Sales Hacker

JULY 26, 2021

A typical sales process consists of five to seven steps: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. Less friction to source and control pipeline. These improvements allow teams to expand their pipeline faster. The sales process today is long and clunky.

Quota 131

Quota Cold Call CRM Sales 131

SaaStr

MARCH 5, 2025

Recently valued at over $1 billion , Codium is proving that AI-driven software development is not just the futureits the present. Compensation & Performance Metrics Fuel a Culture of Winning: Codium structured its compensation and quota models to create immediate success.

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. I built Veloxy to work alongside platforms like this, and I’ve watched Outreach help sales teams build qualified pipelines that turn into actual revenue. The results get even better with a 5X increase by the second month.

Product 130

Product CRM Price Objectives and Key Results 130

Gong.io

MAY 3, 2021

2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. Gong for Deal Execution brings together every interaction across your deals in a single view so sales teams can quickly understand pipeline health and stop sales from going south. No more opinions.

Pipeline 118

Pipeline Drivers/motivators CRM Sales 118

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. 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.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Heinz Marketing

AUGUST 30, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio. Check them out.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. Instead, focus on two key metrics: Pipeline coverage – Do we have a chance to hit our numbers? These “five-five” CMOs barely exist.

Pipeline 80

Pipeline B2B Territory Quota 80

Veloxy

JUNE 23, 2021

Start by making sure the room is presentable. Always make sure it presents the image you and your organization want to present. The more you think things through in advance, the shorter your sales cycle will be and the better your chances of exceeding sales quotas. Actual sales vs Quotas. I’d think not.

Sell 317

Sell Education CRM Up-sell 317

PandaDoc

NOVEMBER 27, 2017

If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. But how do you create a sales pipeline that boosts revenue and makes a meaningful impact? What is a sales pipeline?

Pipeline 99

Pipeline Referrals Quota Sales 99

PandaDoc

APRIL 3, 2023

A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time. This article will introduce you to tips and metrics to optimally track and prioritize your sales pipeline. A risky deal can ruin your pipeline health and slow down your sales performance.

Pipeline 98

Pipeline Legal Quota Sales 98

Heinz Marketing

AUGUST 3, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome, everyone, to another episode of Sales Pipeline Radio. Matt: Alrighty.

Pipeline 124

Pipeline Represent Sales Up-sell 124

Sales Pop!

OCTOBER 27, 2020

At the very heart of running a sales, pipeline is opportunity management. When you know how long a deal takes to make it through the pipeline, and how long it should take for an opportunity to make it through each stage of that pipeline, you’ve got a fairly accurate sales process. Views that will be regularly used can be saved.

CRM 147

CRM Appointment Pipeline Quota 147

Veloxy

JUNE 4, 2024

Don’t get discouraged if your sales team is stuck with an overflowing pipeline of non-converting opportunities. Share how other users are succeeding with time savings and pipeline velocity. How many people exceeded quota before and after Salesforce? What is Salesforce Adoption?

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Gong.io

SEPTEMBER 11, 2019

It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. If this sounds familiar, your pipeline review is BROKEN. Pipeline reviews happen at every sales org. Depending on your team’s size, you may easily have more than $1M in salary sitting at your pipeline meetings.

Pipeline 101

Pipeline Sports Sales Meeting 101

Veloxy

JUNE 23, 2021

This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. However, those leads are typically not enough to keep the pipeline full. Research shows that effective sales onboarding can boost quota attainment by almost 7% and improve employee retention by a whopping 82%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Field-Level Security. Lookup and Rollup Fields. Account View.

Account management 98

Account management CRM Pipeline Territory 98

Understanding the Sales Force

SEPTEMBER 8, 2024

A pipeline that is 75% full is a full pipeline. When half of salespeople hit quota it equates to strong sales performance across the team. When salespeople present a minimum number of demos it is considered hitting a milestone. When Sales Managers have any conversations with their salespeople it is considered coaching.

Government 136

Government Pipeline Sales Quota 136

Outreach

OCTOBER 29, 2021

In order to gain an accurate picture of progress and better manage performance, organizations need a sales pipeline. Here, we’ll take a deep dive into what a sales pipeline is, why it’s valuable, and how to build one that can make a real impact. What is a sales pipeline? A sales pipeline is not a sales funnel.

Pipeline 98

Pipeline Negotiate Sales Contact 98

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 long do deals sit in the pipeline? Is their pipeline stuffed with “stuff” that just isn’t going to close? There should be.

Sports 121

Sports Quota Pipeline Sales 121

Heinz Marketing

APRIL 18, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Welcome everyone to another episode of Sales Pipeline Radio. My name is Matt Heinz.

Pipeline 97

Pipeline SQL Contact Sales 97

Sales Pop!

DECEMBER 10, 2022

Because Pipeliner allows companies to have more than one pipeline in CRM (as companies naturally have multiple processes), you can specify the pipeline to which this target will apply. From the Pipeline View. A core principle behind Pipeliner CRM is bringing self-responsibility to the salesperson. Historical Data.

CRM 130

CRM Pipeline Sales Quota 130

A Sales Guy

AUGUST 3, 2012

NEXT PRESENTER-. What accountability there is, is centered around quota. The problem is, quota doesn’t address accountability. They share high-level or detailed info on their accounts, reiterate the commitment to quota and sit down. management asks some questions, challenges a few points and presentation done.

Cold Call 115

Cold Call Quota Sales Presentation 115

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. They’ll have the insight, know-how, and charisma to present your products and services as the only logical option to prospects. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Partners in Excellence

MAY 30, 2023

We measure our people the way we’ve always measured them–primarily activities(emails, dials, meetings, proposals), 3X pipelines (regardless of the health), and quota attainment. Yet year after year quota attainment plummets, our activities present fewer results, win rates plummet.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

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. After all, the reps have quotas to hit and there’s currently too much commentary of AI being aspirational as opposed to practical. Of course, we can’t rightly blame anyone.

Sales 223

Sales Non-Profits CRM Pipeline 223

Heinz Marketing

AUGUST 15, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Welcome to another episode of Sales Pipeline Radio. One of them is being present.

Pipeline 96

Pipeline Objectives and Key Results Sales Sports 96

Veloxy

MAY 3, 2022

Sales quota. With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Heinz Marketing

MARCH 25, 2019

It’s another episode of Sales Pipeline Radio , ( live every Thursday at 11:30 a.m. ” Matt: Well, thanks everyone for joining us on another episode of Sales Pipeline Radio. You can always find every episode of Sales Pipeline Radio, past, present, and future, at SalesPipelineRadio.com. This is Matt Heinz.

Pipeline 86

Pipeline Sales Up-sell Quota 86

A Sales Guy

JANUARY 20, 2014

The lesson learned in that killer Ted talk about influencing would have helped you in that sales presentation you had yesterday. Twitter would have you exceeding quota by an extra 15% had you seen that potential customer complaining about their current vendor.

Sell 116

Sell Quota Pipeline Networking 116

Salesmate

JUNE 26, 2020

Nobody wants to miss their sales quotas, but unfortunately, many do. 79% of sales reps miss their quota and 14% never achieve even 10% of quota. . A pipeline view adds more clarity and helps to see where the deals are in the sales cycle. Smartly present the truth. The length of the sales cycle can be shortened.

Appointment 126

Appointment Quota CRM Sales 126

Salesmate

NOVEMBER 25, 2020

It is undoubtedly disheartening when you fail to achieve your sales quota at the end of the month or quarter, isn’t it? Deals slipping from the sales pipeline isn’t a pleasant sight. When disturbing a prospect with wrongly time communication, you decrease the chances of moving the deal ahead in the sales pipeline. Clement Stone.

Closing 128

Closing Pipeline CRM Quota 128

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. In fact, 80% of employees who receive meaningful feedback say they are fully engaged.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Engage Selling

JANUARY 20, 2015

Be honest…how prepared are you for every sales call, presentation and meeting? Do you have a “general idea” of the topics you would like to cover, or do you have a detailed strategy, on paper, that outlines exactly what needs to be discussed?Have Have you run through everything that could go right and wrong and developed […].

Quota 92

Quota Pipeline Clients Presentation 92

A Sales Guy

APRIL 2, 2012

We spend a lot of time focusing on the end goal; making quota, getting funding, the promotion, the awards, closing the big deal, etc. It’s nailing the VC presentation. It’s building the pipeline to 5x instead of 4x. The end is important. It’s good to focus on. The path to the end is predictable.

Cold Call 113

Cold Call Quota Pipeline Promote 113

Hubspot

JANUARY 7, 2019

Does the rep struggle to fill their pipeline and make sales? Unwilling to improve their presentation skills. Maybe they're a new rep who's close to hitting their quota but is just shy each month. Prospecting and presentation skills are improving, but they rarely hit their monthly quota. 2 = Needs improvement.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. Set up a weekly pipeline and stories meeting. They can watch the trained folks present, and importantly, hear prospect questions on the webinar after. Maybe even help some of reps 3-10 hit quota.

Quota 139

Quota Contract Prospecting Pipeline 139