SaaStr

JULY 11, 2021

Q: At what stage should SaaS founders fully stop being individual contributors? The post Dear SaaStr: At What Stage Should the Founders Stop Being Individual Contributors? I’ve come up with 2 rough rules here to avoid stalling out: Try to have a complete 1.0 management team by $4m ARR at least. Earlier is better, of course.

Growth 108

Growth 108

Concentrix Catalyst

JULY 12, 2022

The post The Evolution of CX: How Emerging Technology Trends Can Empower the Individual appeared first on Concentrix Catalyst. The convergence of physical and digital realities powered by Web3 and the metaverse is adding a new depth to the customer experience, sometimes literally. By expanding a customer’s experience through […].

Technology 64

Technology Technology Customers 64

Hubspot

JUNE 16, 2020

First, let’s discuss ways sales reps can improve their individual performance. Improving individual sales performance also means celebrating your wins — no matter how big or small they are. Raise the bar and set bigger goals, both at the team and individual level. How to Improve Your Sales Performance. Celebrate your wins.

Quota 77

Quota Sales Negotiate Pipeline 77

Predictable Revenue

JUNE 25, 2020

The post Managing up as an individual contributor on a remote team appeared first on Predictable Revenue. Remote work takes an increased commitment to open communication, support, and accountability for all involved. How can we empower teams to navigate a remote work environment?

66

66

Partners in Excellence

SEPTEMBER 26, 2016

He was about to hire an individual. This person was the only individual that had been interviewed. How do you know what the right individual looks like? And usually, the need for filling the position quickly, outweighs the need for getting the right individual. He was trying to hire a new VP of Sales.

Consult 87

Consult Promote Up-sell Start-ups 87

The Sales Hunter

SEPTEMBER 16, 2016

Are the people on your team focused on the goals of the team or are they focused on their own individual priorities? It’s easy for us to think the team is marching in the right direction, but when challenged, far too many people are doing anything but that. In my new book High-Profit Prospecting, I […].

Prospecting 88

Prospecting Sales Drivers/motivators Sell 88

A Sales Guy

AUGUST 2, 2013

In basketball, there is field goal percentage, blocked shots, steals, free throw percentage, points per game, efficiency and, as with the other two, a whole slew of other individual stats. It’s the ultimate in individual accountability and player evaluation. Sales organizations could benefit tremendously from individual stats.

Sports 121

Sports Quota Pipeline Sales 121

Membrain

JUNE 12, 2019

Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?

Sales 97

Sales 97

Partners in Excellence

OCTOBER 5, 2017

Do we focus on driving individual performance or do we look at overall organizational excellence?” ” Sometimes, however, I think we spend too much time focusing on the individual sales people. The focus is on sales people as individuals, seldom on the overall performance of the pieces/parts of the organization.

Sales 48

Sales Quota B2B Growth 48

Sales Gravy

JANUARY 9, 2018

ll just say this: I have never had a bad experience implementing individual business plans in sales organizations. d be amazed at the benefits. And thankful for the clarity it produces. It is surprising how few sales organizations ask th

Sales 40

Sales 40

Hubspot

JULY 15, 2015

After all, everyone always says that the sum of a team is greater than any individual, right? And when I ask people if they prefer working in groups or as individuals, they often say, “by myself.”. His findings illuminate why most people prefer working as individuals than in groups. Why do we value teamwork so much?

Teamwork 72

Teamwork Drivers/motivators Gaming Start-ups 72

Engage Selling

MAY 10, 2012

But is it better to do group coaching or focus more on individual, one-on-one sessions? Few can argue that coaching improves sales results. Take the sales quiz and test your sales skills! Dedicated to increasing your sales,

Sales 76

Sales 76

Iannarino

APRIL 11, 2024

He is known for Dunbar’s number, a measurement of the cognitive limit to the number of individuals with whom any one person can maintain stable relationships. Robin Dunbar is a British biological anthropologist, evolutionary psychologist, and a specialist in primate behavior.

206

206

Sales Hacker

APRIL 16, 2018

In Today’s Episode: How to map your career from individual contributor to manager. Individual contributor at Winstar Communications. As an individual contributor really learning how to choreograph the entire sales process, learning how to break down your sales cycle into its smallest components and master each of the phases.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Membrain

OCTOBER 8, 2017

The other day, Matt Dixon and I were having a discussion, trying to solve all the problems of sales. As is often, the case in these discussions, we started reflecting on a lot of broad and, possibly, esoteric issues.

Sales 65

Sales 65

Force Management

APRIL 18, 2024

Some individuals may not be ready for this transition today, but could become ready with time and development. Others may prefer to remain as individual contributors. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks.

Promote 127

Promote Follow-up Sales 127

Hubspot

NOVEMBER 24, 2014

These attributes indicate things like presence of children in the home, whether someone owns or rents, if an individual is a business owner and more. For example, if you know certain people have engaged with you in the past via email, email campaigns could be a more appropriate channel to reach those individuals rather than through Facebook.

Cross-sell 74

Cross-sell Territory Referrals Retail 74

Hubspot

AUGUST 5, 2013

If there was ever any doubt about the value of creating experiences that treat customers as individuals, keep repeating that number: three billion. Journalists didn’t know how many individuals actually read their articles. It had never been economical to think in terms of individuals. Technology changed all that.

Technology 74

Technology Technology Follow-up Service 74

Engage Selling

MAY 10, 2012

But is it better to do group coaching or focus more on individual, one-on-one sessions? Few can argue that coaching improves sales results. Take the sales quiz and test your sales skills! Video Sales Quiz'

Sales 48

Sales 48

Iannarino

NOVEMBER 11, 2022

Whenever I write that sales success is individual , it causes an immediate response from readers who argue that there are other variables outside of salesmanship or saleswoman-ship (a clunky term, but as a person with a sales force almost exclusively made up of women, I'll use it).

Follow-up 265

Follow-up Sales 265

Sandler Training

MARCH 29, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 7 Minutes.

Technique 46

Technique Sales 46

Partners in Excellence

APRIL 5, 2024

Some are or have been senior executives in very large companies, some are individual contributors. These individuals are drawn to sales roles within tech companies or sectors where they can be at the forefront of introducing cutting-edge solutions to the market. Some have had long careers in selling, some are relatively new.

Sell 113

Sell Cross-sell Drivers/motivators Education 113

Iannarino

JANUARY 14, 2023

In any human endeavor you find mastery, you find organizations and individuals who place a high premium on continuous training. Because they believe their performance is important, they train, rehearse, and develop their skills and their competencies on an ongoing basis.

Sales 281

Sales 281

Veloxy

MARCH 23, 2023

By setting individual quotas for each salesperson, managers can track progress and identify areas where improvements are needed. In this section, we’ll discuss the steps involved in setting sales quotas, the different types of quotas, and the differences between sales team and individual quotas.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Iannarino

MARCH 29, 2023

There are several factors that can cause sales organizations, sales forces, sales teams, or individuals to fail to achieve their sales goals. Time passes fast, and you can look up to find you are behind on your commitments.

B2B 278

B2B Sales 278

Iannarino

JULY 26, 2021

The amount of time you invest in that individual should be determined by their willingness to engage, their effort at changing their behaviors, and their sincere desire to improve. It is not uncommon for sales leaders to delay coaching or retraining, or to allow the individual too much time to demonstrate the required behavioral changes.

Clients 304

Clients Account management Contact Start-ups 304

Iannarino

MAY 11, 2023

Every day we hear from individual sales reps that they get no support to improve their sales skills. We also hear from sales managers who have no budget to provide training for their sales team. And we hear leaders say that they expect the reps they hired to know how to sell.

Sales 264

Sales Sell 264

Iannarino

JANUARY 6, 2023

Because success is individual, it is important you master your techniques to improve your sales performance, create a better sales experience , level up your win rate, and close more deals. The word technique means you have a way of doing something to produce an outcome.

Technique 279

Technique Sales Sales Experience Closing 279

The Sales Hunter

JULY 22, 2016

Good leaders are always quick to recognize superior performance of their people, but many fail to get the full mileage from it. Next time you recognize someone for the job they do, ask them to share with the entire organization how they did it. This simple move will now allow everyone to learn from the […].

Sales 52

Sales Sell 52

Iannarino

OCTOBER 10, 2022

At the start of each year, the sales manager is given a sales quota, which is the total of their salespeople's individual quotas. For example, a sales manager with 10 salespeople who each have a goal of $1 million has a $10 million quota.

Quota 299

Quota Sales 299

Iannarino

APRIL 20, 2023

Based on his math, he asked his team to create a sales pipeline that was 800 percent of their individual sales quotas. Incidentally, this seems to be an average win rate in B2B sales when companies rely on requests for proposals (RFP).

Quota 255

Quota Pipeline B2B Meeting 255

Iannarino

DECEMBER 26, 2022

You might also have a cluster of gauges that measure everything your sales force does down the individual phone call. You might have a huge dashboard spread across two or three screens. But for all of the metrics and information, we rarely use these KPIs for sale to improve the sales force and their results.

Sales 273

Sales 273

Salesforce

FEBRUARY 20, 2024

Raising awareness about rare conditions and the unique challenges that individuals face is crucial for developing effective therapies and treatments. Hurst stresses the importance of taking an accessible and patient-friendly approach to care, emphasizing that every patient has unique and individual needs.

Pharmaceutical 137

Pharmaceutical Healthcare Drivers/motivators Appointment 137

Iannarino

MAY 1, 2022

There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth.

Sales 340

Sales Growth 340

Iannarino

DECEMBER 11, 2022

Sales success is individual , making the contest between competing salespeople. The first is that, in sales, the competition isn't between two or more companies competing for a client's business. Nor is it a contest between two or more competing "solutions."

Sales Experience 274

Sales Experience Sales Clients Conversion 274

Iannarino

SEPTEMBER 21, 2022

Let's agree to call this "the variability of individual results.". If one salesperson complains about an underhanded competitor, another salesperson has little trouble dispatching that same competitor.

Price 287

Price Clients Sales Sell 287

Heinz Marketing

FEBRUARY 1, 2024

Reflection isn’t merely a nostalgic look back; it’s a deliberate, introspective process that empowers individuals and businesses to learn from experiences, adjust strategies, and forge a clear path forward. By evaluating past experiences, individuals can identify missed opportunities and seize them in the future.

Growth 101

Growth Strategic planning Strategize Technique 101