Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. Here’s how I recommend leveraging this proven sales approach to make existing customers even happier and get you to quota faster. What you’ll learn: What is cross-selling? See how it works What is cross-selling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

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

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Partners in Excellence

JANUARY 11, 2022

We learn through repeated prospecting calls, through finding great deals, developing and executing winning deal strategies. It seems too much of the “practice” in selling is practice in doing that which we know to be ineffective. Much of it drives prospect and customer disengagement. Practice always makes perfect.

Cross-sell 149

Cross-sell Quota High impact Prospecting 149

Veloxy

MAY 3, 2022

Number of prospects. Sales quota. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Hubspot

APRIL 2, 2018

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. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

SEPTEMBER 27, 2024

Those SDRs had quotas of 50-60 demos per month. The prospect had posted on LinkedIn that their father had passed, so the AI template said, “Saw your father passed away. If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? From there, inbound SDRs would engage them.

Growth 128

Growth Quota Account management Cold Call 128

Martech

OCTOBER 28, 2022

Yet, too many of us are still focused on capturing lead volumes to hit quotas on websites, through forms, at events and on social platforms — even before we have delivered value to audiences, prospects and customers. . To hit marketing qualified lead (MQL) quotas. B2B buying and selling processes are complex and dynamic.

B2B 127

B2B GTM Cross-sell Quota 127

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

Veloxy

AUGUST 31, 2023

Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. From prospecting all the way to nurturing, there’s always room for improvement. It’s a win win!

Cross-sell 130

Cross-sell Sales Quota Contact 130

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Who’s reaching their quota? Is quota too high? Of the new prospects your reps reach out to, how many convert to customers ? Are lower-performing reps approaching bad-fit prospects? Compare conversion rates to the number of prospects a rep reaches out to. Competitor Pricing.

Territory 101

Territory Cross-sell A/B testing Promote 101

Salesforce

DECEMBER 8, 2022

That’s underscored in our latest State of Sales report, which found that 72% of sales professionals don’t expect to hit their annual quota. Sales reps spend only 28% of their week selling, down from 34% in 2018. This opens the door to a hurried sales process and less time to hit quota.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.

Quota 112

Quota Cross-sell Objection handling Up-sell 112

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

AUGUST 13, 2013

So you''ve done the preliminary research on a prospect and they look like they could be a company you could really help. There will be times when you get a prospect on the phone and talking on your first try. Before you reach out to a prospect, have a goal in mind. Now, It''s Time to Grab a Prospect''s Attention.

Prospecting 78

Prospecting Referrals Follow-up Sales 78

Hubspot

MARCH 19, 2018

Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Creating a targeted prospecting strategy. The Challenge: Selling today requires more resources. The Solution: Creating a targeted prospecting strategy begins with a clear definition of best practices. Gaining higher prices.

Cross-sell 101

Cross-sell Relationship Management Price Trust 101

Salesmate

OCTOBER 15, 2020

It shows the sales team where their potential prospects are in the buying process. A list of prospects. Before anything else, first, focus on having a list of prospects. It should have full names, phone number, email-id, the prospect’s company name, work position, and how they connect with you. Prospecting.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Recruit like you prospect. You have to approach your recruiting strategy like your prospecting strategy. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 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. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota. How well are your salespeople prospecting?

X-functional 101

X-functional Quota Cross-sell Contract 101

Salesmate

MARCH 23, 2021

Bottlenecks may arise when your team chases the wrong customers, or neglect the right ones at the right time, delays in-process activities, and letting go of upselling and cross-selling opportunities once the sale has been completed. Manual labor is nothing but a distraction from selling for your team. Cut down on manual work .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Partners in Excellence

APRIL 14, 2013

It’s like quota, I immediately thought, “Have I achieved mastery yet?” I do lots of things, but I estimated, in general, I am working on selling at least 6 hours a day—so I’ll use that as the number. Actually, I’ve been selling for about 30 years, so I must have achieved some kind of 6th degree black belt in Sales Mastery!

Cross-sell 110

Cross-sell Quota Sell Technology 110

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. They all reflect a common theme: at the end of the day, Sales should be about helping prospects. Be genuinely curious about your prospect''s professional and personal life so you can form real relationships.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? From that list, we focused in on the 5 most frequently recommended books and noticed something pretty important: They aren’t all about selling. . The takeaway?

Cross-sell 96

Cross-sell Niche Sales Quota 96

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. And that’s a very good thing for reps looking to beat quota.

Gaming 92

Gaming Cross-sell Referrals CRM 92

Hubspot

AUGUST 10, 2020

For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. It means being comfortable communicating with your prospects, customers, and peers in a variety of scenarios. Prospecting. Communication Skills.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Hubspot

DECEMBER 20, 2017

Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Because selling is so people-centric, soft skills are critical. Selling soft skills. When you’ve got a good idea of what your prospect is thinking and feeling, you can target your messaging to their specific pain and motivations.

Quota 101

Quota Cross-sell Growth Up-sell 101

Salesmate

JUNE 12, 2020

You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up! When given a practical view, the selling process is a lot more complicated than this. You lack a personalized selling strategy. Seems so simple right?

Closing 96

Closing Quota Cross-sell Pitch 96

Hubspot

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Prospecting.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

SaaStr

MAY 27, 2021

Consider how you can broadcast these assets in all directions so prospects “trip” over your stories, take notice, and want to learn more. They’ll have the sole task of setting up qualified meetings, also known as discovery calls, with prospects to help generate pipeline. A Quota-Carrying Sales Representative.

Pipeline 98

Pipeline Quota Represent Cross-sell 98

Veloxy

NOVEMBER 29, 2021

Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Yet, how it can shape selling for your company can be revolutionary for you. What is a salesperson to do? It’s time you replace your dart board with a crystal ball. Lead Scoring. Content Creation. Outside Sales and Predictive Analytics.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Hubspot

APRIL 4, 2019

If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. In this case, your sales team must achieve that 5% upsell/cross-sell number by the end of the quarter. Upselling and cross-selling. Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100