Veloxy

JANUARY 19, 2022

When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Despite ramping up the numbers, increasingly we are not achieving our goals. What if we started thinking of selling as a human game?

Gaming 122

Gaming Up-sell Quota Pitch 122

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

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. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. And yes, theres a risk of mis-steps.

Cold Call 85

Cold Call Commission Appointment Pipeline 85

Partners in Excellence

NOVEMBER 6, 2024

The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?”

X-functional 127

X-functional Strategize Quota Pipeline 127

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM 111

GTM Construction Quota Growth 111

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons.

CRM 262

CRM Quota Sales Pipeline 262

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 113

Quota Commission Sell Contract 113

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Eighty percent of the prospecting sales force is under 25 years old. Today’s sales processes.

Quota 131

Quota Cold Call CRM Sales 131

Veloxy

MAY 25, 2021

Product or service confidence means that the salesperson honestly believes that what they are selling can make life better somehow…even if just in a small way. A personable salesperson is respectful, patient, easy to talk to, and picks up on social queues (just to name a few). Here are 9 sales statistics just on following up: .

Referrals 290

Referrals Quota Cold Call Contact 290

Partners in Excellence

MARCH 19, 2025

That’s how designing and executing your GTM/selling strategies work! I’ll stop here, I get wound up, but you know the same problem. If it isn’t producing the desired outcome, then there is something flawed in the design or in what you are doing!”

GTM 122

GTM Quota Start-ups Presentation 122

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

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. Questions come in many styles, each suited to different pieces of the puzzle that make up the entire picture. As I have probably mentioned a million times, prospecting is different than selling.

Appointment 274

Appointment Quota Prospecting Education 274

SaaStr

APRIL 2, 2025

rep good at one product can fail at selling another. Not all reps can work with the limited support, onboarding, and training you get at a start-up. They may not immediately hit quota (few do). Only the outliers will hit a full quota in their first quarter. Training and support matter. Some crush it the first week.

Quota 70

Quota Sales Gaming Closing 70

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. But as she dug in, the real answer was too many sales reps were overbooking deals because of the pressure to hit their bookings quota.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Find patterns in sales performance and motivators, and use the data for follow-up discussions about compensation plans, prizes for sales contests, and more. Sign up now Thanks, you’re subscribed! Larry Long, Jr.

Drivers/motivators 60

Drivers/motivators Quota Territory E-commerce 60

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. They get all wound up when they get a scouting call. Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

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

SaaStr

MARCH 6, 2025

I.e., both hitting quota. You’ll learn if they can sell in competitive environments for real or not. This will ferret out if he/she can play at an early-stage SaaS start-up successfully and if they know how to scale once you scale. Should the VP of Sales sell themselves when they start? Listen here, also.

Quota 73

Quota Sales Up-sell Lead generation 73

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

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. Over half (58 percent) of respondents believe that up to 80 percent of their data is not useful or reliable, implying that less than a quarter of data is actionable and trustworthy.” Track Or Act? The Invite.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Understanding the Sales Force

APRIL 14, 2025

Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. Thats a “start from scratch” hunting job and average to worse selling capabilities just won’t help a new salesperson get that hunting job accomplished! That Dont Impress Me Much!

Quota 69

Quota Sales Up-sell Price 69

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Sales Pop!

JUNE 23, 2023

I learned computing technology within the mindset of Steve Jobs, and therefore adopted his philosophy: “It takes a lot of hard work to make something simple, to truly understand the underlying challenges and come up with elegant solutions.” Everything about cryptocurrency—buying, selling, exchanging—is terribly complicated.

Technology 240

Technology Technology Pipeline CRM 240

SaaStr

MARCH 29, 2025

And Get Them Both Hitting a Basic, Sustainable Quota. This includes: Ideal Customer Profile (ICP): Who are you selling to? 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. Hire Two Sales Reps To Start, Not One. Be specific.

Commission 79

Commission Objection handling Quota Sales 79

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads.

Product 246

Product Territory Objectives and Key Results Sales 246

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Transaction milestones should meld the prospects buying process with the vendors selling process. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

Hubspot

SEPTEMBER 9, 2024

MQLs that your sales team has vetted and identified as worthy of direct follow-up. The Benefits of a Lead List Selling without a lead list is a slow, disorganized process that usually produces poor results. Since I mostly worked with public sector clients, that tended to be the only way to sell to that industry anyway.

Territory 83

Territory Cold Call SQL Campaign 83

Sales Gravy

APRIL 3, 2025

Did you make quota this quarter? If you missed quota, chances are you played it too safe. Nows the time to shake up your own sales routine and adopt the practices of Ultra High Performers. The telephone is still the single most powerful weapon you have when it comes to selling. Did you make quota this quarter ?

Cold Call 58

Cold Call Quota Sales Follow-up 58

Veloxy

NOVEMBER 22, 2022

If you’re experiencing low login and usage rates, then your two clearest problems are as follows: Salesforce isn’t making your rep’s life easier Salesforce isn’t helping your rep’s sell more When you put yourself in a salesperson’s shoes, they’re probably right. How much higher would your confidence level go up?

Non-Profits 264

Non-Profits CRM Contact Consult 264

Cerebral Selling

JUNE 28, 2022

It’s the classic story of the attractive person who waits at the bar, hoping to meet someone fun and interesting, only to leave alone because no one had enough courage to walk up and introduce themselves. The post The Easiest Month-End Negotiation Tactic appeared first on Cerebral Selling.

Negotiate 243

Negotiate Commission Quota Price 243

Partners in Excellence

NOVEMBER 10, 2023

Starting my selling career in IBM, we all had them. Today, sellers have quotas and perhaps a few goals, but I run across few organizations that have formal performance planning processes. When I ask executives about it, the respond, “They have their quotas, that’s all we care about!!!”

Quota 150

Quota Teamwork Pipeline CRM 150

Sales Pop!

AUGUST 24, 2024

I grew up in selling at Xerox in an incredibly sales-focused environment. In selling to and serving major Xerox clients, we were trained not only to go deep and wide in our accounts but to do the same across our multi-faceted product line. A reminder of the four most important words in selling – “It’s not about you”.

Commission 130

Commission Quota Clients Up-sell 130

Salesforce

NOVEMBER 14, 2024

Organizations must now have the data to back it up. A sales capacity plan can also help you optimize the resources you already have on hand and keep your focus on selling more effectively rather than worrying about having a big enough team to handle increased demand. Sign up now Thanks, you’re subscribed!

Growth 52

Growth Quota Territory E-commerce 52

Veloxy

MARCH 28, 2022

A company that employs inside sales reps will have them selling from inside. This means the salesperson is in the office working to sell to leads and customers. In some cases, they might even sell from their home office. An inside salesperson is likely to sell from their phone or email. Meet quota goals.

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

SaaStr

AUGUST 7, 2020

A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. It does mean a well-oiled machine that hires strong reps of all backgrounds, and gets them the help and training so they can scale up and succeed.

Quota 145

Quota Promote Up-sell Closing 145

Sales Pop!

JULY 9, 2022

These solutions were used to enforce quotas on users—“You haven’t made your 100 calls today!” Our system utilizes what I call the “bottom-up” approach by empowering and democratizing users, and no other CRM solution is doing so. This includes Goals, the Target (5 types) , The Forecast, the Quota , Reporting , and Insights.

Pipeline 241

Pipeline CRM Drivers/motivators Quota 241