Iannarino

APRIL 18, 2023

These large clients have greater needs, spend more money, and meet with multiple sales organizations. Winning one enterprise-level deal can retire your quota for the year. The strategies you might use when pursuing a small or average-sized company cannot help you win large clients.

Closing 278

Closing Quota Gaming Clients 278

Hubspot

SEPTEMBER 6, 2024

With so many different initiatives competing for your prospects’ limited attention, it’s essential to close deals quickly and efficiently while the problem they want to solve is fresh in their minds. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Sales 80

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. But setting realistic, achievable, and clear goals that are based on data is the foundation for meeting your targets. Getting stuck on YTD sales.

Meeting 66

Meeting Pipeline Quota Sales 66

Partners in Excellence

OCTOBER 2, 2024

O Meetings are critical to achieving our performance goals! It is through these meeting, whether F2F, virtual, phone, that we engage our customers, helping them navigate their buying/problem solving process. So it stands to reason, that more meetings would drive higher levels of performance.

Meeting 139

Meeting High impact Quota Start-ups 139

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! Get ready to impress more buyers and get more meetings. In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

SaaStr

JUNE 5, 2025

If you dont have a repeatable sales process or at least two reps hitting quota, youre not ready. You need to figure out the basics yourself firstclose the first deals, build a small team, and hit some traction (ideally $1M ARR or close to it). Meet potential candidates even before youre ready to hire.

Quota 94

Quota Sales Up-sell Closing 94

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Reps don’t ask many questions in team meetings.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Understanding the Sales Force

MAY 30, 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. Thats only a 7% difference from the group that doesnt hit quota.

Quota 69

Quota Drivers/motivators Sales Up-sell 69

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. What is in your pipeline should meet specific and defined criteria. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. Take closed ended questions, most people have bought into the myth that they are bad. It’s an easy way to book more meetings and win more business. By Tibor Shanto. Questions For More Than Info.

Appointment 274

Appointment Quota Prospecting Education 274

SaaStr

JANUARY 8, 2025

So instead of just thinking about bookings targets and bookings attainment in meetings, she brought revenue focus into every cadence of running the business. That meant weekly business reviews, measuring it at each segment, the team level, the individual level, and looking at bookings to revenue conversion more closely.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

Veloxy

DECEMBER 9, 2024

Show your team how these features can do the following: Save time with AI for sales Close deals faster Improve their performance The more value they see, the more they’ll use it. How does it help them close more deals? Generate reports showing which team members are updating their records and meeting data-entry standards.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. 5 Interesting Learnings from Toast at $1.1

Quota 55

Quota Territory Referrals Strategic partnership 55

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. Understanding product-market fit Product-market fit occurs when a product meets the needs of a specific market and is widely accepted.

GTM 104

GTM Product Strategize Drivers/motivators 104

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Hubspot explains how to set up video for sales meetings. Wrap TouchPoints Around Meetings. 10 Steps to Building a Virtual Selling Team.

Sell 317

Sell Education CRM Up-sell 317

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

APRIL 7, 2022

But what I’ve seen anecdotally, BenchSights now has data on now: higher OTEs and OTE inflation is coupled with higher quotas. Put differently, while OTEs are up 10%-15% on average year-over-year … so are quotas. So AEs are having to close more to justify their higher OTEs. But So Have Quotas.

Quota 108

Quota Meeting Presentation Closing 108

Sales Hacker

JULY 26, 2021

The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Perfecting cold calling practices: Sales reps should never pitch or push for a meeting right away. Step 3: Click on the Zoom link.

Quota 130

Quota Cold Call CRM Sales 130

Veloxy

SEPTEMBER 22, 2022

Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons. First , quota is set too low to accommodate for sales process inefficiencies. This is why sales reps experience high turnover and workplace stress.

CRM 262

CRM Quota Sales Pipeline 262

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. How well does that solution meet your reps’ needs? Close the Sale. Prospect: Yes.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, that’s not enough for your sales reps to close deals consistently. With the right people promoting your brand, you won’t have to focus on discounts to close prospects.

Product 246

Product Territory Objectives and Key Results Sales 246

Salesmate

NOVEMBER 25, 2020

It is undoubtedly disheartening when you fail to achieve your sales quota at the end of the month or quarter, isn’t it? Here is how you can successfully close them. Yes, you have high pressure to meet the sales quotas, but you need to stay calm and take each step smartly. Win more deals with these 7 sales hacks.

Closing 128

Closing Pipeline CRM Quota 128

Hubspot

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. A lead meets a company’s qualification criteria (like BANT ) to be added to a company’s deal forecast. Segment leads based on how close they are to how you define an ideal prospect.

Territory 83

Territory Cold Call SQL Campaign 83

SaaStr

NOVEMBER 28, 2022

So it’s the season where there are … some tough board meetings. Then, expect a tougher board meeting than you’d like. Even if that’s all board meetings were for 2021 and into early 2022. Help everyone see the context. “Yes, it was a tough quarter on sales, but Linda and Jill hit 120% of quota.

Meeting 116

Meeting Quota Growth Presentation 116

RingDNA

MARCH 26, 2025

LinkedIn is no longer a nice to have in 2025, whether you’re a CEO shaping your company’s vision, a COO optimizing processes, or an SDR hustling to hit quota. Would you show up to an important meeting wearing shorts and a Panama hat? It’s no longer just who you know—LinkedIn lets you easily meet who you need to know.

Closing 62

Closing B2B Sell Referrals 62

Sales Gravy

APRIL 24, 2025

Are you hesitating at the close? Soft closes? The ultra-high performers Ive seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. The Sales Leader You coach your team, run the numbers, and lead the meetings. Youre missing quota again. Are you hesitating at the close?

Sports 98

Sports Referrals Sales Pipeline 98

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

Salesforce

NOVEMBER 17, 2023

Whether it’s your first time planning a sales meeting agenda or your 100th, this time is yours to connect with and support your team. As a sales leader, meetings with your whole team of reps can be a valuable health check for your business — but they can also waste salespeople’s valuable time selling.

Meeting 105

Meeting Drivers/motivators Sales Quota 105

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. This interconnectivity helps sales teams optimize their workflows and dedicate more time to what matters most: building customer relationships and closing deals.

Product 130

Product CRM Price Objectives and Key Results 130

RingDNA

APRIL 11, 2025

As an example, there may be reps who spend less time on calls but are more efficient at booking meetings and moving deals forward. Value: More conversations each day virtually always correlates with higher quota attainment. What it Measures: The total number of dials divided by the number of deals that close as a result of those dials.

Quota 62

Quota Sales Pipeline Contact 62

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. “Why aren’t they meeting those goals? What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? “Where are they struggling? ” I ask.

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

Gong.io

SEPTEMBER 17, 2021

Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. The reason most deals don’t close is misalignment. This is where asking the right sales closing questions comes in. Which steps will get us to close. Where they stand.

Closing 118

Closing Sales Cold Call Legal 118

Understanding the Sales Force

MARCH 16, 2025

The truth is that even the most media-rich, entertaining, engaging, memorable sales training can’t come close to holding people’s attention when compared to a series like “24.” Salespeople who don’t buy-in should be replaced if they are also guilty of not meeting or exceeding quota.

Growth 90

Growth Sales Entertainment Quota 90

Sales Gravy

MARCH 13, 2025

How many times have you gotten to the meeting but your pitch fell flat? You tap into your customers pain points and you close. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. They couldnt make quota. Its not your product or your pricing. Translation: No sale.

Quota 56

Quota Pitch Sales Prospecting 56

Veloxy

MARCH 28, 2022

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. Inside sales reps have a unique challenge since they don’t meet with the customers face-to-face. Meet quota goals. Close deals. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. We meet a couple of times each month to chat through all kinds of timely topics and on that day, we tackled strategies for motivating your team at year-end (something top of mind for everyone). It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

SaaStr

MARCH 29, 2025

You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. And Get Them Both Hitting a Basic, Sustainable Quota. One rep might excel at outbound prospecting, while the other might be better at closing inbound leads. You Never Get to Leave Sales.

Commission 73

Commission Objection handling Quota Sales 73