Salesforce

APRIL 2, 2025

And when the samples are so good that you decide without prompting to buy the product on the spot? That’s a classic example of product-led sales (PLS). Samples of donuts, pizza, or almond croissants don’t require a lengthy explanation or complicated product demonstration. Why are product-led sales important?

Product 75

Product Territory Sales Price 75

SaaStr

DECEMBER 25, 2024

But even with a higher quota than $500k, you wont hit a yielded quota that high. Youll need a product development team, at least a couple folks, to keep up with your much more complex roadmap. And reps take time to scale. And youll need a few managers to manage them. Youll need a full marketing team.

Quota 104

Quota Networking Start-ups Growth 104

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. Sure, you could hand off your product or service information to sellers and just have them sell as much as possible.

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

NOVEMBER 6, 2024

I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?” ” Or, “Why does it take 2 years to fully ramp someone, I see some of your top performers reach that level after one year.

X-functional 127

X-functional Strategize Quota Pipeline 127

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Sales Pop!

DECEMBER 2, 2022

Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. This is the foundation that makes accurate quota and forecasting wisdom possible. Creating Forecasts and Quotas. Adding Quota Values. Hierarchies.

Quota 232

Quota Pipeline CRM Closing 232

SaaStr

MAY 4, 2023

And I think it’s also telling, as it summarizes what has happened all across SaaS sales in the past 24 months: Their top reps are still closing, and closing well — at 129% of quota. And their productivity is only down 1%. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.”

Quota 127

Quota Closing Pipeline Growth 127

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow.

Product 130

Product Quota Objectives and Key Results CRM 130

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. But heres the catch: If new hires only focus on product and system knowledge for months, their pipeline remains empty. And yes, theres a risk of mis-steps.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? The results of the equation reflect the health of the business, the overall effectiveness of the sales teams as well as where your sales team can increase sales productivity to impact revenue goals.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

MAY 25, 2021

This characteristic can help you see things from the customer’s perspective and identify areas where your product or service can make their life easier or better. Product or service confidence. Try one of the latest, trending apps today and become your Sales Org’s quota champion this year. Confidence. Personal confidence 2.

Referrals 290

Referrals Quota Cold Call Contact 290

Tibor Shanto

AUGUST 24, 2021

One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. As discussed before, questions should serve to get the prospect to think; about their current state, and potential future (better) state, not product. Be Curious About Things You Don’t Know. Curiously Different.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

SaaStr

FEBRUARY 6, 2024

So we’ve had a ton of great conversations over the years on SaaStr on when and how to go multi-product. Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. An AI co-pilot to an existing product?

Product 103

Product Sell Quota Launch 103

Sales Hacker

DECEMBER 10, 2024

Roth’s journey began as a 23-year-old failed entrepreneur, fresh from a stint pedicabbing in the French Quarter of New Orleans for cash after his consumer product startup fizzled out. “Think of product development like collaborative design: a living process where small adjustments compound into transformative outcomes.

GTM 109

GTM Construction Quota Growth 109

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. As always, this takes leaving your product in the car, and lead with the why. Given that about 90% of your addressable market is not “In” the Market, you need to think outside the “product”. By Tibor Shanto.

Quota 293

Quota Technique Prospecting Closing 293

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 rep good at one product can fail at selling another. They may not immediately hit quota (few do). It takes a while to get your arms around new objections, a new product, a new script.

Quota 69

Quota Sales Gaming Closing 69

Veloxy

JANUARY 19, 2022

How much money are we losing because of these productivity inefficiencies? They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. How much time are we spending on these tasks? Before I move on to the second step, I really want to hammer home your confidence.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

APRIL 28, 2021

Artificial intelligence in sales can increase selling hours by not only automating tasks, but also improving daily productivity and analyzing habits. Along with a few ideas on how the tech can help them hit and exceed their quotas. As we established earlier on, a sales rep is only as productive as the time they spend selling.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

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. Implementing tighter feedback loops between customers and product/engineering teams.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

SaaStr

MARCH 2, 2025

.” Growth Tactic #2: The Compound Startup Approach to Product Expansion Rippling has expanded from 4 products to 30+ in just a few years, exemplifying what Parker Conrad calls the “compound startup” approach continuously launching new products to drive expansion.

Growth 76

Growth Cold Call Cross-sell Account management 76

Veloxy

MAY 25, 2021

To help maximize your team’s productivity and save some money, it’s vital that you mix it up a bit with rewards beyond fatter paychecks. A recent study done by Stanford University shows that employees are actually about 15% more productive when they work from home compared to the office. Or enough for the employees in many cases.

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Veloxy

NOVEMBER 29, 2021

It’s all about crushing quota! Customer Experience is now the number one key performance indicator, replacing sales quota. There are plenty of disparate solutions for this quandary, however, integrating automation and sales artificial intelligence is by far the most efficient and productive path you can take.

Sales 290

Sales Quota Up-sell Contact 290

SaaStr

JANUARY 15, 2025

She loved the product so much, that she offered to work for free in sales in the beginning until she could earn her own slot. Every team member must be a product expert. Everyone needs to know the product. ” From growth teams, to support teams, Mangomint’s standard it turning its own employees into product experts.

Contract 108

Contract Sales Cold Call Niche 108

Sales Pop!

JUNE 23, 2023

It took us many years to bring a product to fruition that is easy, simple, and quick to adopt, which was always our primary goal. If your conversion rate for leads to opportunities is 25 percent, and you have a quota of $200,000 per month, you should maintain approximately $800,000 worth of leads in the pipeline.

Technology 240

Technology Technology Pipeline CRM 240

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. The only problem with this approach is that quotas aren’t getting any easier , and the competition in the field is getting more digital.

Territory 221

Territory Gambling Quota Commission 221

Partners in Excellence

JANUARY 23, 2025

Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. Do they talk about the customers problems rather than focusing on pitching products? Customers don’t want to talk to us, because we don’t talk to them about what they care about.

Gaming 122

Gaming Up-sell Quota Pitch 122

SaaStr

MARCH 29, 2025

Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. And Get Them Both Hitting a Basic, Sustainable Quota. But they have to, have to be folks you’d honestly, truly buy your own product from. Heres how to approach it: 1.

Commission 78

Commission Objection handling Quota Sales 78

Sales Pop!

MAY 14, 2022

Then when you have your sales meetings and set quotas, you’re able to know how each rep is performing and can drill down into each opportunity to get details where needed. When you lose efficiency, you lose productivity. You can even set forecasting ranges for various different product lines or categories. Accurate quotas.

Pipeline 164

Pipeline Quota CRM Start-ups 164

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

Veloxy

JANUARY 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. What many businesses have come to realize is that “ to sell is human ”, thus the human factor cannot be separated from products, value, or even profit. In other words, don’t start your sales conversation with how your product can solve a business problem.

Sell 246

Sell Quota Sales Cold Call 246

Hubspot

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Table of Contents What Is a Lead List? This investment has helped me time and time again.

Territory 83

Territory Cold Call SQL Campaign 83

Sales Hacker

NOVEMBER 22, 2024

Product : HG Insights. Measure impact : Track adoption and its effect on performance metrics like quota attainment and velocity. Balancing GTM updates and skill development There’s a critical distinction between go-to-market updates — like new products or workflows — and skill development, which requires hands-on learning.

GTM 107

GTM Sales Represent Government 107

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Building customer feedback into the DNA of your product team and products. Going multi-product early.

Product 121

Product Transportation GTM Cold Call 121

Closing Bigger

FEBRUARY 10, 2025

They develop people, influence product direction, and anticipate market shifts. They meet quotas, but they dont innovate or push boundaries. They need to input on product roadmaps, collaborate with marketing, coach their teams, and hit aggressive revenue targetsall with fewer resources. Whats the solution? Whats the solution?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. Productivity. Not product related, but objective, outcome and impact based. Someone 12 months from a purchase is not thinking about product, but objectives and hurdles.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293