SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? This has been our key to go up-market and scale at TripActions.

Quota 96

Quota Pipeline Go To Market Up-sell 96

Partners in Excellence

APRIL 8, 2021

One of the biggest errors I’ve seen is hiring a sales person from a huge/big name company and putting them in a start-up/small business role. This is more than just saying, “Here’s your territory, here’s your quota, here’s your comp plan. Make sure you take your training and get out and sell!”

Territory 107

Territory Up-sell Quota High impact 107

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line.

Sales 99

Sales Quota Commission Drivers/motivators 99

Salesforce

FEBRUARY 21, 2024

Back to top ) Why sales performance reviews are important Data from Gartner notes that almost 90% of sellers feel burned out at work, 54% are actively looking for a new job, and 67% think sales leadership is overly optimistic and disconnected from selling realities. Time to close is above average for the team.” Watch the demo

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . Remote selling offers more data points. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Sales Hacker

OCTOBER 30, 2018

Follow up with her updates on Twitter at @bridgegroupinc. Joanne Black is one of the leading authorities in referral selling. She is the bestselling author of No More Cold Calling and Pick Up The Damn Phone. Her book Stop Selling & Start Leading is a terrific read on buyer experience and sales.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Partners in Excellence

DECEMBER 23, 2015

Why improve your ability to capture the customer’s imagination by planning a high impact sales call, when your tools just start dialing, connecting, and all the sales person has to do is read a script? I can leverage a cheaper sales person, significantly reducing the cost of selling.

Quota 66

Quota High impact Up-sell CRM 66

Heinz Marketing

MARCH 29, 2021

A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever. Look, lazy selling in person would translate the lazy selling via Zoom if you just did some of the same stuff.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Hubspot

NOVEMBER 9, 2022

These are the six steps to tackle at the beginning of the new year to set yourself up for success. Work until you have goals and targets set up for the year. Investigate social selling. Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks.

Pipeline 69

Pipeline Presentation Networking Up-sell 69

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. The faster a salesperson meets quota, the more productive they are. Percentage of reps meeting quota.

Product 52

Product High impact Quota CRM 52

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

CloserIQ

OCTOBER 3, 2019

Do you find it shocking that nearly two-thirds of all salespeople spend a staggering 64% of their time on non-selling tasks? . My strategies will help you boost productivity and performance , and that’s regardless of how many non-selling activities you have to do. . They strive to hit the daily quota of calls they set for themselves.

Quota 61

Quota Sales CRM Follow-up 61

Gong.io

NOVEMBER 16, 2022

How do we ensure more sales reps are at the top end of the curve — outperforming, beating quota consistently, and bringing colossal deals every single quarter? It’s all about revenue impact. But here’s some data to back it up. I am talking about high-impact, effective, data-driven coaching. We’ve covered that. .

Finance 71

Finance Quota High impact Drivers/motivators 71

Sales Hacker

APRIL 17, 2019

Work in Slack happens in channels, so all the right people can be included, all relevant information kept in one place, and new team members are able to get up to speed easily. To get your social selling game on, you need to be using Twitter. Quickly see the impact on other values when you change just one measure. Price: Free.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. Set up the essential reports. Set up lead scoring.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Partners in Excellence

JUNE 30, 2023

It’s tantamount to my brushing the dust off that use by 12/2004 can and polishing it up. It needs to be discarded and replaced with approaches that are more impactful and relevant. We focus our skills development on product training and selling skills. We see YoY declines in performance and quota attainment.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? Managers review a few calls (usually at high speed) and they keep an eye on big numbers, like quota. You’re so right.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

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. In the long term, a lot of salespeople miss out on strategically setting up internal relationships with people in other departments at their organization. 2) Truly Believe in What You’re Selling.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Closing Bigger

AUGUST 22, 2024

The question is “Is AI living up to the sales tech hype?” ” According to Forrester Research, sales leaders who effectively employ AI are twice as likely to hit their quota compared to those who do not. The question is “Is AI living up to the sales tech hype?” to get on the guest list!

CRM 52

CRM Strategize Sales Technology 52

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Related Video: Salesloft Rhythm: The way you sell will never be the same 1. Ryan Constantino, Account Executive at Salesloft Let’s be honest, selling is a rollercoaster right now.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

CloserIQ

OCTOBER 3, 2019

Do you find it shocking that nearly two-thirds of all salespeople spend a staggering 64% of their time on non-selling tasks? . My strategies will help you boost productivity and performance , and that’s regardless of how many non-selling activities you have to do. . They strive to hit the daily quota of calls they set for themselves.

Quota 40

Quota Sales CRM Follow-up 40

Heinz Marketing

AUGUST 27, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests going forward. They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Norman Behar: Yeah.

Pipeline 63

Pipeline Objectives and Key Results Sales Inside sales 63

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Develop repetitive learning opportunities.

Sales 52

Sales Technique Cold Call Technology 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Building a rep’s sales skills helps them sell more effectively.

Sales 52

Sales Technique Cold Call Technology 52

PandaDoc

OCTOBER 30, 2023

Overall, contests can give your sales reps that extra push they need to meet their quota. These tend to be most effective when they are short and are at the end of the sales month, quarter, or year, but quarter-length competitions with high prizes certainly have a place in the gamification lineup. Get the ebook 2.

Process 52

Process Objectives and Key Results Gaming Sales 52

SaaStr

OCTOBER 29, 2019

If you value speed, you might up in for an Uber X. And if you’re not price-sensitive at all, you not only want to get there quickly, but you want to ride in a high-quality vehicle, you’re going to gravitate towards Uber Select or Black. And upselling and cross selling users from a cheaper plan to a higher price plan.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Speed up rep success. Talk of an impending recession likely has your customers worried.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

DECEMBER 20, 2019

How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Manny Medina: So you have the quota number. What is sufficient?

Territory 70

Territory Quota Cross-sell Pipeline 70

SaaStr

MAY 3, 2019

How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? One is more relevant than the other, so you have the quota number.

Territory 63

Territory Quota Cross-sell Pipeline 63

Sales Hacker

JUNE 20, 2019

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Doing that, you end up learning things that aren’t immediately obvious to everyone else. Shored up our weaknesses by adding tech. Why go so deep? NEED HELP WITH THAT?

Quota 84

Quota X-functional Strategize Start-ups 84

Salesforce

MARCH 3, 2025

Deal desks are best-suited for businesses with intricate sales processes that require custom solutions, multi-tier pricing, high-stakes negotiations, stringent compliance demands, extended sales cycles, or heavy cross-functional collaboration. Deal Desk teams are particularly effective for companies with complex, high-volume sales processing.

Legal 59

Legal Contract Finance Non-Profits 59