Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? 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.

Territory 101

Territory Cross-sell A/B testing Promote 101

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

Salesforce

AUGUST 24, 2023

Cross eyes. Automatically create sales dashboards to visualize your data Hit your targets with data-driven selling guidance built directly into your CRM. Otherwise, it’s hard to set up your dashboards and even harder to interpret them.) Follow the steps provided by your analytics or CRM provider. Fill in cell.

Pipeline 98

Pipeline Quota Lead generation CRM 98

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. Upskill and cross-train your teams. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota.

Territory 52

Territory X-functional Cross-sell Sales 52

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?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. A sales playbook resource library includes the following: . Round up your corporate-approved, top-notch sales decks. Sales presentations.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

AUGUST 24, 2022

First off, forecasting helps sales leaders set realistic targets, helping them to hold sales reps accountable to quotas that are actually attainable. . Sales managers use forecasts for territory planning as well. Sales forecasts are also put to use further up the management chain. Bottom-up forecasting .

Territory 62

Territory Pipeline Finance Sales 62

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. As people pick up new responsibilities, the lines between roles can get blurry, making it harder to know who to turn to for the information you need.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Openview

NOVEMBER 20, 2017

The following is an inside look into our conversation about some of the key lessons he’s learned from these experiences. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. How do you manage year-to-year territory adjustments as your company grows?

Territory 72

Territory Healthcare Retail Sales 72

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. Here are a few sales operation metrics you might have seen before: Quota achievement. Average win rate. Average sales cycle duration.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Hubspot

JUNE 8, 2021

But it's also about relationships, follow-through, communication, analytics, and patience. This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position.

Commission 76

Commission Territory Finance Inside sales 76

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 91

Commission Quota X-functional Non-Profits 91

SaaStr

DECEMBER 20, 2019

How does Manny think about quota construction today? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? What is sufficient? What is excessive? Harry Stebbings.

Territory 55

Territory Quota Cross-sell Pipeline 55

SaaStr

MAY 3, 2019

How does Manny think about quota construction today? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? What is sufficient? What is excessive? Manny Medina.

Territory 57

Territory Quota Cross-sell Pipeline 57

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Growth forecasts of sales territories.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

JULY 3, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. David Sacks.

Finance 72

Finance Launch Objectives and Key Results Cross-sell 72

Highspot

MAY 8, 2020

In this guide, we’ve teamed up with leading sales training and service providers Sandler Training , Challenger , and Corporate Visions to share everything you need to build a sales coaching program with impact, including: What is sales coaching? Account or territory planning. Ad-hoc questions and answers. Role play sessions.

Technique 78

Technique Sales Negotiate Quota 78

Salesmate

OCTOBER 22, 2021

The individual commission plan is targeted towards salespeople who have exceeded their sales quotas. Likewise, if you want your reps to crush their sales quotas, then you need to provide rewards in form of commission. Usually, a sales commission is made up of two elements – fixed and variable pay. Individual commission.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

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 92

Launch Manufacturing Cross-sell Finance 92

SaaStr

AUGUST 27, 2019

Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. So next up an early sales team. In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. So yeah, ICR.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Phrases to avoid in email: “I wanted to follow up on the proposal.”. “Do

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Hubspot

JANUARY 4, 2018

You’re setting the tone for the next 12 months and getting the entire organization -- from the top to the bottom -- fired up to hit their goals. Kickoffs fail when they’re all over the place -- reps end up forgetting what they’ve heard, and there’s no lasting value. Their mission: Hit or exceed their annual quota. 6) Home run.

Territory 88

Territory Sales Cross-sell Networking 88

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63

SaaStr

NOVEMBER 16, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. ” Andy MacMillan: What it avoids is what I hate in senior leadership is when somebody brings the final 20 page PDF version of something to me and I just get to do the thumbs up or the thumbs down like Caesar.

Pipeline 75

Pipeline Territory Price Product 75

Sales Hacker

OCTOBER 28, 2019

In this article, we’re going to be dealing with the following roles: Sales Development Representatives (SDRs) – If you want to meet your quota, you’re going to need qualified leads. The external team is made up of people who don’t work at your organization per se, but they have influence and often work with you: Partners.

Sell 55

Sell Teamwork Objectives and Key Results Consult 55

Sales Hacker

OCTOBER 21, 2019

Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. Keep reading to learn who they chose as the most dynamic women sales leaders and the most dynamic up-and-coming women in the industry — listed in no particular order. Jill Konrath.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Jason Lemkin. David Skok.

Price 45

Price Cross-sell Up-sell Start-ups 45

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

Salesforce

NOVEMBER 16, 2023

Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. Defining a consistent process can give your sales teams the framework they need to keep forecasts up-to-date. Picture this. Of course, tools are only as good as the data and the people using them.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Sales Hacker

MAY 5, 2020

With Chorus.ai, get your reps to hit quota consistently, ramp your new hires faster, and replicate your unicorns through coaching initiatives, all while together or fully remote. Most recently I was with a company called The Muse where you said, Sam, you and I crossed paths for about five years. Go to Chorus.ai/saleshacker

Conversion 63

Conversion Cross-sell Retail Up-sell 63

Salesforce

FEBRUARY 6, 2024

Inside sales Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or by phone. For this type of selling, reps typically train on a specific product and can take a prospect through all of the product’s features and benefits.

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

Salesforce

NOVEMBER 13, 2023

Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.” ” That’s because enterprise sales is not about selling products. Enterprise sales is when you sell to large companies. It’s about delivering outcomes.

CRM 59

CRM Sales Cross-sell Up-sell 59

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 93

Territory Commission Outside Sales Account management 93

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59