAY 26, 2020

With so much uncertainty in the market, the race is on to meet quotas , convert leads, and prove ROI like never before. Here are eight ways to gain and maintain close relationships with prospects , even during a pandemic. Make your prospects part of that 94% by sending a well-timed handwritten note — not to sell, but to say hello.

Prospecting 83

Prospecting Entertainment Quota Closing 83

Hubspot

OCTOBER 19, 2017

Percentage of sales team hitting quota. 1) Percentage of sales team hitting quota. Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. As a rule of thumb, your quotas are likely unrealistic if less than 60% are hitting.

Quota 101

Quota Cross-sell Contract Negotiate 101

SaaStr

FEBRUARY 16, 2021

Firing” prospects. Do not fire a prospect. No prospect enjoys going through a sales process for fun. If a rep can’t get engagement, but a prospect has registered some interest, marketing can at least drop them into a long-term engagement campaign. But — do not do this for larger prospects. Impossible quotas.

Quota 109

Quota Commission Sales Contract 109

Sales Hacker

JUNE 16, 2021

Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. These tools reduce the time reps spend collecting the resources they need, allowing them to focus on their prospects. Your new reps’ ramp time is too long before they reach full quota attainment. Prospecting tools.

GTM 122

GTM Contract Quota CRM 122

SaaStr

JULY 22, 2020

Relatively High Quota. You don’t make a lot on each deal, and with a high quota, it’s a big nut to hit. If they make too much, the quota was too low. And if the quota is too hard to hit, and you don’t believe you can hit it … you don’t really try … Not Customer-Centric Enough.

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Increase average contract length. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. A less aggressive ratio (think 70:30 or 75:25) is common when salespeople are required to teach the prospect because they're selling a highly complex or technical product.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

DECEMBER 12, 2017

Business or sales development reps (BDRs or SDRs, respectively) are tasked with researching, prospecting, and qualifying leads before passing them off to the sales team to further develop and close. Sales reps are also responsible for demonstrating the product, handling prospect objections, and drafting contracts. Yes and no.

Quota 101

Quota Contract Sales Price 101

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Sales newbies who fear falling short of their quota? By: Colleen Stanley. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Veloxy

FEBRUARY 15, 2024

On the other hand, The Sales Engagement Podcast focuses on engaging prospects effectively, offering a different perspective to the sales process. The podcast covers key topics such as empathy in selling and AI utilization in prospecting, providing listeners with a wealth of knowledge.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

DECEMBER 1, 2021

Great for sales reps looking to hit their quota. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract. Why do customers buy so much on the last day of the month?

Intrinsic 132

Intrinsic Pitch Contract Quota 132

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Prospecting 90

Prospecting X-functional Contact CRM 90

Salesforce

DECEMBER 4, 2023

Competitor Saul’s Dolls, on the other hand, has mapped out a clear path to revenue growth that includes target KPIs for lead generation, quota attainment, and customer retention. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. “1 year contracts for enterprise software. 9/10 times they don’t work otherwise.” Jason, ed. :

Price 126

Price Contract Referrals Contact 126

Sales Coach Dew

SEPTEMBER 27, 2022

Rebuild your prospect list by reworking your past no’s! Your sales funnel isn’t full enough, there aren’t enough prospects, and you’ve alre ady exhausted every lead. How can you get more prospects when you’ve already called everyone you could? How can you get more prospects when you’ve already called everyone you could?

Prospecting 52

Prospecting Territory Contract Follow-up 52

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Imagine one of your reps isn’t hitting her quota. Average contract value (ACV). How well are your salespeople prospecting? Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

NOVEMBER 23, 2019

Have sane quotas for 2020. Make sure the majority of your reps can hit quota. Try to visit 5 prospects or customers a month. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. Overlap goals and quotas. Let your closers be closers.

Quota 110

Quota Sales Contract Closing 110

Engage Selling

MAY 3, 2013

Total length of time to qualify a new prospect. Lagging indicators: Revenue and quota focused KPI. Annual quota. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example. Number of qualified leads in the pipeline. Sales cycle length.

Contract 88

Contract Quota Pipeline Sales 88

Partners in Excellence

APRIL 4, 2014

It seems attention spans and communications are contracting and getting abbreviated. When I responded about it’s brilliance, I asked, “What’s the problem, how are your customers and prospects responding?” Salesperson: Our new product addresses these issues #pleasebuymyproduct #quota. Customer: #WTF!

Conversion 104

Conversion Customers Quota Commission 104

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. Say you’re looking for an Account Executive to carry a $1 million annual quota. Instead, top reps are leveraging the latest thought leadership topics to form connections with prospects and spark mutually engaging conversations. So what’s the problem?

Quota 104

Quota Objectives and Key Results Sales Objection handling 104

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. This frees up the sales manager to focus on leading sellers in meeting their quotas and making tactical decisions and strategic plans for long-term growth. . Customer contract life cycle management. Process and Performance.

Territory 107

Territory Non-Profits Contract Quota 107

Sales Hacker

MARCH 7, 2019

Every day, AEs wake up to live and die by their quota. They only hit their OTE if they meet the quota. If you use a leaderboard to track quota attainment , do the same for forecasting accuracy. Reps who forecast accurately should be rewarded – even if they didn’t hit quota. The biggest reason of them all is fear.

Quota 18

Quota Legal Contract Construction 18

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. Since it isn’t safe to meet people in person with the social distancing norms, businesses have to resort to other means to connect with prospects and close deals. Allowing Prospects to Put a Face to Your Name.

Closing 105

Closing Contract Negotiate Pitch 105

Spiro Technologies

OCTOBER 7, 2021

Percentages are important in sales, not the least bit because commission checks tend to be calculated as a percentage of our monthly quotas. Why should a prospect do business with you and your company, and, more importantly, how does your product solve problems and provide more value than the alternative(s)?

Closing 111

Closing Referrals Commission Contract 111

Hubspot

FEBRUARY 12, 2018

It takes almost no thought or time to write some variation of, “Hi [Prospect], I haven’t heard back from you, so I wanted to check in. Of course, this doesn’t mean that you should stop following up with prospects -- just that you put slightly more effort into it. If they committed to signing a contract and didn’t.

Contract 101

Contract Follow-up Quota Prospecting 101

Hubspot

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. You want to strike a conversational, natural tone with your prospect -- not write like a nineteenth-century lawyer. Like “thanks in advance,” that can make prospects bristle.

Contract 101

Contract Quota Price Promote 101