Veloxy

JUNE 8, 2022

It is actually the visual snapshot of where a prospect is in the sales process. The pipeline shows how many deals salespeople are expected to close in a given week, month or year as well as how close a particular rep is to hitting their sales quota. 2: Automation. This is where automation comes to the rescue.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

The 5% Institute

JUNE 8, 2023

Are you looking for a sales position (or have an interview booked in), and want to learn how to close a sales interview? Sales interviews are not only about showcasing your skills and experience but also about demonstrating your ability to close deals and generate revenue for the company. If so – read on to learn exactly how.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Sales Hacker

JUNE 24, 2021

Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. Radio silence from your prospects at the close stage could be caused by the fact that they haven’t seen the documents your reps sent.

Closing 109

Closing Contact Sales Follow-up 109

Sales Hacker

JULY 22, 2021

Marketing teams find it hard to accept that all those opportunities they worked so hard to create failed to close. Usually, SLAs describe the number of leads that the marketing team needs to generate, lead quality, or quota salespeople need to reach. Sign the contract. An SLA is a contract. Divide your sales quota.

SQL 109

SQL Quota Contract Objectives and Key Results 109

Veloxy

FEBRUARY 15, 2024

On the other hand, The Sales Engagement Podcast focuses on engaging prospects effectively, offering a different perspective to the sales process. The Hardcore Closer Podcast The Hardcore Closer Podcast with Ryan Stewman offers modern sales techniques to boost leads, close rates, and sales across industries.

Gaming 233

Gaming Sell GTM Technique 233

SalesLoft

AUGUST 18, 2017

Maybe the account is in another contract, going through changes in management, or they “just can’t make it happen right now.”. If you stopped pursuing all the accounts that went dark or put you off, you’d miss out on a majority of your quota. Set up a cadence specifically to re-engage your prospects. Take it Slow.

Prospecting 52

Prospecting Closing Contract Quota 52

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. Prospect: Hi, who’s this? Prospect: I was just heading out the door… Sales Rep: Not a problem. If the customer is a business, this may include new clients, new hires, new contracts, etc.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Prospecting 77

Prospecting X-functional CRM Contact 77

Veloxy

AUGUST 31, 2023

Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

OCTOBER 29, 2020

The science of it relies on the psychological triggers you can leverage to land more contracts. The trick to closing more deals — and stacking the deck in your favor — is finding the balance between art and science of language in sales. Be as specific as possible with the tangible benefits your prospect will receive.

Closing 88

Closing Pitch Trust Contract 88

Partners in Excellence

FEBRUARY 28, 2024

I also never “carried a quota”. I saw the main purpose of this process in minimizing the risk for the customer’s evaluation team of being accused for having wasted money on a project that eventually did not provide the expected outcomes So, emotional aspects (fear) had priority over the rational aspects for awarding the contract.

Customers 123

Customers Contract Consult Electrical Engineering 123

Sales Hacker

MAY 26, 2020

With so much uncertainty in the market, the race is on to meet quotas , convert leads, and prove ROI like never before. Here are eight ways to gain and maintain close relationships with prospects , even during a pandemic. Hint: Don’t have time to write 50 handwritten notes to your top prospects? Keep it old-school.

Prospecting 71

Prospecting Entertainment Quota Closing 71

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesforce

FEBRUARY 16, 2024

The lure of higher commissions can motivate staff to increase sales activities and close more deals. It’s one of the only roles where not meeting your quota will put you at risk of losing your job. Learn more What is sales commission? Provide incentives: Commissions incentivize salespeople to generate more revenue.

Commission 104

Commission Territory Quota Drivers/motivators 104

Hubspot

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Will they sign today?

Negotiate 83

Negotiate Contract Price Prospecting 83

Hubspot

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Set a goal.

Quota 84

Quota Strategize B2C Transportation 84

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. See how Sales Enablement can guide sellers to better, faster close rates.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

NOVEMBER 8, 2023

You have to lead the team, live up to the values, hit quotas and targets, and make money. Your average sales quota is $1M. Three moments when they scaled too fast include: Assuming an Enterprise opportunity for CS after closing only one Enterprise deal. For the Enterprise deal, they closed their first gigantic deal at $2.6M

X-functional 97

X-functional Contract Growth Quota 97

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. You don’t want to mark them Closed/Lost quite yet. Out of nowhere, your prospect vanishes. 4 Reasons Why BDRs & SDRs Get Ghosted by Their Prospects.

Prospecting 94

Prospecting Pipeline Closing Technique 94

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. And also share stories from closed deals. The first 2 reps you will know what they say to prospects. Listening to their calls is even better, but this is a close second. And 8 others?

Quota 136

Quota Contract Prospecting Pipeline 136

Sales Hacker

APRIL 10, 2020

In it, Chief Strategy Officer and Sales Leadership Coach at Alice Heiman, LLC, Liz Heiman, shows you how to ask the right questions to close even your toughest deals. 10 Tough Questions to help you close. Prepare for the close (09:17). ? Asking the right questions to close the deal is what we’ll be talking about today.

Closing 73

Closing Contract Meeting Process 73

Lead Fuze

NOVEMBER 30, 2021

8 Ways in Making Human Connections With Prospects (Even From Home). With so much uncertainty in the market, companies are working harder than ever before to meet quotas and prove their worth. Your prospect’s inbox is flooded with the same messages and topics that other companies are talking about. Do the Old-school Way.

Prospecting 52

Prospecting Commission Drivers/motivators Contract 52

Gong.io

NOVEMBER 17, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. That’s because the holiday season is the most challenging time of year to close business. . It’s a nightmare for sales teams because quota never sleeps. . And you can forget about a signed contract in your stocking.

Sell 62

Sell Contract Quota Up-sell 62

PandaDoc

APRIL 3, 2023

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. Then, the idea is to assign a percentage representing the closing probability.

Pipeline 98

Pipeline Legal Quota Sales 98

Hubspot

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. Closing only once.

Closing 99

Closing Negotiate Legal Sales 99

SaaStr

FEBRUARY 28, 2022

Hire a director+ of sales ops to take the administrative side of sales off the plate of folks that should opening and closing. Have sane quotas. Make sure the majority of your reps can hit quota. You have to put your precious leads in the hands of reps that can actually close them. As more of those leads close.

Quota 98

Quota Sales Contract Start-ups 98

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. But the great sales team close an amazing amount at the end of the year.

Intrinsic 122

Intrinsic Pitch Contract Quota 122

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. These include blaming others for missed numbers, dropping quota attainment, top reps leaving, making unrealistic plans, declining revenue retention, and showing fear.

Price 94

Price Contract Territory Growth 94

Salesforce

JUNE 7, 2022

The majority of their days get bogged down by housekeeping duties, such as logging customer information and manually building quotes and contracts. Get the Think Outside the Quota newsletter for the latest and greatest sales content. They’re incentivized to close revenue.”. It doesn’t have to be that way. Sign up now.

Sell 98

Sell Finance Contract Quota 98

Hubspot

JUNE 8, 2022

Prospects are on vacation. Here are a few key takeaways: Closing Deals. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years. The data is clear — businesses experienced more deal closings, but less traffic last summer than in pre-pandemic years. Calls go unanswered.

Quota 88

Quota Construction Manufacturing Transportation 88

SaaStr

OCTOBER 25, 2021

.” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. I’ve seen a few exceptions, and personally closed Google after a year-long unpaid pilot. And it was early.

Price 116

Price Contract Referrals B2B 116

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. And that’s a very good thing for reps looking to beat quota. Use them to help you build your relationships, close more, and ultimately, beat your sales targets. But not always. The next step?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Veloxy

JUNE 23, 2021

On the flip side, inside sales is handled remotely without face-to-face interaction with prospective buyers. These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems. What Positions Make up an Inside Sales Team? 2: Sales Development Reps.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

APRIL 27, 2023

SDRs are responsible for outbound prospecting. SDRs usually do this by cold-calling or cold-emailing the prospects. The SDR then gives prospects a quick rundown of what the product is and what it can do for them. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs).

Account management 76

Account management Commission Contract Sales 76

SaaStr

JUNE 12, 2022

There was one thing prospective sales reps would say in an interview that always chilled my spine. If you’re a SaaS sales rep with a $500k annual quota, doing $5k ACV deals … you have to close 100 deals a year. And you know what those guys close? WebEx-type environments). ” Sigh. And 2,000+ calls.

Commission 101

Commission Customers Contract Quota 101