Sales Hacker

OCTOBER 23, 2018

As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). But this role and unusual path have allowed me to look at negotiations in a completely different way.

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Negotiate Quota Closing Price 128

Tibor Shanto

JANUARY 25, 2022

There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. How are they selling and negotiating with prospects? A focus on margins requires a different sales culture. Let’s define culture, “things your people do when no one is looking.”

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Commission Territory Negotiate Quota 157

Highspot

OCTOBER 22, 2024

To help your sellers feel equipped to approach each phase of the sales process, create training that dives into the key skills to land in each stage – from needs assessment and product demos to objection handling and negotiation. Optimize Your Sales Process and Hit Your Targets You need your reps to consistently hit their quota.

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Process Objection handling Quota Negotiate 52

Partners in Excellence

JUNE 3, 2020

Some focus on skills like objection handling, closing, negotiation. Sales performance numbers continue to decline (for example % of sales people making quota). Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Likewise, the tools.

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Objection handling Negotiate Consult Quota 164

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. Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Veloxy

DECEMBER 28, 2023

Closing Techniques Finalizing deals in outside sales frequently demands a customized approach and potent negotiation abilities. Sales representatives must be skilled negotiators to effectively persuade and close deals, overcoming objections and demonstrating the value of their product or service to the customer.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

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Commission Quota Negotiate Pitch 127

Partners in Excellence

AUGUST 3, 2020

We are used to setting quotas and measuring our progress against those quotas. When we eliminate the issue of who gets credit, we eliminate all the time wasted in negotiating this, apportioning credits, or “protecting our turf,” focusing instead on doing the work. Related Posts: Does Quota Matter?

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Pipeline Quota Sales Negotiate 161

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Adjust the rep’s negotiation strategy. This resulted in a 23% increase in quota attainmentproof that when managers use AI sales coaching, their teams sell better.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Spiro Technologies

JULY 14, 2022

This nervousness usually stems from a belief that discussing price is an inflection point where the deal could go south, leaving them deal-less, quota-less, and, at least according to their lizard-brain, out on the street. Negotiating price over email. But things get hairy when you try to negotiate the price over email.

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Price Negotiate Quota Prospecting 105

Hubspot

APRIL 26, 2018

In fact, salespeople shouldn’t get in the habit of regularly using promotions when mastering essential negotiations skills. Just because you’ll make quota doesn’t make these discounts the right choice. I’ve known reps who queue up their deals to start on the first day of the month for accounting and quota reasons.

Promote 101

Promote Negotiate Quota Construction 101

SaaStr

NOVEMBER 30, 2020

Then a month or so to make the decision, negotiate price, and sign. So there is further negotiation and discussion with the VP/SVP above them that owns the budget, but often not the problem itself (and solution to it) directly. This often adds 2-4 weeks at the end of any bigger deal, as procurement negotiates price down once again.

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Closing Negotiate Drivers/motivators Price 136

SaaStr

OCTOBER 10, 2022

This survey informs you about sellers’ overall confidence along with knowledge of pricing, expertise in value selling, discovery, and price negotiation comfortability. Once this information is established, it can be used to build seller skills and drive up seller confidence, which directly correlates to quota attainment.

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Quota Construction Negotiate Growth 130

A Sales Guy

AUGUST 2, 2013

We don’t track much more than quota attainment. Beyond the quota attainment, sales does little to track, measure and embrace the statistical nuances of selling. How strong of a negotiator are they? How do average time to close rates compare with quota attainment and overall revenue attainment. Who takes longer?

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Sports Quota Pipeline Sales 121

Miller Heiman Group

AUGUST 20, 2020

When sellers master this approach, they achieve higher quota attainment and win rates than sellers who don’t—differentiating themselves from their competition. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision. Complex deals often involve even more complex negotiations.

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Customers Negotiate Technique Quota 111

Sales Hacker

NOVEMBER 2, 2020

The same goes for negotiating a raise. “ Have you successfully negotiated a raise? Try this statement on for size: “ I believe I deserve an X% raise on my base salary because I’ve hit my quota x out of the last x months, added $x to the pipeline. You should be ready for both a “ no ” and a bigger conversation or negotiation.

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Negotiate Sales Quota Conversion 118

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization. Complete onboarding 2.

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Tradeshows Drivers/motivators Territory Negotiate 52

Cerebral Selling

MARCH 18, 2024

It’s also an issue that can become further exacerbated when leaders find their teams tracking behind their goals, especially during high-pressure quota periods. The problem is that this style of leadership can have unintended, long-lasting, and negative consequences on team performance.

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Objectives and Key Results Legal Negotiate Trust 180

A Sales Guy

JUNE 25, 2015

You negotiate a shitty deal, with a super low price. For salespeople, fear is usually the emotion that comes into play, fear of losing the deal, fear of missing quota, fear of not making a commission. When you become too emotional, you push too hard afraid the deal could be crumbling.

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Objectives and Key Results Quota Commission Pipeline 114

SaaStr

MARCH 27, 2021

Better to get 70% of the original quote and hit my quota for the quarter, than miss my quota this quarter and hope I get 90-100% of that original quote next quarter. So yeah — that’s what you’d do if you were a successful, experienced rep on commission and quota. Because they want to hit their number.

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Commission Quota Price Negotiate 126

Hubspot

JANUARY 7, 2019

Maybe they're a new rep who's close to hitting their quota but is just shy each month. Lacks confidence when negotiating. Prospecting and presentation skills are improving, but they rarely hit their monthly quota. They hit their quota, and maybe even exceed it on occasion. Consistently meets or exceeds their quota.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

Gong.io

MARCH 27, 2018

In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. Every sales team has a sales process, but does it actually enable them to reach quota attainment? Or, what if you’ve hired a bunch of new reps? Hitting the Gong.

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Quota Process Appointment Cold Call 48

Gong.io

MARCH 27, 2018

In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. Every sales team has a sales process, but does it actually enable them to reach quota attainment? Or, what if you’ve hired a bunch of new reps? Hitting the Gong.

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Quota Process Appointment Cold Call 48

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

Salesforce

MAY 23, 2023

I missed my quota. Will I hit my quota? This kind of stress will kill your negotiations,” says Anita Nielsen, sales expert and owner of LDK Advisory Service. “If We have to learn by doing, whether it’s writing emails, giving presentations, or negotiating. Hitting quota is a great short-term goal. The worst part?

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Quota Negotiate Commission Sales 98

Sales Pop!

NOVEMBER 22, 2022

Stressful events can include job interviews, excessive workloads, group presentations, prospecting and sales calls, multi-million dollar revenue quotas, deadlines, moving, injuries, illness, divorce, marriage, loss of a loved one, and other high-pressure situations. Don’t let it turn into a negotiation with yourself.

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Presentation Growth Technique Networking 225

Hubspot

SEPTEMBER 17, 2018

In fact, “high authority” sellers had 11% lower average margins and 13% fewer sales per seller compared with sellers who had low authority to negotiate on price. These factors leave sellers continuously chasing quarterly hurdles and annual quotas. In pricing negotiations, you must make sure you get something for giving something.

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Price Negotiate Commission Strategize 100

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.

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Cold Call Quota Sales Negotiate 121

SaaStr

AUGUST 17, 2022

If you don’t meet your quota, find out why. For Bill, accelerating growth requires three things: Monthly quotas. Even if monthly quotas don’t seem to fit your business model, Bill would suggest it anyway. You should always endeavor for greater success: if you meet your monthly quota, set the next one even higher.

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Growth Quota B2C Negotiate 98

Gong.io

DECEMBER 3, 2019

Apologize When Negotiating . There is a fundamental difference between apologizing for your pricing and apologizing during negotiations. . Using a tactical apology during pricing negotiations is encouraged. Apologizing during a price negotiation sounds like this: “I’m sorry. The price is the price.

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Pitch Negotiate Price Trust 99

Partners in Excellence

NOVEMBER 29, 2011

If I could achieve my goals/quotas by just spending my time thanking customers for their orders, then I’d be 1000% every year! I hate negotiating—well that’s not true, there are large parts of negotiating that I really like. Unfortunately, things don’t work out that way.

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Sell Negotiate Quota CRM 99

Sales Hacker

OCTOBER 21, 2020

But with quota looming, sales professionals need a solid plan in place to quickly and efficiently identify and sell to new and existing audiences. You can also review closed-lost opportunities that made it to late-stage negotiations. The pandemic has unearthed new markets for almost every industry that are just waiting to be tapped.

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Pipeline Negotiate Technique Closing 120

Engage Selling

JUNE 9, 2016

When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations? Everyone wants a deal. It doesn’t matter how much value your product or service comes packed with, a buyer will always happily … Read More »

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Negotiate Service Product Up-sell 48

Sales Hacker

MARCH 1, 2018

Now you must worry about things like % hitting quota, onboarding, cycle time, and turnover, just to name a few. Commit to the 4 non-negotiables in sales coaching. Step 2: Commit to the 4 Non-Negotiables in Sales Coaching. Sales coaching pros have four non-negotiables: 1) Consistency .

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Drivers/motivators Negotiate Quota Sales 111

Openview

APRIL 11, 2018

Discuss your company’s non-negotiables. A healthy discussion for founders to have with their early sales leaders is to identify each other’s non-negotiables. We’re personal – Another non-negotiable is keeping communication with leads personal and respectful, a testament to our mission of making business personal.

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Product Negotiate Quota Cross-sell 82

Sales Gravy

DECEMBER 29, 2020

That includes everything from not having firm quotas, to not dealing with “accountability dodgers”. As a leader, I can't just sit down with you and say, "Here are my expectations, let’s negotiate them and put them in writing." That includes everything from not having firm quotas, to not dealing with “accountability dodgers”.

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Negotiate Sales Quota Consult 105

Hubspot

MAY 4, 2020

Sales professionals with a strong social selling index on LinkedIn have 45% more sales opportunities than those who don’t and are 51% more likely to reach quota. Salespeople who use social selling are 51% more likely to reach quota than those who don’t. The Social Media and Sales Quota Survey reports 50.1%

Sell 101

Sell Quota B2B Networking 101