Gong.io

MARCH 19, 2020

However, unlike in-person demos, remote meetings offer fewer cues to determine whether your pitch is landing. A well-run 40 minute meeting can help you focus on high priority items. And you’ll be able to let the meeting run on for an extra 5 minutes in case you’re still wrapping things up when the call comes to an end.

Inside sales 153

Inside sales Quota Sales Strategize 153

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Hubspot

NOVEMBER 21, 2019

Although some technology has proven to be more useful than others, one piece of sales technology that’s here to stay is customer relationship management (CRM) software. A properly deployed CRM system is an immensely useful tool. All communication, both internal (rep to rep) and external (rep to prospect), can be managed through a CRM.

CRM 80

CRM Quota Contact Follow-up 80

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. Great sales CRM software has automating functions that schedule follow up emails to leads overtime. But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Salesforce

FEBRUARY 2, 2024

You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” A collection of sales email templates — each one designed for a different type of outreach — is the backbone of your sales outreach, giving you an outline of a conversation that you can tweak for each prospect.

Pipeline 105

Pipeline Sales CRM Quota 105

Tibor Shanto

AUGUST 31, 2021

If nothing else it will expand the conversation, and over time, your target list. It is better to know now than in 3 months, after their performance dips, and conversations sour. It is no different for front line teams, certainly meet as a team, re-establish core elements of a winning team. Recalibrate With Team.

Referrals 300

Referrals Cold Call Prospecting Quota 300

Veloxy

NOVEMBER 29, 2021

It’s all about crushing quota! Some buyers are still working from home, and most face-to-face meetings have been replaced by Zoom calls. Customer Experience is now the number one key performance indicator, replacing sales quota. Table of Contents. What is Sales Acceleration? No need to fret. And isn’t that Sales Utopia?

Sales 290

Sales Quota Up-sell B2B 290

Partners in Excellence

MAY 30, 2023

But we don’t train them to have business conversations that are meaningful to the customer. We measure our people the way we’ve always measured them–primarily activities(emails, dials, meetings, proposals), 3X pipelines (regardless of the health), and quota attainment.

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

Salesmate

DECEMBER 4, 2020

What does CRM stand for in Financial Business? Almost 47% of businesses have started using CRM for maintaining customer services and relationships. Also, with the statistics of 60% of people using multiple search engines to find a particular website, the use of CRM has increased even further to get more data on their target audience.

CRM 52

CRM Service Finance Customer Relationship Management 52

Hubspot

MAY 11, 2020

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. A chat tool such as Slack can be used for sending brief messages that need an immediate response, or for appropriate social conversations.

Quota 83

Quota Trust Sales Meeting 83

Salesforce

JUNE 14, 2023

And that’s a very good thing for reps looking to beat quota. Frame this conversation as a partnership. If you haven’t already taken advantage of the AI and automation features of your customer relationship management (CRM) platform, do so. These features aren’t just nifty toys. It will be worth every penny.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Lead Fuze

JUNE 29, 2021

They participate in online conversations with potential buyers and offer personalized advice. Sales pipeline coverage (SPC) — A metric that shows if your team has enough opportunities to meet sales quota for a given period. This, in turn, will help you make more sales and have an easier time meeting your sales goals.

Conversion 119

Conversion Sales Objectives and Key Results Pipeline 119

Partners in Excellence

MAY 3, 2022

When I meet with managers, I ask them, “What data do you use to monitor performance?” ” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You are behind your YTD quota. ” This is when things get interesting. One of four things happens.

Quota 98

Quota Pipeline CRM High impact 98

Sales Hacker

APRIL 6, 2020

This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! In this article, you’ll learn how to use the freemium model to book more enterprise meetings. Leveraging the Freemium Model to Book More Enterprise Meetings. Define Target Personas.

Meeting 75

Meeting Territory X-functional Objectives and Key Results 75

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. CRM adoption and doubling selling time are the most popular starting points for our clients.

Cross-sell 130

Cross-sell Sales Quota Contact 130

Partners in Excellence

MAY 3, 2023

We used to be limited in the time we could spend with customers by the time it took to travel to meet with the customer. CRM was intended to help consolidate information about our customers. Theoretically, freeing us up to have selling conversations. New tools and technologies continue to help us gain leverage over our time.

Sell 94

Sell CRM Up-sell Education 94

ClickFunnels

AUGUST 3, 2021

A sales prospect is a person that meets your criteria for being a dream customer. Typically, that next step is a discovery call, which is the first conversation with the prospect after they have expressed an interest in your product. You might want to look into customer relationship management (CRM) systems. Hire a sales coach.

Prospecting 130

Prospecting Cold Call Objectives and Key Results Quota 130

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. It’s easier to accommodate the prospect and get in touch ASAP when you don’t need to fly out reps for a meeting.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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 Strategize B2C Transportation 85

Sales Hacker

MAY 9, 2018

Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5 In comparison, the average conversion rate of low performers is 4.95%, taking 56.62 Thus, helping push them towards conversion.

Quota 55

Quota Process Pipeline CRM 55

Hubspot

APRIL 12, 2023

That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. For a sales development rep, those could be meetings scheduled and sales accepted opportunities. That, in turn, requires 2,000 meetings. For those meetings to occur, your reps must have 128,000 conversations.

Objectives and Key Results 85

Objectives and Key Results CRM Pipeline Sales 85

Gong.io

JANUARY 31, 2022

Have More In-Person Meetings is 100% spot on. . While in-person meetings certainly can be important to close deals, especially bigger ones, they are not the end-all-be-all answer. More and more big deals are closing without in-person meetings. You must meet your customer where they are. Sales stand-up meetings: Remote.

CRM 118

CRM Pipeline Sales Strategize 118

Salesforce

SEPTEMBER 26, 2023

This gets you to quota faster, which helps you hit company-wide sales targets. 5 buying signals to look for (and what to do next) Many reps are so eager to close they miss the most subtle conversational or engagement buying signals, typically nested in the activities of a normal sale. Are they getting you additional meetings?”

Contract 119

Contract Negotiate Follow-up Contact 119

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? How does the platform’s speech analytics help us score calls and feed the call data into our CRM, ESP or other martech systems? For example, does it meet HIPAA and CCPA requirements?

Contract 112

Contract Price CRM Quota 112

SBI

MARCH 13, 2018

“If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. I asked this question recently to a handful of sales executives and the answer was, “we have mandated that all info needs to be entered into the CRM, but quite frankly, the reps aren’t doing it.” and that’s just the start.

CRM 55

CRM Pipeline Quota Finance 55

Sales Hacker

APRIL 10, 2018

There’s dirty data everywhere— especially in your CRM. Your CRM implementation best practices checklist may talk about data cleansing but does it cover how to make sense of what data and when? What a successful CRM implementation looks like. The CRM implementation best practices framework. But what then?

CRM 50

CRM Objectives and Key Results Construction Technology 50

Salesforce

NOVEMBER 9, 2023

We’ve organized this reference guide by the top questions sales teams have about the sales forecasting process, based on our internal conversations and more than 20 years of experience developing sales solutions. And how do CRM systems forecast revenue? How is forecasting better with CRM vs. other methods?

CRM 59

CRM Territory Manufacturing Pipeline 59

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Set clear performance expectations — and rise to meet them. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SBI

JUNE 1, 2021

The Art of Holding Deal Strategy Conversations. Three Impactful Approaches High-Performing Enterprise Sellers Practice for Deal Strategy Conversations. For those of us in high-value pursuit, failing to get just one of our commit deals over-the-line on time results in missed quota. By Les Yuen, DealCoachPro.

Conversion 30

Conversion Quota CRM Pipeline 30

Highspot

MAY 20, 2021

“Sales leaders are increasingly focused on how to improve quota attainment by identifying what works and helping more of their salespeople master those behaviors,” said Robert Wahbe, CEO, Highspot. Analyze training impact at the account level with deep CRM integrations. Turn C-Suite Strategies into Actions with Scorecards.

Government 98

Government Quota CRM Strategize 98

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 88

Commission Product Quota Drivers/motivators 88

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? Yes, you have high pressure to meet the sales quotas, but you need to stay calm and take each step smartly. Comment on their posts If you find something interesting, discuss it while conversing over the phone.

Closing 128

Closing CRM Pipeline Quota 128

Salesmate

SEPTEMBER 11, 2020

Invest time in learning about the company, its products, various operations, and the CRM they use for sales. Well, if its Salesmate CRM (15-days free trial) then your work is going to get easier. Have a one-to-one meeting with the manager to understand the sale priorities, goals, and current issues.

Quota 138

Quota CRM Sales Gaming 138

Veloxy

DECEMBER 14, 2022

Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota. Should we be surprised that sales reps are less confident in meeting (not crushing) quota? That’s why we’re writing this blog post to give you the 5 step roadmap to doubling your selling time and absolutely crushing your quota.

Quota 246

Quota Sell CRM Contact 246

Gong.io

AUGUST 22, 2022

How do you know who’s meeting their quotas and who’s falling short? Do you have enough opportunities in your pipeline to meet your targets this quarter? For example, a dip in conversion rates affects your bottom line. Forecasts can also help you align sales quotas and revenue expectations. What’s your win rate?

Pipeline 62

Pipeline Quota Sales Meeting 62

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. Upselling delivers a higher-value deal than an entry-level sale, helping reps hit quota and sales teams meet targets quickly.

Cross-sell 72

Cross-sell Quota Up-sell Contact 72

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59