Iannarino

AUGUST 8, 2021

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. The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. No more pushy sales tactics.

Intrinsic 313

Intrinsic Quota Clients B2B 313

SaaStr

DECEMBER 1, 2021

On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). Great for sales reps looking to hit their quota. Mediocre sales teams don’t close much at the very end of the year. Because there’s no intrinsic reason for the customers to buy then.

Intrinsic 116

Intrinsic Pitch Contract Quota 116

SaaStr

DECEMBER 9, 2019

Great for sales reps looking to hit their quota. Mediocre sales teams don’t close much at the very end of the year. Because there’s no intrinsic reason for the customers to buy then. But the great sales team close an amazing amount at the end of the year. But why are customers in on it? I know some will.

Intrinsic 125

Intrinsic Pitch Contract Quota 125

A Sales Guy

AUGUST 28, 2017

If used correctly, the CRM is the by far the best tool you have to manage the entire sale, from contact to contract and therefore make you a better salesperson. You wouldn’t make quota unless you made the calls and set up the meetings. The more robust the current state is documented, the higher the probability of close.

CRM 125

CRM Sell Cold Call E-commerce 125

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. This is a stage where you might actually start having some renewal opportunities that need to get closed. So Michaela?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51