Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

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. Questions come in many styles, each suited to different pieces of the puzzle that make up the entire picture. Take closed ended questions, most people have bought into the myth that they are bad.

Appointment 274

Appointment Quota Prospecting Education 274

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. 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.

CRM 262

CRM Quota Sales Pipeline 262

Sales Gravy

APRIL 24, 2025

Are you hesitating at the close? Inconsistent follow-ups? Soft closes? The ultra-high performers Ive seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. The ego stays in check, the mindset stays sharp, and the momentum stays up. Youre missing quota again.

Sports 98

Sports Referrals Sales Pipeline 98

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. 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 114

Objectives and Key Results Growth Engineering Quota 114

Tibor Shanto

FEBRUARY 8, 2022

With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more you manage it, honestly, the more consistently you will exceed quota. They get all wound up when they get a scouting call. Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Eighty percent of the prospecting sales force is under 25 years old. Today’s sales processes.

Quota 130

Quota Cold Call CRM Sales 130

SaaStr

OCTOBER 5, 2021

We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems, and on why you need to manage out your worst reps (because leads are precious). A great rep often literally closes 9x more than a poor rep. In fact, it can harm close rates. Like clockwork.

Closing 145

Closing Quota Pitch Gaming 145

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads.

Product 246

Product Territory Objectives and Key Results Sales 246

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

SaaStr

APRIL 2, 2025

rep good at one product can fail at selling another. Not all reps can work with the limited support, onboarding, and training you get at a start-up. They may not immediately hit quota (few do). But they find a way to close something relatively early. Only the outliers will hit a full quota in their first quarter.

Quota 64

Quota Sales Gaming Closing 64

SaaStr

OCTOBER 30, 2021

We came up with a list of 30 companies that I felt had potential, and I wrote targeted emails to each of the founders. I sent cold emails and LinkedIn messages and ended up with nine interviews. We worked in a small office above a smog shop on 4th Street, had a handful of customers, and 100k in ARR closed by our CEO.

Closing 111

Closing E-commerce Customers Quota 111

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. MQLs that your sales team has vetted and identified as worthy of direct follow-up. Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs).

Territory 83

Territory Cold Call SQL Campaign 83

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. 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.

Closing 118

Closing Sales Cold Call Legal 118

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 128

Closing Sales Contact Follow-up 128

Sales Pop!

JUNE 23, 2023

I learned computing technology within the mindset of Steve Jobs, and therefore adopted his philosophy: “It takes a lot of hard work to make something simple, to truly understand the underlying challenges and come up with elegant solutions.” Everything about cryptocurrency—buying, selling, exchanging—is terribly complicated.

Technology 246

Technology Technology Pipeline CRM 246

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Year-end can be the most exciting time in sales. It can also be the hardest. Next year may be even more so.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

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. Transaction milestones should meld the prospects buying process with the vendors selling process. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

APRIL 30, 2025

Tools like Gong can provide insights into call quality, follow-ups, and adherence to best practices. Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Reps who get just three hours of coaching per month can increase close rates by 70%. Are you losing deals at a specific stage? If so, why?

Cross-sell 68

Cross-sell Pipeline Legal Contract 68

Understanding the Sales Force

FEBRUARY 1, 2025

If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota. Pretty amazing, isn’t it? The same concept derails salespeople too.

Drivers/motivators 114

Drivers/motivators Sales Quota Pipeline 114

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. Join us to learn how you can level up your EQ. You’ll learn: Why women achieve 8% higher quota attainment than men. What happens when you sell with emotion. Guests share which soft skills they rely on most to close more revenue.

Quota 94

Quota GTM Strategize Up-sell 94

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Sign up now Thanks, you’re subscribed!

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. Lets dive in. Double Sales Productivity in only 1 Minute. See our case study here.

Product 130

Product CRM Price Objectives and Key Results 130

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 71

Commission Objection handling Quota Sales 71

Veloxy

MARCH 28, 2022

Authentic Cold Calling: The Path to Fearless, Effective Cold Calling Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling The Secrets to Cold Call Success: Close More Business in Less Time than Ever Before Cold Calling Techniques (That Really Work!) In some cases, they might even sell from their home office.

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Salesforce

JULY 6, 2023

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. How it made Richardson a better seller: “The Toltecs didn’t sell enterprise software, but these principles help me every day,” she said. It’s how you show up.

Quota 86

Quota Closing Education Sales 86

Sales Gravy

APRIL 3, 2025

At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this quarter? If you missed quota, chances are you played it too safe. Nows the time to shake up your own sales routine and adopt the practices of Ultra High Performers. Did you crush your numbers?

Cold Call 58

Cold Call Quota Sales Follow-up 58

Highspot

MAY 26, 2025

Is training translating into closed deals? For example, it can show whether a sales methodology training leads to more closed deals or if a coaching session improves rep confidence, providing new insights for early intervention. For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Veloxy

JUNE 8, 2022

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. But since your conversion rate from leads to sales is 10%, then you can expect to close only $100,000 worth of new business. 2: Automation. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Veloxy

NOVEMBER 22, 2022

If you’re experiencing low login and usage rates, then your two clearest problems are as follows: Salesforce isn’t making your rep’s life easier Salesforce isn’t helping your rep’s sell more When you put yourself in a salesperson’s shoes, they’re probably right. How much higher would your confidence level go up?

Non-Profits 264

Non-Profits CRM Contact Consult 264

Veloxy

DECEMBER 28, 2023

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. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Understanding the Sales Force

APRIL 14, 2025

Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. Thats a “start from scratch” hunting job and average to worse selling capabilities just won’t help a new salesperson get that hunting job accomplished! That Dont Impress Me Much!

Quota 69

Quota Sales Up-sell Price 69

SaaStr

AUGUST 7, 2020

A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. It does mean a well-oiled machine that hires strong reps of all backgrounds, and gets them the help and training so they can scale up and succeed.

Quota 145

Quota Promote Up-sell Closing 145

SaaStr

SEPTEMBER 9, 2022

Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k. More or less. Then ultimately, no one is happy.

Commission 137

Commission Quota Sales Closing 137