Iannarino

SEPTEMBER 23, 2023

From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales have collapsed all at once. At one point, technology held exciting promise for our industry. Now, it is ubiquitous and banal.

Quota 297

Quota B2B Sales Clients 297

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill. Understanding why Active Prospects become Inactive?

Pipeline 257

Pipeline Quota Consult Prospecting 257

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. No doubt we all want greater quality prospects, than just more things in the pipeline. No doubt we all want greater quality prospects, than just more things in the pipeline.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. Even before you identify specific prospects, we need to understand why they would interact with us. It is not about gathering information but helping the prospect to think. But to get the prospect to think. By Tibor Shanto.

Quota 293

Quota Technique Prospecting Closing 293

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. This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

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. But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. As I have probably mentioned a million times, prospecting is different than selling.

Appointment 274

Appointment Quota Prospecting Education 274

Sales Gravy

MARCH 18, 2025

Below, youll find the key takeaways from our conversation on accelerating new-rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. A linear, measurable, and repeatable outbound prospecting process.

Quota 131

Quota Cold Call CRM Sales 131

Veloxy

JANUARY 19, 2022

In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. Gone in sixty seconds.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Iannarino

NOVEMBER 15, 2023

Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected prospective clients, and falsehoods. Even though you want coverage over your sales team’s quota and your sales goals, much of what you believe is coverage is not.

Pipeline 256

Pipeline Quota CRM Clients 256

Understanding the Sales Force

FEBRUARY 14, 2025

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” It also reinforces a culture of mediocrity because when not hitting quota is normal and expected, more people don’t hit quota because their jobs are clearly not in jeopardy.

Quota 88

Quota Commission Sales Represent 88

Gong.io

MARCH 19, 2020

Prospects use the first few minutes of a sales presentation to decide whether to pay attention or not. With everyone’s very packed calendars, a shorter meeting with a delayed start will offer prospects a chance to freshen up and grab a coffee before your call. Next , get personal with your prospect. Top performers pause 1.6

Inside sales 153

Inside sales Quota Sales Meeting 153

Tibor Shanto

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Catch Up With Your Inbox. One More Thing To Think About.

Referrals 300

Referrals Cold Call Prospecting Quota 300

ClickFunnels

AUGUST 3, 2021

The post 10 Prospecting Tips To Explode Your Sales appeared first on ClickFunnels. Prospecting is a crucial part of the sales process. You need to identify prospects, reach out to them, and persuade them to take the next step in your sales funnel. Table of Contents: What Is Sales Prospecting? #1 We’ve got you covered.

Prospecting 130

Prospecting Cold Call Objectives and Key Results Quota 130

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. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Your conversion rate is the percentage number of prospect that make it all the way down the pipeline to the final stage to become paying customers. Similarly, be realistic when prospecting for new leads.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Sales Hacker

DECEMBER 10, 2024

It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process. Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time.

GTM 109

GTM Construction Quota Growth 109

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. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward. Smart sellers are similar, value for their prospects, employers and themselves is developed over time.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Veloxy

MAY 25, 2021

Our blog post on what to do when a prospect hangs up on you might help you learn how to deal with rejection like a pro. Whether it’s cold-calling prospective clients or following up after a meeting, discipline moves the successful salesperson to get it done and get it done on time. 48% of sales people never follow up with a prospect.

Referrals 290

Referrals Quota Cold Call Contact 290

Veloxy

APRIL 28, 2021

Along with a few ideas on how the tech can help them hit and exceed their quotas. You get sophisticated Sales AI that can scrutinize prospect and customer data, and predict leads most likely to convert. 1: Prospect More Accurate Leads. In this post, we’ll look at what AI Assistants means for salespeople.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

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. Drilling Down.

Quota 232

Quota Pipeline CRM Closing 232

Tibor Shanto

FEBRUARY 8, 2022

Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. The more you manage it, honestly, the more consistently you will exceed quota. When it comes to prospecting, there’s real, then there’s pipeline real. By Tibor Shanto. Why You – Why Now.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Sales Gravy

MARCH 13, 2025

A Framework to Tap Into Your Prospects Pain So whats missing? A framework that actually speaks to your prospects pain, builds urgency, and moves them toward a yes. Think of it like leading a prospect down a sales path where they see the problem clearly, understand the solution, and feel confident saying YES to a deal.

Quota 60

Quota Pitch Sales Prospecting 60

Hubspot

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 80

Closing Contract Technique Sales 80

SaaStr

APRIL 2, 2025

They may not immediately hit quota (few do). They dont have the right types of leads and prospects. Only the outliers will hit a full quota in their first quarter. Training and support matter. Not all reps can work with the limited support, onboarding, and training you get at a start-up. Some crush it the first week.

Quota 71

Quota Sales Gaming Closing 71

Veloxy

JUNE 23, 2021

If you’ve made in-person sales calls, then you’re probably already comfortable being in a room with prospects. And would you want the prospect to only see part of your face? This includes the dress code, background, lighting, and tech checks prior to signing on with prospects. There are a few rules that will help you out here.

Sell 317

Sell Education CRM Up-sell 317

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. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Territory 83

Territory Cold Call SQL Campaign 83

Veloxy

AUGUST 6, 2021

What would it take to get through to prospects so busy that landing their accounts sounds like an urban myth ? By the time a rep is reaching out to a prospect, you’re most likely the 10 th generic sales robot to try your luck. Needless to say, you’ll find the prospects agenda full. Breaking Through to Busy Buyers.

Sell 317

Sell Cold Call Pitch Prospecting 317

SaaStr

MARCH 29, 2025

And Get Them Both Hitting a Basic, Sustainable Quota. One rep might excel at outbound prospecting, while the other might be better at closing inbound leads. If they tilt the curve. -> But also give your sales leader, and your individual reps before you have one, a quota on your time and meetings per week.

Commission 81

Commission Objection handling Quota Sales 81

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

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

Sales Gravy

AUGUST 12, 2022

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. The same is true of sales.

Pipeline 116

Pipeline Prospecting Cold Call Quota 116

Partners in Excellence

JANUARY 23, 2025

And that drives us to look at our prospecting and activity metrics. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. Recognizing revenue is a trailing metric, we become obsessed with things that tell us whether we will achieve those goals.

Gaming 123

Gaming Up-sell Quota Pitch 123

SaaStr

JUNE 9, 2023

Dear SaaStr: Is It Normal to Feel Like a Pest When Prospecting for Customers for a Startup? But then you raise the quotas, and sales is still hard. That can make prospects love them, and your product. Prospects have problems to solve. Yes — at least at first. Especially if you haven’t done a lot of sales yourself.

Prospecting 125

Prospecting Customers Quota Pitch 125

Veloxy

JANUARY 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. How to Cultivate the Human Side of Selling Spending most of your day nurturing the human experience you share with prospects, leads, and customers is easier said than done. On top of that, they want sellers to meet them “wherever” they are.

Sell 246

Sell Quota Sales Cold Call 246

Sales Pop!

SEPTEMBER 16, 2021

of sales people using social media outperformed their sales peers, and exceeded quota 23% more often. Social selling increases total team attainment of sales quota, improves customer retention rate, increases sales forecast accuracy and increases the percentage of sales reps making target. Finding new prospects.

B2B 195

B2B Sell Quota Technique 195