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. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Account Manager. This is where account managers come in. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

NOVEMBER 26, 2019

If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. But those bad deals are a sunk cost that will leave you scrambling to meet quota. Jamal Reimer – Strategic Account Manager, Oracle. Don’t miss this talk, and stay ahead of the game.

Gaming 126

Gaming Objectives and Key Results Sales Up-sell 126

Hubspot

MAY 4, 2017

Some are even faced with unprecedented output quotas to compensate for the newly diminished workforce. As does Becky Merchant, an account manager at the Stand Agency in London. Just one year after launching the iPhone, we're launching the new iPhone 3G that is twice as fast at half the price. Image Credit: Apple.

Quota 78

Quota Pitch Commission Manufacturing 78

Sales Hacker

JULY 14, 2023

5x+ quota to OTE (for cost to book). If someone goes 4x+ their quota, they should (IMO) earn 1M+. I also like as few levers as possible to keep things simple, but am a fan of having accelerators when over quota to drive over-performance. Measured by qual opportunities per month. Cost of living limits incentive %.

GTM 52

GTM Commission Quota Negotiate 52

SBI

AUGUST 22, 2019

Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks. Chorus.ai ’s Recommendations highlights the most important calls and moments for each rep and manager to review, allowing everyone in the organization to benefit. is headquartered in San Francisco, with offices in Tel Aviv and Boston. Industry News.

Launch 26

Launch Quota Gaming Strategize 26

Partners in Excellence

JANUARY 31, 2018

Our quotas were different, based on territory potential–mine was about 15 times hers, but our fundamental jobs were exactly the same. These accounts can become fertile grounds for developing new approaches and new products, we can launch into other markets. A friend had the states of North and South Dakota.

Sell 75

Sell Territory Cross-sell Strategize 75

Lead Fuze

DECEMBER 31, 2021

Reps were hired, trained and compensated to perform as an individual to hit a quota. I added more salespeople, simply because the quota had increased. Market Development Reps are the salespeople who follow up on inbound leads and set meetings with our Account Executives. There is a sweet spot for quota that should be hit.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Highspot

JULY 31, 2020

Typically, account or business development reps generate pipeline or nurture marketing-qualified leads. These leads are eventually handed off to an account executive, who then completes the sale. Maximizes operational efficiency via specialization. Deepens rep expertise in specific sales motions. VP of Sales Enablement.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

SalesLoft

SEPTEMBER 27, 2023

Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? Last quarter Salesloft launched ‘Rhythm’ which has been a game changer in helping me to consistently focus on my most high impact tasks. This is frustrating as a seller.

Hospitality 52

Hospitality Pipeline Cold Call Gaming 52

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. The company isn’t officially launched (at the time of this post), but you can go ahead and enjoy the valuable content now. Small business owners, sales reps, and others come onto the program to share what they are using today to make quota.

Sales 98

Sales Drivers/motivators Up-sell Inside sales 98

SBI

MAY 21, 2019

With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas. Revegy’s new look, which launched in early April, allows customers to collaborate more easily and use their time more wisely. Sales Enablement.

Sell 34

Sell X-functional Presentation Quota 34

SaaStr

SEPTEMBER 13, 2020

Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right. It’s really just a launching point for the next thing. I had regular quota carrying sales rep on top of everything else. Are they hitting their numbers? It’s not a celebration.

Non-Profits 90

Non-Profits Strategize Trust Go To Market 90

SBI

SEPTEMBER 5, 2019

Without the proper solution, resources and support, companies open the door to declining revenue, missed quotas and misaligned marketing and sales teams. Revegy’s new look, which launched in early April, allows customers to collaborate more easily and use their time more wisely. Industry News. Sales Enablement. It provides users with.

Healthcare 6

Healthcare Sales Technology Technology 6

SBI

DECEMBER 4, 2019

We’re joining forces with Brainshark so sales managers can use data to diagnose what’s working and what’s not working, and then motivate sales reps to improve with training and coaching from Brainshark’s world-class readiness platform. The end result is better quota achievement and increased revenue production. Industry News.

Quota 22

Quota Sales Strategize Customer Relationship Management 22

SaaStr

JUNE 16, 2020

And so Leading Through Change is a series we’ve launched. We have to look at different metric than just quota attainment. In the key hiring space, if you just assume $1 million quota, 60% attainment, again this is just illustrative. Here’s your pipeline, go for it.” Those things will come later.

GTM 79

GTM Pipeline Healthcare Sales 79

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. “It’s a cultural thing that humans can learn.

Growth 75

Growth Cold Call Cross-sell Account management 75

SaaStr

SEPTEMBER 27, 2024

Rippling did this up until about two years ago when they ran into the constraint of not having enough accounts in the database to get the yield needed to hit growth goals for the next year. At the time, they’d reach out to a thousand accounts and get about 5-10 demos. Those SDRs had quotas of 50-60 demos per month.

Growth 128

Growth Quota Account management Cold Call 128

SBI

NOVEMBER 7, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. We take accounts, filter them against our current ICP hypothesis, add some flavor of firmographic, MORE INFO. Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks. more likely to hit quota.

Customers 22

Customers Tradeshows Technology Technology 22

SaaStr

APRIL 16, 2023

David Sacks : We’ve launched about September of ’08. Yammer was really launched entirely as a web page product. ” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers. We have account management.”

Start-ups 145

Start-ups Real Estate Networking Product 145

Sales Hacker

OCTOBER 7, 2021

Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. I managed a team of senior sales people and carried an individual quota. What is one a-ha moment you’ve had in your sales career?

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

DECEMBER 20, 2018

Bestselling author, speaker and consultant Jeb Blount talks about high-performance selling, customer experience, strategic account management, team building and skills training. Get valuable insight on demand generation, account management and the sales process. What are the most important elements of account management?

Cold Call 111

Cold Call Sales Up-sell Technique 111

Sales Hacker

OCTOBER 21, 2019

I was afraid of not making quota, losing to the competition, making an embarrassing blunder, and the list goes on. I have had a 15-year career where sales was always a key component, whether as a seller, an account manager, or as a leader of sales and post-sales revenue teams. And again, I know it’s made an impact.

Sales 97

Sales Up-sell Start-ups Cross-sell 97

Sales Hacker

JULY 17, 2019

There is a reason that star sales rep consistently hits quota. Instead of asking your boss for advice on how to get promoted, ask them if there are any projects you can work on to support them — and promise it won’t affect quota. If you want to become a sales manager, first be a sales superstar in your current role.

Promote 92

Promote Quota Sales Consult 92

Sales Hacker

NOVEMBER 10, 2020

We launched it last year. And in the summer, we launched our org paid product. I worked really hard in the first three months and hit quota somehow. Went from manager to manager, trying to learn different sales methodologies, which was a disaster. We hit 34 out of 36 quotas sweeping.” It was miserable.

Growth 97

Growth Finance Start-ups Drivers/motivators 97

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella.

Sell 104

Sell Territory Quota Up-sell 104

Highspot

JUNE 22, 2021

.” The summary close: where a salesperson summarizes the benefits of a solution to help the buyer visualize what they are purchasing, such as, “So we have premium services, superior integrations with your key platforms, and just eight weeks to launch in advance of your user conference.” Close Deals, Crush Quota.

Technique 82

Technique Negotiate Cross-sell Sales 82

Sales Hacker

APRIL 10, 2019

We’ve all experienced the agony of watching a quota-critical deal slip inexorably past end of quarter. Assures smooth handover by introducing account managers (or Customer Success) early, so buyers don’t feel like they’re thrown over the wall once the contract is signed. Builds trust by sharing your boss’s contact info.

Process 99

Process Contract Sales Up-sell 99

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 104

Sales Price Quota Start-ups 104

Heinz Marketing

SEPTEMBER 17, 2018

Do we want to have an account manager type, customer success account manager type hybrid role? Do we want to have an account manager type, customer success account manager type hybrid role? Do we want to keep these organizations totally separate?

Pipeline 69

Pipeline X-functional Sales Up-sell 69

Heinz Marketing

JANUARY 21, 2019

So, from seller specifically, I’d like to call myself a recovering seller because I don’t carry a quota in that way anymore, but because I vicariously get to sell through and with and alongside our global Salesforce but as well on our customer side as well, I’m pretty close to what our customers are doing.

Pipeline 74

Pipeline Sales Growth Technology 74

SaaStr

JANUARY 3, 2020

296: The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise.

Contract 12

Contract Price Commission Up-sell 12

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Loving our podcast content?

E-commerce 61

E-commerce Start-ups Product Price 61

Sales Hacker

MARCH 11, 2025

And we launched the Wednesday weekly report that hit the customer inboxes that summarized all that we did for them. Ellen Turchilla, you know, she challenged me and said, in addition to this executive level, you know, advisory board, I want to launch these regional user groups that she called rugs. And so we said, okay, well, this.

GTM 75

GTM Growth X-functional Referrals 75

Sales Hacker

MARCH 10, 2025

There was no structured playbook, no hiring blueprint, and certainly no quota capacity planning. We took a traditional account management role, turned it into a true sales function, gave them quotas, comped them like salespeople, and built a structured playbook. The launch of Default 2.0

GTM 69

GTM Construction Launch Quota 69