SaaStr

MARCH 29, 2025

And Get Them Both Hitting a Basic, Sustainable Quota. CRM Setup: Use a CRM like Salesforce or HubSpot to track leads, deals, and pipeline. Empower Your First Sales Leader If youve hired a VP of Sales or Head of Sales, trust them to build the team and process. Hire Two Sales Reps To Start, Not One. This is a classic mistake.

Commission 82

Commission Objection handling Quota Sales 82

Salesforce

JANUARY 9, 2025

Sales acceleration is a collection of strategies using automated tools and workflows to help sales representatives move leads through the end-to-end sales pipeline faster, engage with customers more effectively, and close more deals in less time. It works by optimizing various factors across the sales pipeline.

Closing 98

Closing Represent Territory Lead generation 98

Sales Hacker

JULY 26, 2021

Less friction to source and control pipeline. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep. These improvements allow teams to expand their pipeline faster.

Quota 131

Quota Cold Call CRM Sales 131

SaaStr

MARCH 2, 2021

In SaaS companies in the very wide band from ~$1m to $40m ARR or so, the debate over Quarterly vs. Monthly Quotas comes up all the time. And it especially comes up when you hire your First VP of Sales, because odds are, he or she will want to move from Monthly to Quarterly Quotas. And often, see worse results. Not really.

Quota 116

Quota Closing Pipeline Start-ups 116

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

Gong.io

AUGUST 16, 2021

However: If pipeline coverage is low, this is exactly what you need. It builds trust because you acknowledge the interruption. The post Cold Call Stats: 8 Data-Backed Techniques To Blow Up Quota appeared first on Gong. If you have more leads than you can manage, this isn’t for you. Next stop: Meetings booked. Let’s go.

Cold Call 118

Cold Call Technique Quota Follow-up 118

Salesmate

APRIL 9, 2021

Thanks to the marketing team, your sales pipeline is filled with enough deals to fulfill your quota. However, despite having a pipeline filled with deals, are you able to meet your sales quota? Many are stuck in the pipeline, and some slip through the crack. Why do deals get stuck in the sales pipeline?

Pipeline 98

Pipeline Quota CRM Follow-up 98

Heinz Marketing

FEBRUARY 8, 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! By Matt Heinz , President of Heinz Marketing. It’s got a hold on the market team.

Pipeline 119

Pipeline B2B Sales Objectives and Key Results 119

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 Gravy

FEBRUARY 2, 2025

Small Slips in Discipline Can Add Up Quickly Lets say you kicked off the new year determined to have your best sales year ever, and you knew that meant filling your pipeline daily by getting Fanatical about Prospecting. You Were Average You hit quota or did okay, but you know youre capable of much higher performance.

Quota 58

Quota Drivers/motivators Sales Pipeline 58

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. First, you’re being honest with your prospect — and building a foundation of trust that can easily lead to customer loyalty. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

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

Hubspot

SEPTEMBER 9, 2024

After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. Trust me — without a lead list with this level of granularity, your results suffer. And this, of course, is key to a satisfying commission number.

Territory 83

Territory Cold Call SQL Campaign 83

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

Veloxy

JULY 26, 2022

Old fashioned, quota-driven selling is not going to work anymore. ” Pressure to hit quota and other top-down sales strategies sometimes fail to give the sales rep a choice in changing their approach to selling. Skeptical salespeople will rebut with, “ If it works, don’t break it.

Quota 173

Quota Sales Promote Technology 173

Anthony Cole Training

JUNE 5, 2015

We're a free and trusted resource for CRM buyers who are feeling overwhelmed by all the choices of solutions out there. E.g. “So, what’s in your pipeline?”. Why would someone with an MBA allow a sales person to continue to be on the sales team after 18 months of failing to hit sales quotas? What would happen?

CRM 175

CRM Sales Technology Technology 175

SaaStr

SEPTEMBER 3, 2021

Second, set sane quotas — and make sure most reps are hitting quota. Few things are more demoralizing when no one is hitting quota. This doesn’t mean lowering quotas (at least, not too much). It does mean setting sane quotas, and having fun when folks exceed them. Trust me. Sales is hard.

Drivers/motivators 122

Drivers/motivators Quota Closing Pipeline 122

Hubspot

MARCH 11, 2024

I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader. 5 Ways Sales Professionals Can Leverage Async Video to Crush Their Quota 1. We celebrate notable pipeline updates and key new logos.

Quota 87

Quota Meeting Sales Pitch 87

Sales Hacker

JULY 2, 2018

The risk of doing it poorly or not at all is getting stuck in “the land of no decision” with the deal and your quota on the line. Not every prospect will be a good candidate for our product and to hit quota, we need to prioritize our pipeline and focus on prospects who can benefit from what we’re selling.

Pipeline 81

Pipeline Quota Prospecting Up-sell 81

Veloxy

JUNE 23, 2021

The more educational resources you provide all throughout your sales process, the more prospects will begin to know and trust you and your sales team. 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. Close rates.

Sell 317

Sell Education CRM Up-sell 317

Salesmate

SEPTEMBER 22, 2020

As a sales rep, your efficiency is measured on how well you can attain the sales quota. Without a healthy pipeline, it becomes difficult to achieve those sales quotas. 57% to 67% of salespeople miss their sales quota every year. Through successful prospecting, you can fill your pipeline with lucrative sales opportunities.

Prospecting 118

Prospecting Quota CRM Cold Call 118

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. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement.

Sales 223

Sales Non-Profits CRM Pipeline 223

Veloxy

DECEMBER 28, 2023

Effective communication enables salespeople to form strong relationships with customers and colleagues, fostering trust and transparency. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful. Overall, outside sales appears to be the more profitable option.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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

Heinz Marketing

MARCH 23, 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! I want to thank everyone for joining us on another episode of Sales Pipeline Radio.

Pipeline 85

Pipeline Contract Sales Up-sell 85

Highspot

APRIL 1, 2025

How do you defuse arguments without eroding trust? Why it matters: Hasty decisions can reduce profit and trust, while overthinking can lead to missed opportunities. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion? Resolving disputes before they escalate keeps the team productive.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

SaaStr

APRIL 14, 2020

And pipeline may still grow. You will have to adjust quotas here dramatically. But they aren’t seeking to cancel vendors they trust and need. And there is no reason for NPS to not to continue to increase. For Struggling categories: Sales may be way down, but some deals will still close. Encourage discovery calls.

E-commerce 129

E-commerce Customers Healthcare Quota 129

SaaStr

JANUARY 5, 2024

Hiring the Right SDR Profile “If you can hire someone you trust first, do that,” Ashley shared. With SDRs, especially in the early days, they’re likely fresh out of school or in the early stages of their career, so you can’t point to previous work experience and ask if them they were hitting quota or top of the board.

Quota 126

Quota Commission Networking Sales 126

Veloxy

AUGUST 11, 2022

Share how other users are succeeding with time-savings and pipeline velocity. Why it works: Trust is a big part of the game, and the less your buyers can question your consultation, the better. How many people exceeded quota before and after Salesforce? Inviting more players into the sales process helps in this regard.

Contact 189

Contact Quota Follow-up Engineering 189

Sales Hacker

OCTOBER 19, 2022

As your baseline, I recommend an attainment goal that includes 80% of your team reaching quota and quotas that are 5x that of the OTE. Secondly, transparency into compensation is key for reps to know how they can hit their OTE and achieve 100% of quota. Managing the unknowns and building trust. Providing transparency.

Commission 126

Commission Finance Quota Strategize 126

SaaStr

MAY 28, 2024

You don’t want someone who talks only about processes, people, hiring philosophies, quota, and their views on revenue attainment because they’ll never learn the product. A real growth marketer will say $5M in pipeline per quarter or 300 MQLs or 2,000 signups. More from Jason about hiring the wrong type of VP of Marketing here.

GTM 124

GTM Pipeline Growth Quota 124

Heinz Marketing

SEPTEMBER 16, 2019

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 Heinz: Thanks so much for joining us today on Sales Pipeline Radio.

Pipeline 69

Pipeline Sales Represent Follow-up 69

SaaStr

DECEMBER 14, 2021

No matter what VP of Sales they hired, sales consistently failed to meet their quota. Similarly, marketing couldn’t generate the pipeline, and only a single AE managed to hit their target, even then, with the help of the founders. If you foresee things going wrong, trust your intuition. Competition in the market rose sharply.

Product 124

Product Objectives and Key Results Pipeline Quota 124

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. Meanwhile, finance-owned plans yielded the least confidence or trust in the plans.

Commission 98

Commission Product Quota Drivers/motivators 98

Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Outreach

MAY 16, 2019

There are pipelines to fill, metrics to exceed, and quotas to beat. Well-informed customers want trusted advisors who will help them build tailored solutions for their unique problems. To gain their trust, B2B sales practitioners need to perfect their listening skills and practice genuine empathy. And that’s just at home.

B2B 85

B2B B2C A/B testing Quota 85