Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. Clearly, finding (and keeping) sales champions is critical for any company or business looking to level up its sales game. Start a structured program (i.e.,

Negotiate

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. Start with Your Profile When someone looks at your LinkedIn profile, this is often their first impression of you. If you’re not leveraging LinkedIn , you’re already behind.

Closing

SaaStr

JANUARY 15, 2025

So literally showing up with food, that made sense to them. ” The make-up of Marchelle’s sales team isn’t just domain experts however, she tries to keep a 50/50 mix of industry veterans and SaaS professionals. Ditch Long-Term Contracts So how does Mangomint maintain 110% NRR without any traditional sales contracts?

Contract

Partners in Excellence

MARCH 7, 2025

It’s amazing how we, unconsciously, start robbing selling time. I suppose I am, afterall, this is post is focused on freeing up people’s time to do their jobs. They sold very complex configurable systems, so time had to be spent with experts configuring them, pricing them, developing contracts.

Contract

PandaDoc

JUNE 6, 2025

This depends on the metric, but here are a few examples: Weekly or bi-weekly : This is for activity-based KPIs, including quota attainment, time to first sale, or sales cycle length. Keeping up with regular reviews will help you catch red flags early on while staying agile in your enablement strategy.

Objectives and Key Results

Hubspot

MARCH 26, 2025

Ive worked with businesses that spend thousands on software that sales teams end up barely using. They become an indispensable part of the workflow automating tedious tasks, surfacing key insights, and helping reps hit quota. Lets get started! Automating follow-ups and keeping track of customers in one system.

Price

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Whether you’re just getting started in sales or you’re onboarding new sales team members , I’ll share the best and most common sales terms used today. Sign up now Thanks, you’re subscribed!

Objectives and Key Results

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. Follow Up Like a Pro Persistence is key, but its a fine line.

Pitch

Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year.

Territory

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track. Ramp deals Sales reps may also use Deal Desk for ramp deals, a multi-year contract with discounts or pricing adjustments at specific intervals.

Legal

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota

Hubspot

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Here's everything you need to know about setting successful sales quotas. Sales Quota. Activity Quota.

Quota

Sales Hacker

MAY 31, 2021

Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust. The question often comes up, “Can I use humor for this?” Mini demo. “Hey

Quota

Veloxy

JUNE 21, 2021

You can use these scripts, tips, and tricks to up your cold call game. You’ll start the conversation off with an air of confidence and familiarity. A great way to do this is by coming up with three common problems your customers experience that your product or service can help with. Cold Calling Script Structure.

Cold Call

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed.

Quota

Pointclear

MAY 15, 2012

Formula to Predict Inquiries Needed to Make Quota i. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Prediction of inquiries needed to make quota: $5,000,000 /. 50% follow-up: the cost is $284,000 3.

Quota

Sales Pop!

OCTOBER 18, 2021

In case you think that after creating such a setup, your salespeople will immediately start using it, you’re wrong. Once you deal with all the seven points above, you can start building a sales setup that will function within the complete system. Moreover, ZoomInfo has the most accurate and up-to-date database for B2B.

Prospecting

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. At first, I just made up a plan. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan.

Commission

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. But after a while, they start feeling overwhelmed and begin falling behind on their sales motions. Why Start with Inside Sales? What Positions Make Up an Inside Sales Team? Why Start with Inside Sales? .

Inside sales

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. Visit Veloxy’s Salesforce AppExchange store to start your free trial today.

Appointment

InsightSquared

MARCH 6, 2018

Where to Start: CRM. Start building out your sales operations department by hiring someone to own your CRM. They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. Quota and compensation planning.

Contract

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. Set up a weekly pipeline and stories meeting. Have everyone in the meeting share the top deals they are working on, what the make-up and challenges in the deals are. And 8 others?

Quota

Sales Hacker

JANUARY 22, 2021

Have you ever presented something to help level up your team and just saw blank stares looking back? Why is it important to their job, their quota, the company, or themselves? Start your training or enablement with a story. It’s why so many memorable speeches and Ted Talks start with a story. Start with a quiz.

Contract

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. We can’t give up control because control got us this far. Wait for it….

Trust

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. Not exactly.

GTM

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

SaaStr

DECEMBER 9, 2019

Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Great for sales reps looking to hit their quota. Leads dry up at the end of the year, for natural reasons. And that drives down sales cycles, increases close rates, and drives up your revenue per lead.

Intrinsic

Hubspot

AUGUST 27, 2012

She’s an internationally recognized speaker who helps companies increase new client acquisition and speed up their sales. The only reason I got into sales was because I had an idea to start a company. It takes you totally out of your comfort zone and you’ll screw up so many times before getting it right. How did that happen?

Quota

SaaStr

FEBRUARY 16, 2021

He sent me his Calendly, and never followed up when I didn’t pick a convenient time for him. Do not break up with them. No one likes to be broken up with, folks. Impossible quotas. You want at least half, ideally 60%-70% of your reps, hitting quota. Not following up in minutes to every inbound request.

Quota

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Increase average contract length. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. If you know eight in 10 employees hit their quota on average, and total earnings are $55,000, you can set aside $440,000 in your annual budget. Increase cash flow.

Commission

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Great for sales reps looking to hit their quota. Leads dry up at the end of the year, for natural reasons.

Intrinsic

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic.

Quota

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? Learn more.

Cold Call

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. They will rest up over the holiday. It all starts all over again from scratch. They throw new reps in the mix, give them a ramp up period, but training usually is weak. Have sane quotas for 2020. Some follow up more quickly.

Quota

Salesforce

DECEMBER 4, 2023

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. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell

Veloxy

DECEMBER 28, 2023

Grab a warm coffee or tea and let’s get started! Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

Outside Sales

Gong.io

MAY 31, 2021

Round up your corporate-approved, top-notch sales decks. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making.

Territory