Salesforce

MAY 4, 2023

Get started now All about Zig the Zebra Name: Zig the Zebra Height: 6’0 Pronouns: She/Her Birthday: May 4, 2023 First Appearance: World Tour New York 2023 Favorite Badge: Sales Cloud Basics Favorite Quote: “Value the relationship more than the quota.” — Jeff Gitomer, author and sales expert Who is Zig? And why a zebra?

Meeting 98

Meeting Sports Strategize Quota 98

Salesforce

APRIL 7, 2022

Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. Twenty years of research from New York University’s Gabriele Oettingen backs this up, showing a little pessimistic thinking is a better motivator than an optimistic outlook for getting things done. watch now.

Pipeline 96

Pipeline GTM Quota Pitch 96

SaaStr

NOVEMBER 18, 2020

To be a true VP of Sales, you have to have hired at least a handful of reps that hit quota. Don’t hack it by moving to New York. Be merciless about setting real quotas that maybe only your top reps can meet at first. It’s not enough to have worked at Slack / Yammer / Intercom. Mistake #2: Being too cheap.

Quota 145

Quota UX Price Inside sales 145

Salesforce

NOVEMBER 15, 2024

Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Pain Points 101 SDR career progression levels In this hypothetical tier system, to graduate out of the SDR role, team members must complete all Level 4 requirements and maintain quota attainment three quarters in row.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

JANUARY 21, 2020

I broke into SaaS in 2009 I was the second sales hire and the 10th overall hire at a New York City based SaaS business called Zocdoc. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota.

Quota 132

Quota Sales Healthcare Territory 132

Pointclear

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Here are some highlights from our discussion, which can be viewed in its entirety below.

Gaming 85

Gaming Quota Education Sales 85

Salesforce

APRIL 2, 2025

Artificial intelligence (AI): AI tools like Salesforce AI leverage predictive analytics to analyze historical data and project future sales trends, helping sales teams make informed decisions about their strategies, quotas, and goals.

Product 77

Product Territory Sales Price 77

Women Sales Pros

MAY 18, 2018

“The 36 Questions That Lead to Love” – a fascinating article by the New York Times , referencing Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.”. Shari Levitin helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach.

Drivers/motivators 87

Drivers/motivators Quota Sales Up-sell 87

SalesLoft

AUGUST 23, 2019

Achieving success in sales transcends simply meeting your quota. The New York Time best-seller, Daring Greatly is about finding strength in vulnerability and authenticity. Daring Greatly by Brené Brown. Recommended by: Kristina McMillian, VP of Research @ TOPO.

Cross-sell 96

Cross-sell Niche Sales Quota 96

Partners in Excellence

OCTOBER 25, 2016

As a young sales person, I was assigned a single account—a major New York money center bank. There were some minor upgrades, some maintenance contracts, and other things I could sell — but none that would enable me to achieve my quota or goals for the account.

Territory 96

Territory Account management Cross-sell Retail 96

Sales Hacker

SEPTEMBER 24, 2018

Goodbye missed quotas; hello sales engagement!). In fact, salespeople get so bogged down by multiple tasks that nearly 60% will miss quota this year, according to Salesforce. The experience of a New York-based recruiting platform exemplifies how the right SEP can make a world of difference.

Cross-sell 93

Cross-sell Sales CRM Quota 93

ConversionXL

JULY 3, 2020

Provides users with a quota of free articles to consume, after which paywalls will start appearing”; Lead-in. Probably not, according to Matthew Brown , a consultant who previously managed SEO for The New York Times : You’d have to get really aggressive with metering to see a significant negative ranking impact.

Non-Profits 122

Non-Profits User Experience Niche Engineering 122

Sales Hacker

JUNE 5, 2018

5) The startups ecosystem in New York [23:48]. It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. She’s one of the top marketing and sales leaders in New York City. The Startups Ecosystem in New York.

Customers 66

Customers E-commerce Finance Sales 66

Hubspot

SEPTEMBER 13, 2018

When Angela Lee Duckworth left her management consulting job to teach math in the New York City public school system, she quickly realized she was leaving one difficult job for another. "You can change the culture and the economy of [a] community just by capturing the passion, energy, and imagination of your own people."

Intrinsic 101

Intrinsic Drivers/motivators Trust Sales 101

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Without this component, it’s impossible to resonate with them.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Sales Hacker

NOVEMBER 9, 2021

We have reopened our New York City office, required vaccines for the office and people don’t wear masks here. Sam Jacobs: Let’s say you’re tracking to below quota and you want a vacation. Vacation allows them to come back, guns blazing, and crush quota the next month.

Intrinsic 109

Intrinsic Drivers/motivators Quota Consult 109

Sales Hacker

JUNE 20, 2018

I’m only hiring in New York and in San Francisco, and then we’ve got some field positions as well. The timing is important when it comes to a new role and a new job. This way, it’s just easier to give credit for quota attainment and it also avoids any channel conflict. How to get in touch with Jaimie.

Inside sales 99

Inside sales B2C Engineering Strategize 99

Salesforce

OCTOBER 9, 2024

Sales managers can also motivate their teams based on metrics like quota attainment , commission earned, and more. Having this data readily available equips reps with the information they need to focus their efforts on closing the right deals, without worrying about inaccuracies or incomplete data.

Commission 97

Commission Process Territory E-commerce 97

Search Engine Land

JANUARY 26, 2023

Google said API usage would be free, though activity was capped via a quota system. The New York Times, Demand Media Edition 2011: When Demand Media, widely described as a “content farm,” went public it quickly racked up a valuation higher than the New York Times.

Gambling 84

Gambling Launch Engineering Campaign 84

Partners in Excellence

MARCH 22, 2024

Not bad for a couple of kids from a no-name sailing club in Upstate New York. In my seven years at Xerox, I met or exceeded every sales quota I was given. I left Xerox to learn new industries and technologies. At fifteen, I was the top sailor in our sailing club. I loved the competition and loved winning! I loved it.

Sell 77

Sell Retail Cold Call Commission 77

Salesforce

OCTOBER 14, 2024

Do you trust your sales team to execute on your direction, do the work needed to hit quota, and represent your organization in a positive light? Every sales team has goals, which typically come in the form of a sales quota. It’s easy to celebrate big wins – closing a big deal, exceeding quota, etc. (Back to top) 3. Learn more

Commission 98

Commission Drivers/motivators Sales Trust 98

Heavy Hitter

FEBRUARY 11, 2017

.  We’ll review the research results from over two hundred and fifty business-to-business field salespeople who completed an extensive forty-three-part sales persona survey including sales quota performance history. Previous Year Quota Attainment. Career Average Quota Attainment.

Territory 52

Territory Quota Entertainment Sales 52

Sales Hacker

OCTOBER 13, 2020

How many people are hitting quota? Ryan Walsh: We hear anecdotally about quota attainment dropping, and I think it’s dropping worse than what we think. Ryan Walsh: To be clear that’s what is the percent of the team that hits quota. That’s not the average quota attainment across the team.

Quota 113

Quota Start-ups Campaign Up-sell 113

Outreach

JUNE 21, 2018

So how did I thrive in a smile-and-dial job — achieving the President’s Club award for quota achievement and booking hundreds of thousands of dollars in sales revenue — as a grimace-and-dial guy? In 2012, as a budding professional, I moved from New York to California to marry the woman who is now my wife. Read on and learn.

Cold Call 65

Cold Call Drivers/motivators Quota Up-sell 65

Sales Hacker

OCTOBER 26, 2021

If you missed episode #183, check it out here : Dear Sales Team, Set Your Own Quotas, with Tom Glason. Kerry Hudson: I had a unique opportunity after going to school in New York to live in Telluride, Colorado for a couple of years, and met some fantastic people who really informed my leadership style. powered by Sounder.

Process 113

Process Drivers/motivators Intrinsic Territory 113

Salesmate

JULY 28, 2020

It is one of the classic books on ‘influence’ that has been listed on the New York Times Best Seller. In this informative book, you’ll learn how to: Rapidly absorb new information Leverage an agile mindset Master new skills quickly Tap into crucial sales habits. Crushing Quota. The Lost Art of Closing.

Objectives and Key Results 103

Objectives and Key Results Sales Pitch Quota 103

Salesforce

MARCH 8, 2024

It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them. If your team is paid based largely on commissions, OTE will change depending on quota and likely quota attainment. And if they exceed the quota, they could make even more. Imagine this.

Commission 64

Commission Quota Territory Cold Call 64

Hubspot

MAY 4, 2017

Due to cutbacks in journalism, and the demands of the new media environment we live in, short staffed newsrooms are tasked to produce high quantities of content every day. Some are even faced with unprecedented output quotas to compensate for the newly diminished workforce. The stats don’t lie. You stay out of trouble!

Quota 78

Quota Pitch Commission Manufacturing 78

Partners in Excellence

JANUARY 31, 2018

When I first started selling, I had one named account, with principal operations at 1 New York Plaza and Chase Plaza in downtown Manhattan. Our quotas were different, based on territory potential–mine was about 15 times hers, but our fundamental jobs were exactly the same.

Sell 69

Sell Territory Cross-sell Strategize 69

Salesforce

FEBRUARY 3, 2025

Prospecting The process of identifying, engaging, and reaching out to potential customers to generate new business opportunities. Quota A measurable goal that sellers are expected to reach in a specific timeframe usually a month, quarter, or year.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

SalesLoft

JANUARY 14, 2019

With so much focus on growing revenue, making quota, and closing deals, companies may be unintentionally exposing themselves to security risks. What is well within a company’s rights in New York State may be a violation in California. How secure is your Sales Process? PCI violations range from $5,000-10,000 a month.

Process 52

Process Quota Sales Education 52

Heinz Marketing

AUGUST 3, 2020

And pretty important, I think, not only to manage that for the current gig and the current quota that you have, but that’s something that will continue to compound in value for you as a sales professional for the rest of your career. But you have control over your brand. We got to take a quick break. Some of our people are in the U.S.

Pipeline 124

Pipeline Represent Sales Up-sell 124

Sales Hacker

JUNE 8, 2022

In the last week of April and the second week of May, we hosted five afterwork events in five cities: Boston, New York, San Francisco, London and Chicago. Since their reps need some new skills and behaviors to excel, it only stands to reason that managers and leaders also need to change their approach.

Commission 104

Commission Sales Relationship building Up-sell 104

Salesforce

DECEMBER 12, 2024

For exceeding sales targets : When sales reps exceed their quotas by a large margin, an additional bonus layered on top of their standard commission plan can help keep them encouraged to constantly achieve and exceed their targets. In this scenario, the bonus is used to reinforce positive behavior.

Non-Profits 94

Non-Profits Objectives and Key Results Commission Territory 94

Miller Heiman Group

FEBRUARY 23, 2018

In fact, according to CSO Insights, the research division of Miller Heiman Group, only 53 percent of organizations achieved quota plan attainment in 2017. And many sales organizations simply aren’t keeping up. That’s down 10 percent from just five years ago. Here’s your chance to get back in the game.

Gaming 48

Gaming Quota Presentation Technology 48

Partners in Excellence

FEBRUARY 26, 2016

There was a hilarious article in the New York Times, A Robot That Has Fun At Telemarketing’s Expense. Each year, 1000’s of new suppliers of software solutions emerge. Quota performance is declining. It got me to thinking about the future of buying and selling. The data is interesting, however.

Objectives and Key Results 66

Objectives and Key Results Up-sell Contract Quota 66

Salesforce

JUNE 12, 2024

This isn’t surprising when you consider that social sellers have a 51% higher chance of reaching their quotas. Social selling is important because it actually drives sales, with 78% of social sellers outselling peers who don’t use social media.

Sell 111

Sell E-commerce Territory Pitch 111