Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. It also helps jump-start lead qualification since your users are already interested in your product or service. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.

Product 86

Product Territory Sales Price 86

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. CRM adoption and doubling selling time are the most popular starting points for our clients.

Cross-sell 130

Cross-sell Sales Quota Contact 130

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. When you can access Salesforce from anywhere on any device, you can automate and eliminate up to 95%, or 1,200 hours, of non-selling activity. The Top 7 Best Salesforce Automation Tools. Docomotion. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesmate

MARCH 23, 2021

You are a budding entrepreneur and your start-up is just gearing up to take on the market. You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business.

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

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. What is Sales AI?

Sales 223

Sales Non-Profits CRM Pipeline 223

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. That’s why you need to implement: Cross-departmental participation and commitment. Cross-team resolution of issues.

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It’s based on an outdated way of thinking that selling is an art – perfected only by a select few.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 113

Quota Cross-sell Objection handling Up-sell 113

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

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. ” Is there selling life outside SaaS. Why is this important?

Cross-sell 103

Cross-sell Quota Sales Up-sell 103

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

SaaStr

NOVEMBER 30, 2023

Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR. The key is to start to build a GTM strategy that allows you to attack a larger market. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company?

Go To Market 110

Go To Market GTM Cross-sell Growth 110

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Who’s reaching their quota? Is quota too high? Share this data with your team so they can see how they stack up against other reps. Upsell/Cross-Sell Rates. Look at when, how, what, and to whom your reps are upselling and cross-selling, and adjust your efforts accordingly.

Territory 101

Territory Cross-sell A/B testing Promote 101

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? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time. Crossing the Chasm by Geoffrey A.

Cross-sell 96

Cross-sell Niche Sales Quota 96

Partners in Excellence

JULY 8, 2015

Marketing presented tremendous data about web traffic, email hits, SEO results, and so forth–but when the Sales exec stood up, his pipelines were drying up, transactional sales were flat to slightly declining—the story was completely different. They were starting to spend money to support this launch.

Launch 109

Launch Manufacturing Cross-sell Finance 109

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. This is a year for growth, and it starts with these tactical insights. Start training: Build the Soft Skills & Technical Know-How You Need to Advance Your Sales Career.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 136

Pipeline Cross-sell CRM Sales 136

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 95

Gaming Cross-sell Referrals CRM 95

Highspot

APRIL 10, 2025

Key Takeaways 84% of sales reps hit their quotas when companies implement best-in-class sales enablement strategies. With it, the numbers don’t lie: 84% of sales reps hit their quotas when companies implement best-in-class enablement strategies. Here’s what to consider as you start your search: 1.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Quota 52

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. However, sales enablement doesn’t always report up to sales or sales operations. In the early days of sales enablement, many organizations created and delivered programs – and then crossed their fingers and hoped for the best.

Quota 116

Quota Strategize Cross-sell Commission 116

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. Percentage of leads followed up with.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

SEPTEMBER 11, 2023

Including — the top mistakes founders make again and again as they cross $10m ARR. You start hiring faster. It starts to feel more like a “normal” company. I’m constantly surprised how many founders are less close to the pulse of the competition once things start to scale. Here they are.

Cross-sell 126

Cross-sell Niche Start-ups Engineering 126

Salesforce

OCTOBER 24, 2023

We’re even starting to harness AI to predict buyer behavior and respond to it more quickly. That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Why is value selling important?

Sell 104

Sell Pitch Objectives and Key Results Cross-sell 104

SaaStr

MAY 27, 2021

Here, I back up even further and share what I think should be the first half dozen revenue-driving roles, before VPs are brought in to craft strategy, based on the hundreds of conversations I’ve had with early stage founders. . Once they do, the founder can attend meetings and use their passion and intel of the product to sell. .

Pipeline 100

Pipeline Quota Represent Cross-sell 100

Miller Heiman Group

MARCH 13, 2019

If your organization refers to sales enablement as a project or program, you’ve set yourself up for failure. Typically, projects and programs have a start date, an end date and are usually associated with training. Start this process by developing a formal sales enablement charter. This win rate is 7.8

Objectives and Key Results 107

Objectives and Key Results Quota Technology Technology 107

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 107

Finance Launch Objectives and Key Results Cross-sell 107

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’re not afraid to screw up, you’ll push yourself more. What are soft skills in sales? Growth-minded. Empathetic. 2) Coachable.

Quota 101

Quota Cross-sell Growth Up-sell 101

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. billion dollars.

Finance 118

Finance X-functional Launch Objectives and Key Results 118

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. Regardless of the role you want to build a dashboard for, you have to start with the same question: What is the desired result? . All of these metrics ladder up to the ultimate goal of bringing in qualified leads.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 When it comes to prospecting follow-up emails, it’s perfectly fine (actually, preferred) to send a longer — personalized, direct, and intentional — email. #4

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Highspot

JANUARY 31, 2020

Excellence starts behind the scenes. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. However, recent research on the preferred sales metrics of leading businesses offer a starting point. Percentage of sales reps attaining 100% quota.

Growth 98

Growth Quota Sales Contract 98

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. You can see Dave’s slides here.

Cross-sell 103

Cross-sell GTM Finance Growth 103

Hubspot

APRIL 4, 2019

Pull up a chair and stay awhile, I’m diving into that and more below. 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. Upselling and cross-selling. But how do you develop a business development plan?

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Hubspot

OCTOBER 11, 2019

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. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

SaaStr

OCTOBER 25, 2023

Maybe we expect too much, even up to $10-20M ARR, and expect magic from product marketing. Every smart engineer today is inspired by AI, so give your team the freedom to dream up how AI could improve your product. Lemkin started out as a product-focused founder. It’s up to you. It’s still early. Pipedrive sold for $1.5B.

Cross-sell 115

Cross-sell Growth Lead generation Quota 115