Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Salesforce

APRIL 2, 2025

The rep contacts the airline’s engineer, telling them, “Hey, you did a great job installing the software, but here are some features you missed. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.

Product 86

Product Territory Sales Price 86

Veloxy

NOVEMBER 29, 2021

Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Yet, how it can shape selling for your company can be revolutionary for you. So, when they get the contact, information from predictive analytics can make their sales presentations more powerful. What is a salesperson to do? Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 52

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. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. It’s that simple.

Closing 62

Closing B2B Sell Referrals 62

Salesmate

MARCH 23, 2021

Bottlenecks may arise when your team chases the wrong customers, or neglect the right ones at the right time, delays in-process activities, and letting go of upselling and cross-selling opportunities once the sale has been completed. Manual labor is nothing but a distraction from selling for your team. Cut down on manual work .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Understanding the Sales Force

APRIL 7, 2014

Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department. They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk. So where does consultative selling fit into that approach?

Inside sales 119

Inside sales Consult Sell Cross-sell 119

Hubspot

AUGUST 10, 2020

For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. For those who typically sell face-to-face, this could present unique communication challenges. What exactly are you selling, and how much do you know about it?

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Salesmate

DECEMBER 4, 2020

Create upsell and cross-sell opportunities. When you sell a service to your customers, they also look forward to getting something more later. According to a study, only 22% of companies that did not use mobile CRM met their sales quotas compared to 65% of those who use mobile CRM. Track entire customer journey.

CRM 128

CRM Service Finance Customer Relationship Management 128

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

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. This memorable and thoughtful gift successfully engages the point of contact, and they schedule a demo call.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesmate

JUNE 12, 2020

When given a practical view, the selling process is a lot more complicated than this. You lack a personalized selling strategy. Dashboards offer crucial insight into the ongoing sales process, deals, and the position of the contacts in the various stages of the sales pipeline. You are not selling to the decision-maker.

Closing 96

Closing Quota Cross-sell Pitch 96

Sales Hacker

JULY 25, 2022

Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. 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. Sales accepted opportunities.

Engineering 115

Engineering Objectives and Key Results Cross-sell Pipeline 115

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota. Year-over-year growth. Net Promoter Score (NPS).

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

NOVEMBER 16, 2021

Key features: Bulk add 2,500 contacts with a single click. Find emails and phone contact info from browser. It does this by allowing users to use the web to source new contacts, update existing connections, and find account data and signals in real-time. Contact management. Contact list management and export.

Lead generation 126

Lead generation Price Campaign Contact 126

Salesforce

SEPTEMBER 5, 2023

Successful upselling follows the same guiding principles as first-time sales: Yes, it helps you hit your sales quotas , but it should ultimately be a way to deliver value and help your customer achieve their goals. Instead of selling just one training session, I have the potential to sell four. Cross-selling looks different.

Cross-sell 72

Cross-sell Quota Up-sell Sales 72

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 101

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Its mobile business card scanner lets you easily capture contact information and import it directly into the CRM. The AI-powered data enrichment feature automatically updates your CMS with relevant contact properties.

Pipeline 130

Pipeline Sales CRM Price 130

Salesforce

OCTOBER 24, 2023

That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Value selling is a sales strategy that focuses on helping prospects solve problems while delivering positive economic and resource impact.

Sell 104

Sell Pitch Objectives and Key Results Cross-sell 104

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. AEs are held to quotas. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

SEPTEMBER 11, 2023

Including — the top mistakes founders make again and again as they cross $10m ARR. It all goes down when you hire a VP of Sales that doesn’t really sell themselves, a VP of Eng that doesn’t really commit code themselves, a VP of Marketing that doesn’t really do demand gen or ABM themselves. Here they are.

Cross-sell 125

Cross-sell Niche Start-ups Engineering 125

Hubspot

SEPTEMBER 27, 2019

How much revenue is generated by each product, product line, or service that you sell. cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of Res Attaining 100% Quota. How many representatives on your team are attaining 100% of their quota. Revenue per Sale. Revenue by Product.

Territory 99

Territory CRM Sales Cross-sell 99

Hubspot

FEBRUARY 24, 2021

A contact is an individual person. Link contacts to deals. If you’re selling to businesses, you also want to keep track of which contacts and deals are linked to which organizations. For example, you might associate 10 different contacts and three different deals to a single company. CRM Terms to Know. Deal Stage.

CRM 91

CRM Contact SQL Cross-sell 91

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. Having a goal of selling more is great, but what will actually allow you to sell more? Combatting missed revenue growth for second-stage startups.

Growth 115

Growth Assembly Line Cross-sell Engineering 115

Hubspot

MARCH 19, 2022

He told me the following five metrics are the ones that matter most to ensure you're meeting your quotas: Cold leads approached (number of emails sent, cold calls done, demos booked). Time spent selling (measured using call times of sales calls). At Ally.io, I don't see that because we have OKRs that are bigger than hitting quotas.".

Objectives and Key Results 93

Objectives and Key Results Cold Call Quota Sales 93

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Facilitate regular cross-departmental meetings, collaboration, and communication to keep everyone on the same page.

Cross-sell 93

Cross-sell Technology Technology GTM 93

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 69

Cross-sell B2C Sales CRM 69

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. 5 Benefits of CRMs Customer data management. Sales reporting.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Heinz Marketing

APRIL 18, 2022

This week’s show is entitled, “ Future-Proof Demand Strategies That Work “ and my guest is Eric Stockton , VP of Demand Generation at Constant Contact. Best practices as well as cautionary tales, excited today to have the VP of DemandGen and Constant Contact. You can even ask Siri, Alexa and Google! How are you, Matt?

Pipeline 97

Pipeline SQL Contact Sales 97

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Regardless of how this prospect came to know the brand or to submit their first ‘contact us’ form or if a rep reached out, you can see what of the marketing activities influenced revenue. We can cross-sell.

Cross-sell 99

Cross-sell Clients Growth Up-sell 99

Hubspot

APRIL 2, 2018

This will be my last attempt at contacting you.". "If Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. This ensures you never sell your company or your prospect short. This will be my last attempt at contacting you.". "If

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

criteria for success

MARCH 11, 2020

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. While selling, it's easy to lose yourself in the logistical details of the deal. When handling objections at the close, ask questions like “How would a failure to meet your quota impact your job?”

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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 85

Quota B2C Strategize Transportation 85

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 77

Sell Territory Cross-sell Strategize 77

Martech

SEPTEMBER 25, 2023

The company had just made its full-year quota in the first half of the year and the champagne was flowing. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. This boosts cross-selling and upselling opportunities.

A/B testing 127

A/B testing Tradeshows Finance Cross-sell 127