Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Tons of software came along to do that quite effectively in recent years.

Quota 164

Quota Sales Strategize Cross-sell 164

RingDNA

MARCH 31, 2025

According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles. To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. What is Sales AI?

Sales 223

Sales Non-Profits CRM Pipeline 223

SaaStr

JANUARY 29, 2021

They are often a bit shocked at how many people they are going to need to hire as they cross $10m ARR. So on the Sales side we’ll need about ~40 headcount at $10m ARR … if you want to grow 100% the following year: 1 VP of Sales, and probably a VP or Director of Sales Ops, and at least one analyst under them (3).

Cross-sell 139

Cross-sell Quota Engineering Finance 139

Veloxy

AUGUST 31, 2023

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. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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 for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Sign up now Thanks, you’re subscribed! Fantastic that’s an essential first step.

Product 86

Product Territory Sales Price 86

Salesmate

MARCH 23, 2021

You are a budding entrepreneur and your start-up is just gearing up to take on the market. You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business.

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

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

Martech

JANUARY 5, 2024

Personalized follow-ups based on the prospect’s previous interactions with content or product pages allow for a more nuanced approach. It’s quite important to call out that setting the proper expectations during this string of communication will make or break the success in the following stages.

Prospecting 127

Prospecting Customers Cross-sell Objectives and Key Results 127

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.

Quota 111

Quota Cross-sell Objection handling Up-sell 111

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. To take your sales strategy to the next level, I’ve outlined the following 7 Salesforce automation tools that every salesperson should have in their sales stack. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. In the past, it was enough for sellers to simply meet or exceed their quotas.

Cross-sell 108

Cross-sell Territory Finance Sales 108

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 101

Commission Quota X-functional Non-Profits 101

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

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 105

Cross-sell Pipeline Contract Sales 105

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Who’s reaching their quota? Is quota too high? Share this data with your team so they can see how they stack up against other reps. Upsell/Cross-Sell Rates. Look at when, how, what, and to whom your reps are upselling and cross-selling, and adjust your efforts accordingly.

Territory 101

Territory Cross-sell A/B testing Promote 101

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time. Crossing the Chasm by Geoffrey A.

Cross-sell 96

Cross-sell Niche Sales Quota 96

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. Percentage of leads followed up with.

X-functional 101

X-functional Quota Cross-sell Contract 101

Partners in Excellence

JULY 8, 2015

Marketing presented tremendous data about web traffic, email hits, SEO results, and so forth–but when the Sales exec stood up, his pipelines were drying up, transactional sales were flat to slightly declining—the story was completely different. Recently, I sat in a conversation between a marketing team and a sales team.

Launch 116

Launch Manufacturing Cross-sell Finance 116

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Salesmate

JUNE 12, 2020

You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up! When given a practical view, the selling process is a lot more complicated than this. I slipped a few follow-ups. Seems so simple right?

Closing 96

Closing Quota Cross-sell Pitch 96

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

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. Would you show up to an important meeting wearing shorts and a Panama hat? For example, say you sell commercial property insurance. It’s that simple.

Closing 62

Closing B2B Sell Referrals 62

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

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. In this new digital-everything world — especially following the pandemic — you need to hold on to good people. Learn more: “Diversity Sells”. Sign up now.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Hubspot

DECEMBER 20, 2017

Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Because selling is so people-centric, soft skills are critical. Selling soft skills. When you’re not afraid to screw up, you’ll push yourself more. What are soft skills in sales? Growth-minded. Empathetic. 2) Coachable.

Quota 101

Quota Cross-sell Growth Up-sell 101

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. Today, sales enablement most often falls under the purview of the Chief Revenue Officer (29%) , followed by the head of revenue operations (18%). However, sales enablement doesn’t always report up to sales or sales operations.

Quota 113

Quota Cross-sell Strategize Commission 113

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

Salesmate

DECEMBER 4, 2020

The sales team is always the front face of the company, with the managers backing them up. Create upsell and cross-sell opportunities. When you sell a service to your customers, they also look forward to getting something more later. Sales Management (HOD/ CEO). Your customers are always looking for more.

CRM 128

CRM Service Finance Customer Relationship Management 128

Highspot

APRIL 9, 2025

At the same time, the systems your team relies on often slow things down instead of speeding them up. Clients today want more than a standard brochure or templated follow-up. Your team can customize materials within guardrails that keep disclosures intact and language up to date. Embed coaching into daily workflows.

Government 52

Government Relationship Management GTM Clients 52

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 When it comes to prospecting follow-up emails, it’s perfectly fine (actually, preferred) to send a longer — personalized, direct, and intentional — email. #4

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

APRIL 4, 2019

Pull up a chair and stay awhile, I’m diving into that and more below. If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Upselling and cross-selling. But how do you develop a business development plan?

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Sales Hacker

SEPTEMBER 10, 2018

Bringing salespeople in for an interview before you’ve figured out exactly how you’ll compensate them for their work leaves you in a tongue-tied, unenviable position when eager candidates ask about things like quotas, sales incentives, what data you use to set goals, and how often your team exceeds those goals.

Quota 101

Quota Represent Cross-sell Drivers/motivators 101

Hubspot

FEBRUARY 7, 2018

Take the following five points into consideration. Depending on the organization, that may mean identifying and reaching out to potential good fits, answering requests for more information, following up with prospects who downloaded content, prospecting on LinkedIn and other social networks, and more. AEs are held to quotas.

Territory 101

Territory Commission Outside Sales Account management 101

Veloxy

APRIL 11, 2023

Whether you like them or not, you may have noticed how they can speed up various tasks, from content generation to planning and researching. It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. You may have already tried some AI tools like ChatGPT or Midjourney.

Pipeline 130

Pipeline Sales CRM Price 130

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of sales reps attaining 100% quota. Percentage of high-quality leads followed up with. Percentage of time spent on selling activities. Time to quota attainment.

Growth 98

Growth Quota Sales Contract 98