Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. It is impossible to identify anything more important than increasing sales win rates.

B2B 189

B2B Objectives and Key Results Pipeline Sales 189

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

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 223

Pipeline Quota CRM Clients 223

Iannarino

APRIL 18, 2023

The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers.

Closing 265

Closing Quota Gaming Clients 265

Sales Hacker

MARCH 10, 2021

As a sales leader, you want your sales reps to be the best they can be. However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. Key principles when designing your quota.

Quota 95

Quota Territory Profit margin Growth 95

STAR Results

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well, you need to give them the gift of focus.

Quota 279

Quota Sales Represent Start-ups 279

Veloxy

SEPTEMBER 22, 2022

Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Start selling faster, easier.

CRM 262

CRM Quota Sales Pipeline 262

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

FEBRUARY 28, 2022

Despite the growing use of Google Maps and Waze amongst field reps for getting from client a to client b, route planning has more to do with optimization and time efficiency than mere directions. What is a Field Sales Route Planner? Field Sales Route Planner vs. Google Maps: What's the Difference? Here’s why.

Territory 221

Territory Gambling Commission Quota 221

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. Instead, it lists the tactics our clients use at Veloxy. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Quota 77

Quota Sell Up-sell Sales 77

A Sales Guy

JULY 11, 2014

I can’t tell you how many sales people have the same shitty goal. With out fail, when I ask sales people what their goal for the year is, almost all say the same thing. Their goal is almost inevitably “quota.” Quota as an individual goal is a cop out. Quota is just that quota.

Quota 120

Quota Sales Clients Growth 120

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

AUGUST 25, 2022

There are many factors that cause sales stress. Pressure to hit quota. Sales is commonly ranked as one of the most stressful professions in the country. In addition to the intense and competitive work environment, sales reps and managers also have to juggle their work life balance and other commitments.

Sales 182

Sales Quota Contact Clients 182

Iannarino

AUGUST 8, 2021

The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. 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. No more pushy sales tactics. A Circular Argument.

Intrinsic 313

Intrinsic Quota Clients B2B 313

Sales Hacker

OCTOBER 4, 2022

In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost , founder of Culture With Us , which brings DEI-based immersive experiences to hybrid workplaces. How Virtual With Us secured large enterprise clients early and quickly [16:46]. Sam Jacobs: Welcome to the Sales Hacker podcast. Paying it forward [28:33].

Clients 84

Clients Hospitality Entertainment GTM 84

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play. The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

Veloxy

JULY 26, 2022

But does it apply to the world of sales? Sales has been around just as long as the golden rule , and some may say that the latter came about because of the former. People have always been quick to criticize sales for its occasional pushy tactics, manipulation, and sense of dishonesty. The Golden Rule and Sales.

Quota 173

Quota Sales Promote Technology 173

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Sales Hacker

MARCH 13, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Chief of Sales Insights at Serve Don’t Sell and host of the Modern Sales Podcast, Liston Witherill, shows you how to smash your quota by shutting up and listening better. Why talking too much is costing you big numbers of sales.

Quota 70

Quota Consult Up-sell Clients 70

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. We already know that AI technology can drive vehicles, but did you also know that it can drive sales? Minor Misconception on Sales AI. What are AI Sales Assistants?

Cross-sell 289

Cross-sell Sales Quota Pitch 289

Cerebral Selling

AUGUST 8, 2022

And in times of crisis, two things can happen: Fear and distraction give way to diminished revenue production, quota attainment, and rash decisions to leave for greener pastures (which we know don’t often exist). Your sales team are on the front line of economic, social, and political change. Re-align your sales motion to the market.

Sales 199

Sales Contract Clients Quota 199

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. How Much More Revenue Will I Make with High Velocity Sales?

Cross-sell 130

Cross-sell Sales Quota Contact 130

Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. Some of these titles aren’t even sales books. Let’s take a look. Get started 1.

Quota 86

Quota Closing Education Sales 86

A Sales Guy

APRIL 1, 2013

We’ve had our first chance to make quota. As sales leaders our job is to help our teams make the number. And, without knowing these 5 things, sales leaders won’t make their number. Was it aligned with goals and quota? Did the sales person do what they said they would do? We have 3 more chances left.

Quota 113

Quota Sales Up-sell Meeting 113

Tibor Shanto

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. By Tibor Shanto. Customer Value Management.

Objectives and Key Results 293

Objectives and Key Results CRM Sales Prospecting 293

Understanding the Sales Force

FEBRUARY 9, 2024

Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities. Using my process and tools, 92% of the salespeople our clients hire will rise to the top half of their sales teams.

Clients 77

Clients Quota Sales Process 77

Veloxy

JULY 14, 2023

Sales route planning has evolved beyond basic navigation and emerged as the key to unlocking unparalleled time efficiency and maximizing results in the field. In the dynamic world of field sales, simply getting from client A to client B is no longer sufficient. What is a Sales Route Planner?

Territory 130

Territory Gaming Drivers/motivators Gambling 130

Salesmate

JUNE 19, 2020

79% of marketing leads never convert into sales. That proves lead response time matters a lot in sales. Your leads don’t stay hot for long in the sales pipeline; they turn cold and slip through the crack. Statistics that prove lead response time matters in sales. It is crucial to stay on your toes in the sales world.

Quota 82

Quota CRM Pipeline Sales 82

Veloxy

DECEMBER 6, 2022

As a recession looms and consumer spending declines, sales leaders are under more pressure than ever to achieve their set goals, even at a time of economic uncertainty. In this guide, we’ll explore three steps that sales leaders should take to achieve these key goals and alleviate pressure in 2023. Sales Automation.

CRM 246

CRM Sales Represent Technology 246

A Sales Guy

FEBRUARY 20, 2014

What is the true secret to killing quota? It’s not good coaching or hiring the best sales team. The most valuable part of success and crushing quota is in the monitoring. It’s the ability of sales people to reflect on what they’ve been doing in order to inform them on future possibilities and objectives.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121

Veloxy

DECEMBER 28, 2021

Sales Managers are constantly under pressure to hit BIG numbers. While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Sales managers are paying close attention. Best for AI Sales: Veloxy ?

Non-Profits 200

Non-Profits Sales Inside sales Price 200

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity?

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

APRIL 11, 2023

Your sales and marketing teams may benefit from AI too. Besides creating emails or optimizing sales scripts, AI can automate mundane tasks, boost productivity, and ensure personalization. In this article, we’ll look at AI sales assistants and what to expect from them in the future. But they aren’t the only helpful solutions.

Pipeline 130

Pipeline Sales CRM Price 130

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 99

Quota Commission Networking Drivers/motivators 99

Sales Hacker

DECEMBER 23, 2019

Let’s dig into it and see how selling like a psycho(therapist) can help you counsel opportunities to close with these 3 sales psychology techniques. Sales vs Therapist. PandaDoc sales trainer, Patrick , recently posted on LinkedIn about how one of our top-selling reps has an average talk-to-listen ratio of 30:70.

Technique 72

Technique Quota Sell Clients 72