Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. If you don’t leave them thinking between the time of your call and the meeting, there’ll be little to talk about other than price and features. By Tibor Shanto. The Breakfast Has A New Sponsor.

Appointment 274

Appointment Quota Prospecting Education 274

SaaStr

APRIL 2, 2025

And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to sell.A They may not immediately hit quota (few do). Only the outliers will hit a full quota in their first quarter. rep good at one product can fail at selling another. Training and support matter.

Quota 69

Quota Sales Gaming Closing 69

Hubspot

AUGUST 23, 2021

Here, we'll take a closer look at the rule, what it entails, how to use it, and how it can be leveraged to assist with calculating reasonable sales quotas. Rule of 78 Calculation for Sales Quotas. One of the most common ways businesses leverage the rule of 78 is to help set sales quotas. Let's jump in. The Rule of 78.

Quota 91

Quota Price Sales Clients 91

Hubspot

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!

Quota 99

Quota Angle Price Prospecting 99

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “Unless your product has a huge TAM to cast your net in, no-touch onboarding, and an obvious first “wow” moment you’re trying to reach, free trials and/or freemium pricing does not work well.” Jason, ed. : Jason, ed.:

Price 127

Price Contract Referrals Contact 127

Sales Hacker

FEBRUARY 1, 2022

The latest figures show that the majority of SDRs are missing quota , struggling. All that information that buyers want, like pricing and the demo recording or a demo environment, maybe a free trial, an explanation of how it works. Get rid of quotas and get rid of commissions. It’s a really interesting perspective.

Commission 104

Commission Quota Assembly Line Sales 104

Understanding the Sales Force

FEBRUARY 1, 2025

If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota. Pretty amazing, isn’t it? The same concept derails salespeople too.

Drivers/motivators 114

Drivers/motivators Sales Quota Pipeline 114

Sales Gravy

MARCH 13, 2025

Its not your product or your pricing. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. They couldnt make quota. Its not your product or your pricing. They couldnt make quota. How many times have you gotten to the meeting but your pitch fell flat?

Quota 60

Quota Pitch Sales Prospecting 60

SaaStr

JANUARY 8, 2025

As Checkr follows usage-based pricing, it’s a transactional business that needs to be managed differently than a typical subscription SaaS model since they only earn revenue when the customer is using the product. At first, Lindsey thought customers weren’t ramping as expected.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

Search Engine Land

OCTOBER 13, 2023

The concept of randomized generalized second-price (RGSP) auctions sent shockwaves through the PPC community after the subject took center stage at the Google antitrust trial. The top bidder then “pays the price of the bid equal to the next-highest bid plus one cent,” according to Big Tech on Trial. ” Is RGSP new? .”

Price 116

Price CTR Click Through Rate Campaign 116

Veloxy

APRIL 28, 2021

Along with a few ideas on how the tech can help them hit and exceed their quotas. They can also forecast results, optimize pricing, and recommend a list of critical sales action to take plus much more. . If you bombard your team with non-selling activities, even the best sales rep will be unable to hit their quotas consistently.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Cerebral Selling

JUNE 28, 2022

But in a negotiation, the terms and conditions a customer throws at you (typically in the form of price) are usually their minimum position and sometimes they ask for concessions just to ask! The reality is, it won’t be!

Negotiate 243

Negotiate Commission Quota Price 243

Hubspot

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Armed with the right solutions, you can increase efficacy, improve efficiency, and exceed your quota — and yes, enjoy those commission accelerators, too. 5 Ways to Use AI to Close More Sales 1.

Closing 80

Closing Contract Technique Sales 80

SaaStr

MARCH 5, 2025

This early hands-on approach helped them deeply understand their ideal customer profile (ICP), pricing strategy, and product-market fit, creating a solid launchpad for their go-to-market expansion. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year.

Territory 73

Territory Drivers/motivators Quota Pipeline 73

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. PandaDoc has four pricing levels. Mindtickle can range from $30 to $50 per person, per month.

Quota 147

Quota Contract Account management Price 147

SaaStr

MAY 10, 2024

At this week’s Workshop Wednesday, Lucas Price, former SVP of Sales at Zipwhip and founder and CEO at Yardstick, shares his insights on how to hire and build a high-performing sales team. The distance between top performers and everyone else has never been wider, and most sellers aren’t hitting quota at many organizations.

Price 98

Price Territory Sales Quota 98

SaaStr

MARCH 27, 2021

The at first nonobvious thing about discounting is the dynamic: Sales reps on commission will naturally do 2 things: First, they’ll quote at list price. 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.

Commission 124

Commission Price Quota Negotiate 124

Sales Pop!

OCTOBER 18, 2021

Price: from $132.30 Price: upon request. Price: $5.99 The price depends on a CRM that you want to integrate with. Price: the free version is up to 50 queries per month. Price: $49 to $499 per month, depending on how many leads you’re looking for. Price: from $79.99/month Hubspot, Pipedrive).

Prospecting 213

Prospecting Price CRM Lead generation 213

Veloxy

NOVEMBER 29, 2021

It’s all about crushing quota! Customer Experience is now the number one key performance indicator, replacing sales quota. A’s are force multipliers, those reps who consistently exceed quota and have a positive impact on the quota and morale of other reps. Table of Contents. What is Sales Acceleration?

Sales 290

Sales Quota Up-sell Contact 290

SaaStr

MAY 22, 2024

And its stock price is up +35% the last year, and +192% the past 5 years: 5 Interesting Learnings: #1. About $1m Quotas for 5,000 Sales Reps Gartner is split into two divisions, and interestingly, both have quotas of about $1m per rep. #2. And its very profitable. Not too shabby! Gartner’s research does. #4.

Cross-sell 115

Cross-sell Quota Contract Price 115

SaaStr

DECEMBER 2, 2020

And No, It Wasn’t… Raise prices 20% — on new customers. Pricing is not a science, even in B2C companies. Raise prices 20%. Discounting back to your old list price even if far better than discounting from your old list price. Make sure you have monthly quotas, not quarterly ones. Not really.

Quota 126

Quota B2C Price Sales 126

SaaStr

MARCH 20, 2021

Pick a price point you know how to sell a t. I’ve seen sales reps great at $20k deals join a start-up with tons of leads but at a $2k price point and fail. If you don’t truly believe, it will be really tough to hit quota. From 60 days as an SDR straight to a quota-carrying AE. Most of us do. And vice-versa. Out-bound?

Quota 137

Quota Niche Up-sell Price 137

Salesforce

APRIL 2, 2025

Create an easy path to expansion through tiered pricing or premium features. There are several popular approaches for paid plans in SaaS models, including: Freemium pricing: The basic version of your service is free, and users can pay for upgraded features. Usage-based pricing: Utilizes a fee scale with the amount of service used.

Product 75

Product Territory Sales Price 75

SaaStr

AUGUST 28, 2020

You have to hire 2 reps that can hit quota before you hire a real VP of Sales. Not an individual quota, not for very long at least. They need to understand how to sell vaguely similar products at vaguely similar price points. Vaguely similar products at somewhat similar price points. More here. #3. More here. #8.

Quota 132

Quota Sales Price Up-sell 132

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. Of course, the method that suits you best will depend on the nature of your business, including factors such as products, pricing models, and revenue cycles.

Product 246

Product Territory Objectives and Key Results Sales 246

SaaStr

NOVEMBER 8, 2022

Second, if your quotas are real, and attainable, sales shouldn’t be that expensive. You have reps with an OTE of $120k on an $800k quota … I mean, if they come close to quota attainment, then sales shouldn’t break the bank. Raise prices tomorrow. If your competition is fierce, raise prices even more.

Quota 116

Quota Contract Price Growth 116

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.

Quota 129

Quota Construction Negotiate Growth 129

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). Outside salespeople thrive off the handshake and presence of other people, so moving exclusively to Zoom calls hurt their quota and morale.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Afterward, the top performer may deliver feedback: Youre great with clients, but I noticed you hesitate during pricing discussions. Try leading with value before the price comes up.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Veloxy

DECEMBER 28, 2021

Relayto has scalable pricing options for any sized team, including customized packages for enterprise clients with strict security requirements. OneMob has straightforward pricing for sales teams looking to use personalized video to accelerate sales. CallRail has scalable pricing options based on usage and functionality.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

Gong.io

MARCH 3, 2021

There was some back and forth over email about pricing and payment terms — the usual. . I didn’t want to send it, but I needed the deal to hit quota. So I had the Gong Labs team analyze how emailing pricing affects your win rates. We singled out emails that discussed “price”, “budget”, and other similar phrases.

Negotiate 139

Negotiate Price Finance Quota 139

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. Price: Starts at $15,995/month for Salesforce users Automations: Data enrichment ZoomInfo’s data enrichment is one of the most necessary automation tools for Salesforce. The Top 7 Best Salesforce Automation Tools.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

SEPTEMBER 29, 2022

A sales team that grows faster than the growth results stresses the salespeople to meet their quota. We are using the sales compensation models from the 1970s, and these models drive quota-fulfilling behavior.”. Mistake #4: Pricing that creates friction for free user adoption and virality. Pricing by design creates friction.

GTM 112

GTM Price Quota B2B 112

Hubspot

MARCH 26, 2025

They become an indispensable part of the workflow automating tedious tasks, surfacing key insights, and helping reps hit quota. Pricing : Free plan available. Pricing: Custom pricing based on team size. Side note: I dont *love* how complicated it is to find pricing information.) Pricing: Custom pricing available.

Price 53

Price CRM Sales GTM 53

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

Gong.io

MARCH 17, 2021

This was a MONSTER deal that would get her and the team to quota. Our previous research shows that top performers – those above 120% of quota – have a talk-to-listen ratio of 43:57. That’s right, women outperform men in two important areas: Achieving quota (source: Xactly Insights ). And the top sales performers are….

Quota 118

Quota Negotiate Sales Trust 118

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). For selling situations this usually means a bottom line on price or terms that you will not accept.

Negotiate 127

Negotiate Quota Closing Price 127