Veloxy

JUNE 8, 2022

However, manage it poorly and you’re looking at stuck leads and conversion drops. The technology available today allow sales teams to maintain a healthy pipeline and continually move leads on to the conversion stage. For instance, you could have a pipeline worth a million dollars in contract value. 2: Automation.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Sales Hacker

JANUARY 23, 2018

Mistakes during your sales conversations cost you deals. That means you can’t afford to slip up during sales conversations. has analyzed sales conversations with machine learning and AI for nearly two years. Don’t be one of the below-quota salespeople who makes these mistakes. Pitching rather than conversing.

Conversion 106

Conversion Price Sales Gaming 106

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota.

Commission 52

Commission Quota Represent Sales 52

RingDNA

APRIL 11, 2025

What it Measures: The total number of attempts a rep makes to call prospects in a given day Value: Many sales organizations have a dialing quota since more dials can equate with more meaningful sales conversations and revenue. Conversations Per Day Key Question it Answers: How efficient are your reps at connecting with prospects?

Quota 62

Quota Sales Pipeline Contact 62

Sales Hacker

FEBRUARY 3, 2025

If demand gen slows, conversion rates drop, or outbound outreach hits a wall, these bets ensure we have new growth drivers ready. A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens. “If you lose a top performer, their quota still needs to be met.

GTM 65

GTM Objectives and Key Results Quota Real Estate 65

SaaStr

JUNE 4, 2025

Your sales reps are drowning in tasks that have nothing to do with selling: Data entry and CRM hygiene Proposal generation and customization Meeting scheduling and follow-up coordination Lead qualification and research Activity logging and reporting Contract management and renewal tracking All necessary. All time-consuming. The result?

Follow-up 88

Follow-up CRM Pipeline Territory 88

Engage Selling

MAY 3, 2013

A sales forecast is a forward planning tool for budgets and spending, and measuring KPIs around lead conversion success, such as the cost per lead, can help you budget appropriately and accurately predict your revenues. Cold lead to qualified ratios with conversion rates. Lagging indicators: Revenue and quota focused KPI.

Contract 99

Contract Quota Pipeline Sales 99

Hubspot

OCTOBER 19, 2017

Percentage of sales team hitting quota. Conversion/win rate. 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. Review your quota-setting methods; you may want to increase your targets.

Quota 101

Quota Cross-sell Contract Negotiate 101

Hubspot

AUGUST 27, 2012

Take a look at our conversation, and find some more resources at the end of this post that helps address the issues we discuss. No conversation is even necessary, just the thought: “If Lisa can do it, I can do it.” Should executives be making a push to fill a "gender quota"? Great question -- and certainly controversial.

Quota 78

Quota Sales Territory Government 78

Hubspot

JUNE 16, 2025

Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' Maintained a 90% client retention rate, securing $1M in contract renewals.’ By doing this, they turned a cold pitch into a consultative conversation,” Wickett says.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Sales Hacker

JUNE 16, 2021

This explanation from Roderick Jefferson sums it up well: “Sales enablement is centered around getting the right people in the right conversations with the right decision-makers in the right way.”. Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. What is your timeline?

GTM 119

GTM Contract Quota Sales 119

Sales Pop!

OCTOBER 18, 2021

That’s where calling your prospects becomes the best option to contact them and take the sales conversation ahead. Drift is a great tool for conversations across multiple channels. It allows you to start a conversation via email, continue when a potential customer comes to your site, and finish again via email.

Prospecting 243

Prospecting Price Lead generation CRM 243

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. If someone doesn’t meet quota, they might earn a lower commission rate.

Commission 98

Commission Product Quota Drivers/motivators 98

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. Complete onboarding 2. Successfully deliver who, what, why, how 3.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Martech

FEBRUARY 7, 2025

A consistent focus on prospects that match your ICP yields a high conversion and a shorter sales cycle (we hope) because these prospects are more likely to see and embrace the long-term value you bring. The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP. How long will it take?

GTM 76

GTM B2B Drivers/motivators Manufacturing 76

Salesforce

DECEMBER 4, 2023

This includes metrics like average leads generated per quarter and deal conversion rate. Competitor Saul’s Dolls, on the other hand, has mapped out a clear path to revenue growth that includes target KPIs for lead generation, quota attainment, and customer retention. Why are sales KPIs so important?

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Sales Hacker

JANUARY 22, 2021

Why is it important to their job, their quota, the company, or themselves? I did an analysis of all our team’s data and learned that the individuals that have at least 12 touch-points on their leads had an 80% higher conversion rate than those who didn’t. Ask yourself, why is your team in the room today ? Start with a quiz.

Contract 133

Contract Cold Call Technique Sales 133

Sales Hacker

OCTOBER 8, 2020

Now imagine a serious conversation with a parent where they recommend that you start saving for your retirement, despite you being only 25 yrs old. This means that you need to let go and give up control by removing sales quotas and targets. Can you imagine not hitting your quota because you are doing the right thing for the customer?

Trust 121

Trust Objectives and Key Results Sell Quota 121

SaaStr

FEBRUARY 22, 2024

VPs of Sales are reluctant to push reps missing quota, again and again. Customer success reps are defended, even if their top customers churn without there even having been a conversation. VCs are reluctant to be critical of founders, even as they run out of money.

Contract 120

Contract Quota Up-sell Meeting 120

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. Imagine one of your reps isn’t hitting her quota. Number of conversations. Average contract value (ACV). Primary Conversion Metrics. Call-backs.

X-functional 101

X-functional Quota Cross-sell Contract 101

Martech

JANUARY 26, 2023

Speech analytics How does the platform use AI or machine learning algorithms to analyze the content of phone conversations or chats? Are there additional fees (consulting, add-on features, APIs, quotas)? What is the minimum contract length? Is there a short-term contract or an ‘out’ clause if things don’t work out?

Contract 119

Contract Price CRM Quota 119

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Sales newbies who fear falling short of their quota? By: Colleen Stanley. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Sales Hacker

MAY 19, 2020

But the ultimate milestone isn’t the contract. is a conversation intelligence platform that provides key insights into the sales conversations your team is having every day. Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey. Go to chorus.ai/saleshacker

Contract 110

Contract Follow-up Quota Networking 110

Openview

OCTOBER 5, 2018

When it comes time to track ramping quotas, sales leaders have an abundance of data at their fingertips. Average Contract Value (ACV). Quota attainment. Meaningful sales conversation. The time it takes from bringing in a new rep to the stage when they’re able to hit their quotas is a key measure of success.

Objectives and Key Results 108

Objectives and Key Results Quota Pipeline Sales 108

Highspot

JANUARY 31, 2020

Percentage of sales reps attaining 100% quota. Time to quota attainment. Future investments will likely be in the following categories: account-based sales and marketing, communications/conferencing, performance management, market intelligence, lead generation, and contract management. Customer Acquisition Cost (CAC).

Growth 98

Growth Quota Sales Contract 98

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Conversion Rates. Contract Management. Contract Lifecycle Management. This frees up the sales manager to focus on leading sellers in meeting their quotas and making tactical decisions and strategic plans for long-term growth. . Customer contract life cycle management.

Territory 105

Territory Non-Profits Contract Quota 105

Hubspot

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. You want to strike a conversational, natural tone with your prospect -- not write like a nineteenth-century lawyer. Hey Marley, Nearly doubled my connect call conversion rate this month.

Contract 101

Contract Quota Price Promote 101

Gong.io

MAY 31, 2021

Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. All CRM-related conversations are not to be trusted. Forecasting. Questions.

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

APRIL 1, 2025

Learn how AI roleplay removes these barriers, giving you a scalable, data-driven way to manage your team and prepare them for real-world sales conversations that make or break deals. You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Martech

MARCH 3, 2022

Can we track buyer interactions through the whole purchase cycle from interest to actual conversion? Are there additional fees (consulting, add-on features, APIs, quotas)? What is the minimum contract length? Is there a short-term contract or an “out” clause if things don’t work out? If not, what are the options?

Contract 98

Contract Consult Sales Quota 98

Martech

MARCH 9, 2022

How does the platform use AI or machine learning algorithms to analyze the content of phone conversations or chats? Are there additional fees (consulting, add-on features, APIs, quotas)? What is the minimum contract length? Is there a short-term contract or an ‘out’ clause if things don’t work out? Processing.Please wait.

Contract 102

Contract Price CRM Quota 102

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Sales terms are words, phrases, and concepts used in sales conversations. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Below are seven conversations you should never have over email. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

JUNE 13, 2019

And the second goal, is to help you have conversations within your business about what the right mechanisms are to test free trial. Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract.

Contract 100

Contract Price X-functional Conversion 100

A Sales Guy

OCTOBER 13, 2015

In some cases, there is a good need to work together, and we enter into a contract. Back then I asked for a little bit of help and though it seemed from our phone conversation that they were going to dive in and help. Exclusivity means growth and sales quotas. asking for help. Our partner is allowing us to grow on our terms.

Quota 117

Quota Appointment Negotiate Referrals 117

SaaStr

MAY 21, 2025

Start every conversation with a version of, How can I help you [achieve X]? Treat Every Prospect Like They Matter Whether its a small deal or a massive enterprise contract, treat every prospect like theyre your most important customer. If you can master these habits, youll stand out and crush your quota.

Pitch 65

Pitch Repeat business Referrals Contract 65

Hubspot

MARCH 1, 2022

If you need to inject some levity into the situation, you can have some light-hearted conversation, but make sure it doesn’t last too long and take time away from the matter at hand — closing the deal. If you’re beginning the conversation in a light-hearted manner to warm everyone up, spend no more than two minutes building rapport.

Closing 87

Closing Negotiate Contract Legal 87