Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. And that’s a very good thing for reps looking to beat quota.

Gaming 95

Gaming Cross-sell Referrals CRM 95

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. If the buyer is analytical, they are likely to ask more questions or make “objections”, because they are dotting I’s and crossing T’s. 6 Tips for Handling Objections at the Close. How to Sell Anything to Anyone.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

SaaStr

NOVEMBER 30, 2023

Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company? Or, if you’re $10M, look for someone with $250M of quota responsibility on their team, even if they didn’t hold the title of CRO or Head of Sales. Over 50% of revenue is generated by existing customers through upsell or cross-sell.

Go To Market 95

Go To Market GTM Cross-sell Growth 95

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. CRM adoption and doubling selling time are the most popular starting points for our clients.

Cross-sell 130

Cross-sell Sales Quota Contact 130

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. Upskill and cross-train your teams. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.

Quota 91

Quota Cross-sell Objection handling Up-sell 91

Salesforce

AUGUST 24, 2023

Cross eyes. Automatically create sales dashboards to visualize your data Hit your targets with data-driven selling guidance built directly into your CRM. Fill in cell. Update column. Rinse, repeat — 10 times a day. Sound familiar? See how it works What is a sales dashboard? Here are the seven I use the most: 1.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. When you can access Salesforce from anywhere on any device, you can automate and eliminate up to 95%, or 1,200 hours, of non-selling activity. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” This is much more powerful than simply saying your team closed $500k in sales. If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments.

Contract 62

Contract Quota Objectives and Key Results Sales 62

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

DECEMBER 7, 2023

If you decide you want to hit 110%, 120%, or 150% of your quota, commit to doing the necessary activities to reach that number. Review your year-to-date quota attainment to gauge where you stand today, and calculate the number of customers you have to sign to hit your goal based on your historical deal size and velocity. Set a goal.

Quota 83

Quota Strategize B2C Transportation 83

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. After you close a deal, you learn a lot about your customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. Early sellers are meeting quotas. Being truly cross-functional.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

Highspot

OCTOBER 11, 2023

It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals. Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Hubspot

APRIL 1, 2024

Salespeople said inbound lead flow was worse than it was a year before at every one of these companies And directly or indirectly related, quota attainment rates were down year-over-year , as well. Budgets were inflated and inbound leads were plentiful, which created a distorted view of what it’s like to sell. That’s all changed now.

Cross-sell 57

Cross-sell CRM Referrals Up-sell 57

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Selling?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

Partners in Excellence

JULY 13, 2021

Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? Close to 25% of the deals they had forecast winning, they actually lost (Hmmmmmm)! They scrambled to find new opportunities they could close quickly (e.g. We could actually sell more!

Cross-sell 121

Cross-sell Quota Closing Gaming 121

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. For sellers, that means guidance at every stage of the deal — who to reach out to, what to say, and what to sell.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Veloxy

NOVEMBER 29, 2021

Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? In addition to improving your chances of closing more deals, predictive sales analytics also improves the customer experience by delivering the right engagement, with the right content, at the right time, every time. What is a salesperson to do?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Gong.io

OCTOBER 19, 2021

More specifically, it wants to onboard new sellers as quickly as possible, and ensure that onboarded reps earn more and more closed-won deals. They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . Why is ramp time so critical for new reps?

Quota 164

Quota Sales Strategize Objection handling 164

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs.

Technique 52

Technique B2B Cross-sell B2C 52

Hubspot

AUGUST 22, 2022

Selling by offering a solution rather than pitching a product/service is key to sales pros. Goal 1: Exceeding Sales Targets and Quotas. Of course, the strategies used will depend on whether they sell B2B or B2C, so let’s dive into how B2B sales professionals are getting ahead first, then take a look at the top B2C strategies.

Cross-sell 59

Cross-sell B2C CRM Quota 59

Hubspot

APRIL 1, 2019

So, let’s hone that skill with 14 simple sales presentation techniques that communicate an irresistible narrative and get buyers to close. If you want to see how closely your buyer paid attention to your deck, start your call with, " Based on the information in the deck I sent, where should we start? ". Sales Presentation Techniques.

Presentation 100

Presentation Technique Closing Sales 100

SaaStr

NOVEMBER 14, 2023

It’s a very customer-oriented approach — you pay for what you use, and closing a deal is the start of a journey. It’s unlike the old world, where you can sell a deal and walk away. Driving Nurture & Growth What if you want to focus on nurturing and growing your customers, driving product adoption, and cross-selling?

GTM 65

GTM Quota Sales Cross-sell 65

Hubspot

OCTOBER 19, 2017

Percentage of sales team hitting quota. 1) Percentage of sales team hitting quota. Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. As a rule of thumb, your quotas are likely unrealistic if less than 60% are hitting. 4) Revenue.

Quota 90

Quota Cross-sell Contract Negotiate 90

Salesforce

SEPTEMBER 19, 2023

To a sales leader, growth is narrow: Hit quota. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells? What does a chief revenue officer do? Here are the fundamental responsibilities of a CRO.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Gong.io

DECEMBER 14, 2022

A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . A sales objective is not the same as a quota (although some quotas can also be sales objectives). They: Give direction. Create accountability.

Objectives and Key Results 62

Objectives and Key Results Quota Profit margin Cold Call 62

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. One of them sells $50k, and the other two $40k and $30k, respectively. As a team, they generated $120k, exceeding the established quota of $100k. Sometimes, a commission can be paid when a result close to the intended goal has been met.

Commission 52

Commission Territory Quota Legal 52

Salesmate

DECEMBER 7, 2020

The more opportunities in your sales pipeline, the better are your chances of achieving the sales quota. There is no point casting the net wide and selling to everyone. Collaborate for the best – Work closely with the marketing team . Don’t miss out on any opportunity – Cross-sell your product .

Pipeline 85

Pipeline Cross-sell Referrals Sales 85

Sales Coach Dew

MAY 24, 2021

Decision-makers are traveling and offices are closed. When a holiday rolls around, you can’t hit your weekly quota, and suddenly you’re playing catch-up. For any year, you can cross off four weeks right from the start: Fourth of July. That’s why we divide our annual goals by 46 (not 52) to get our weekly quotas.

Quota 52

Quota Cross-sell Technique Sales 52

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. In the early days of sales enablement, many organizations created and delivered programs – and then crossed their fingers and hoped for the best. Today’s uncertain economic climate only complicates matters. Process, Framework and Tools.

Quota 88

Quota Strategize Cross-sell Commission 88

SaaStr

MAY 27, 2021

Once they do, the founder can attend meetings and use their passion and intel of the product to sell. . And the founder will be the voice of the company and passionate brand champion closing those initial deals. . They don’t close business. A Quota-Carrying Sales Representative. To be clear, SDRs are not salespeople.

Pipeline 69

Pipeline Quota Represent Cross-sell 69

Sales Hacker

JULY 25, 2022

Before a new customer deal can close, an SDR has to find that customer. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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. This structure is relatively rare in selling organizations.

Commission 90

Commission Quota X-functional Non-Profits 90

Gong.io

SEPTEMBER 29, 2022

This helps your team prioritize certain leads based on their likelihood of closing. And at the end of the day, you’re selling to a person. Are you still relying on traditional processes to close deals? Productive sales teams ultimately close deals. The global pandemic accelerated the shift toward remote selling.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. Here’s how I recommend leveraging this proven sales approach to make existing customers even happier and get you to quota faster. What you’ll learn: What is cross-selling? See how it works What is cross-selling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell.

Cross-sell 93

Cross-sell Account management Clients Growth 93

Partners in Excellence

JULY 27, 2021

Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? Close to 25% of the deals they had forecast winning, they actually lost (Hmmmmmm)! They scrambled to find new opportunities they could close quickly (e.g. We could actually sell more!

Cross-sell 68

Cross-sell Quota Closing Gaming 68