Sales Hacker

MARCH 13, 2023

If you systematize your sales follow-up process you will close more deals — and I am about to show you how **Disclaimer** This has been written with sales executives (SEs) and account executives (AEs) in mind. All which helps you do the one thing that matters in the world of sales: HIT YOUR QUOTA! I am a sales guy.

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Follow-up Closing Process Pipeline 98

SaaStr

NOVEMBER 25, 2024

So: if the quota for the rep is say $600k, your average Opportunity is $20k in size, and you have a 15% opportunity-to-closed ratio … your rep will need ~200 opportunities over the year to hit their quota, or about ~15 a month. And less than 10% just makes sales … start to get even harder.

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Quota Sales Follow-up Closing 98

Veloxy

MAY 25, 2021

A personable salesperson is respectful, patient, easy to talk to, and picks up on social queues (just to name a few). Our blog post on what to do when a prospect hangs up on you might help you learn how to deal with rejection like a pro. Try one of the latest, trending apps today and become your Sales Org’s quota champion this year.

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Referrals Quota Cold Call Contact 290

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” Collaborative and team-based incentives might also contribute to why 87% of teams are not hitting quota.

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Quota Commission Sales Represent 88

Veloxy

DECEMBER 9, 2024

Consider using a mix of the following: In-person workshops Online modules One-on-one coaching The more comfortable your team feels, the more they’ll use the system. Clean Up Your Data Invest time and resources into ensuring your data is accurate and up-to-date. Be sure to follow up.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Sales Hacker

JULY 26, 2021

Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. A typical sales process consists of five to seven steps: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. Today’s sales processes.

Quota 131

Quota Cold Call CRM Sales 131

Veloxy

JANUARY 19, 2022

I spoke with a handful recently, and in addition to following the below formula, they also recommend that you, “Never be cute.” When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. They haven’t missed quota since I first called them. It’s not an easy task. Don’t exaggerate.

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Cold Call Territory Quota Up-sell 358

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? The equation is as follows. Drive Up Your Average Deal Size. Drive Up Your Average Deal Size. Your customer relationship management software should already be measuring the following metrics.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Understanding the Sales Force

JANUARY 4, 2025

The third part is having and following through on consequences for failure to meet the required targets. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. The second part is holding salespeople accountable to those targets.

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Quota Territory Pipeline Referrals 69

Veloxy

APRIL 28, 2021

The good news is that forward thinking companies are already catching up to this fact. Along with a few ideas on how the tech can help them hit and exceed their quotas. This artificial intelligence assisted process increases sales since your follow up closing ratios tend to improve. 2: Predict Cross-sells and Up-sells.

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Cross-sell Sales Quota Up-sell 289

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. 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 116

Objectives and Key Results Growth Engineering Quota 116

Gong.io

AUGUST 16, 2021

Every sentence that comes out of your mouth should be a step towards getting your buyer to listen to your following sentence. It’s unexpected and ends up “scrambling” your prospect’s brain (in a good way). The reason for my call is …” Here are the objections it overcomes before they even come up: Who is this?

Cold Call 118

Cold Call Technique Quota Follow-up 118

Tibor Shanto

AUGUST 31, 2021

What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. Take time to catch up with your inbox. But also individually, AE should sit down with their SDRs, SEs, CX folks, and anybody involved in helping you achieve quota. Catch Up With Your Inbox.

Referrals 300

Referrals Cold Call Prospecting Quota 300

Hubspot

SEPTEMBER 6, 2024

Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits.

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Closing Contract Technique Sales 80

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. In order not to get a false sense of security from your pipeline, do the following stress test every week. They get all wound up when they get a scouting call. The more salespeople fudge that line, the harder they to work. Why You – Why Now.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Veloxy

JUNE 23, 2021

Simple: with the following list of tools, techniques, and processes. Would you show up to a serious meeting in a t-shirt and baseball cap? Set all these up in advance, run your reps through the paces and ensure the experience is what you’d expect if it was you on the other end of the call. Set the stage with video.

Sell 317

Sell Education CRM Up-sell 317

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. Now that the country is opening back up, field salespeople are expecting their workday to return to normal very soon. Here’s why.

Territory 221

Territory Gambling Quota Commission 221

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. Her budget hasn’t grown enough to keep up with rising costs, and building differentiated customer experiences feels like an insurmountable challenge.

GTM 101

GTM Product Strategize Drivers/motivators 101

Sales Gravy

APRIL 3, 2025

Did you make quota this quarter? If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'the ones that average reps cling to. Top performers dont just follow the playbook. Nows the time to shake up your own sales routine and adopt the practices of Ultra High Performers.

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Cold Call Quota Sales Follow-up 56

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. Over half (58 percent) of respondents believe that up to 80 percent of their data is not useful or reliable, implying that less than a quarter of data is actionable and trustworthy.” Track Or Act?

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Veloxy

JUNE 21, 2021

You can use these scripts, tips, and tricks to up your cold call game. A great way to do this is by coming up with three common problems your customers experience that your product or service can help with. This opens up an opportunity to show you have the solution. Cold Calling Script Structure. Qualify the Lead.

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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. Invest in the Right Technology As mentioned, inefficient processes and manual tasks take up too much of your sales reps’ time. However, it’s not due to a lack of effort by the sales team.

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Product Territory Objectives and Key Results Sales 246

Hubspot

SEPTEMBER 9, 2024

MQLs that your sales team has vetted and identified as worthy of direct follow-up. Then, the prospect’s engagement levels in these campaigns can dictate when (or whether) a sales rep should follow up with the prospect. Sales Qualified Leads (SQLs). Opportunity. Evangelist. Tip #1: Define your ICP and your personas.

Territory 83

Territory Cold Call SQL Campaign 83

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! Those two pain points, alongside the following three, are what has created the demand for a renewed approach to sales acceleration.

Sales 290

Sales Quota Up-sell Contact 290

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Find patterns in sales performance and motivators, and use the data for follow-up discussions about compensation plans, prizes for sales contests, and more. Sign up now Thanks, you’re subscribed!

Drivers/motivators 56

Drivers/motivators Quota Territory E-commerce 56

Veloxy

NOVEMBER 22, 2022

If you’re planning to replace your existing CRM system with Salesforce, or if you’re deploying Salesforce as the first CRM in company history, follow these steps: Hold a team meeting to gather thoughts and requests. How much higher would your confidence level go up? But we’re dealing with humans here, not robots.

Non-Profits 264

Non-Profits CRM Contact Consult 264

Veloxy

FEBRUARY 15, 2022

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). As noted before, how customer segments are divided up amongst the sales reps is one unique factor. What are some High-Paying Field Sales Jobs?

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Veloxy

APRIL 14, 2022

Earning recognition from quota crushing salespeople. Many of the recommendations on G2 are non-paid, and G2 has followed this strategy for years because of the fact that most buyers prefer non-paid recommendations. While other review sites have a pay-to-play reputation, G2 plants its flag on transparency and honesty.

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Quota Trust Follow-up Consult 219

STAR Results

APRIL 15, 2021

To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process. What I mean by that; If the rep is at 90% to quota, I would ask, “what do you need to do to get your business to 95%. Conclusion.

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Territory Quota Sales Meeting 188

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant.

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Objectives and Key Results Sales Pitch Objection handling 64

Sales Gravy

FEBRUARY 25, 2025

Surround Yourself with Positive Inputs When youre in a mid-winter sales rutespecially in cold, gray weatheryour environment can either lift you up or drag you down. Load up on podcasts, audiobooks, or uplifting content. Craft a Personal Business PlanBreak your annual quota or goals into quarterly, monthly, and weekly targets.

Territory 56

Territory Drivers/motivators Quota Sales 56

Sales Pop!

SEPTEMBER 8, 2022

But a sales team that consistently meets and exceeds expectations over the long haul only happens when you follow a deliberate and careful strategy. If you want to see your team grow into a consistent revenue powerhouse, follow these five techniques. Otherwise, your team becomes shortsighted on simply meeting quotas.

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Technique Pitch Sales Drivers/motivators 241

Veloxy

AUGUST 6, 2021

He was just too tied up to respond to everyone. To deal with this issue, reps need to act as a kind of editor on behalf of the prospect and slice up the info as follows: -Take the executive summary or conclusion of your best whitepaper and ebook. I don’t want to be rude, but I’ll hang up if this keeps up.”

Sell 317

Sell Cold Call Pitch Prospecting 317

Cerebral Selling

AUGUST 8, 2022

And in times of crisis, two things can happen: Fear and distraction give way to diminished revenue production, quota attainment, and rash decisions to leave for greener pastures (which we know don’t often exist). History tells us massive inflation and uncertainty follows explosive economic growth. Remind your team of this!

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Sales Contract Clients Quota 220

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Sales performance evaluations are a chance to connect with your sales team, set them up for success, and tackle challenges head-on. Start positively, such as Youve been strong on your follow-ups. Are leads drying out?

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Objectives and Key Results Objection handling Quota Sales 52

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. At first, I just made up a plan. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. A full demo?

Commission 145

Commission Quota Inside sales Sales 145

Veloxy

JUNE 8, 2022

Your company can also grow at a steady rate by following sales pipeline management best practices and making use of the worlds best CRM software. 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. But first….

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Pipeline Technology Technology Cross-sell 195