Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow.

Commission 91

Commission Quota X-functional Non-Profits 91

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e. Account Manager. This is where account managers come in. In 2021, the average base salary for an account manager.

Commission 76

Commission Territory Finance Inside sales 76

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Partners in Excellence

SEPTEMBER 4, 2013

Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. In crass sales terms, growing our share through cross sell and upsell. I think there is a different view of the buying cycle, one that is more “squishy.”

Cross-sell 97

Cross-sell Represent Account management Quota 97

SBI

OCTOBER 22, 2019

Maximizing revenue in your biggest accounts and identifying cross-sell and up-sell opportunities will always be the area of focus for meaningful sales transformation. Companies also need to ensure that there are defined, cross-departmental processes to support the transformation.

Cross-sell 23

Cross-sell Account management Sales Growth 23

Sales Hacker

DECEMBER 12, 2017

of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. It’s also a lot easier to start with everyone hitting quota and ratcheting up than vice versa. It’s also not reasonable to expect your new hires to hit quota in their first pay period.

Non-Profits 81

Non-Profits Quota Sales Start-ups 81

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. But don’t handle them over email.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Smart Calling

FEBRUARY 16, 2018

Your prospecting yielded zilch, and you’re gazing up at a quota number that seemingly appears helium-filled, floating a bit more out of your grasp every day. Coming across cocky is a lock to get you crossed off the list. Solutions: Approach the Account Like a New Prospect. DO NOT sell in the card.

Cross-sell 40

Cross-sell Quota Contact Up-sell 40

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. You need to have the people already in place when you’re looking to hire for senior account management.

Territory 90

Territory Cross-sell Quota Networking 90

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. I think inside of big companies the way they used to sell is you call high. Product should have a quota inside your company. Product really is trying to sell.

Cold Call 42

Cold Call Trust B2C Go To Market 42

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Sales Engineer.

Territory 93

Territory Commission Outside Sales Account management 93

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

Salesforce

NOVEMBER 16, 2023

While it can be obvious that the seller and sales leadership play a key role in setting their revenue forecasts for a given period, it’s also important to consider the role of customer success or account managers, technical resources, and even channel sales. See how analytics can improve your revenue forecasts Learn how NTT Ltd.

Process 59

Process Territory Objectives and Key Results Pipeline 59

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. And that’s just the sell side.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

NOVEMBER 16, 2021

WordStream is designed to make DIY PPC management easier and more streamlined. It allows marketers and sales teams to create, manage, monitor, and optimize PPC campaigns from one dashboard. It offers time-saving alerts, workflow tools, and a cross-platform reporting dashboard. Key features: Agency management options.

Lead generation 109

Lead generation Price Campaign Cross-sell 109

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Sales Hacker

SEPTEMBER 24, 2018

Goodbye missed quotas; hello sales engagement!). To put things in context, sales engagement platforms are the selling world’s version of the cell phone and email when it comes to sheer transformative power. The company automated much of its sales team’s email and dialing workflow, giving reps more time for actual selling.

Cross-sell 81

Cross-sell Sales CRM Quota 81

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. We can talk about all the accounting stuff.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. I think inside of big companies the way they used to sell is you call high. Product should have a quota inside your company. Product really is trying to sell.

Cold Call 19

Cold Call Trust B2C Go To Market 19

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. We were profitable in our first month. We scaled in our first year to 446,000 and had about five people. Where is that plan?

Cross-sell 74

Cross-sell Clients Growth Up-sell 74

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers.

Territory 87

Territory Account management Retail Cross-sell 87

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. You can check out a demo today , and change the way you sell forever. **

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. On the pre-sale side, everyone has a quota.

Sales 76

Sales Price Quota Start-ups 76

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 57

Sell Territory Cross-sell Strategize 57

SaaStr

JULY 1, 2020

What’s going on with all the inbound, how we managing our pipeline, downgrades and pauses, CSMs, BDRs and quotas, but to Kristen and Sam, I actually wanted to use this slide I had in it. It’s not always the same groups doing that, but I do think that you have to look at your quotas and your goals for your team.

Process 70

Process Sales Quota Commission 70

Heinz Marketing

AUGUST 27, 2018

This week Norman Behar , Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices in this episode called, Training & Professional Development for your Sales Managers: New Best Practices from Norman Behar. We have account executives. We have account managers.

Pipeline 57

Pipeline Objectives and Key Results Sales Inside sales 57

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I was afraid of not making quota, losing to the competition, making an embarrassing blunder, and the list goes on. And again, I know it’s made an impact.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Create cross-departmental relationships. If you can balance your long-term relationships with short-term quotas, you''ll find that your success grows in both respects.". John Dukes, Sales Manager.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. 5 Benefits of CRMs Customer data management. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. Mobile CRM.

CRM 75

CRM Contact Contract Objectives and Key Results 75