Highspot

FEBRUARY 3, 2025

Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. When customers use Highspot to administer their content, training, and coaching programs, they report an average 14% increase in deal size and 19% increase in rep quota attainment.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. ” Is there selling life outside SaaS. Why is this important?

Cross-sell 103

Cross-sell Quota Sales Up-sell 103

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

Sales Hacker

DECEMBER 4, 2020

Imagine watching a basketball game without a scoreboard. Now imagine playing in that game. That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. But a sales dashboard is only useful if it’s done well.

Pipeline 135

Pipeline Cross-sell CRM Sales 135

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

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It’s based on an outdated way of thinking that selling is an art – perfected only by a select few.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

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Back to top ) A beginner’s guide to implementing product-led sales Your company has an idea for a game-changing product or service. Fantastic that’s an essential first step. Watch the demo

Product 86

Product Territory Sales Price 86

SBI

MARCH 8, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Operational Changes – We help make operational changes to the selling process and ecosystem such as consolidating content systems, rationalizing the sales stake, and driving better CRM adoption.

Gaming 55

Gaming Strategize Government Cross-sell 55

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. 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. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

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 102

Quota Represent Cross-sell Drivers/motivators 102

Partners in Excellence

SEPTEMBER 20, 2016

We see it in organizations all the time, sales people aren’t performing, sales people are doing the wrong things, sales people are engaging customers incorrectly, sales people have crossed the line and are doing things unethically. What about involuntary attrition?

Cross-sell 91

Cross-sell Commission Gaming Quota 91

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. Year-over-year growth. Net Promoter Score (NPS).

X-functional 101

X-functional Quota Cross-sell Contract 101

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. For instance, rather than saying, “We must’ve gotten our wires crossed,” you’d say, “I forgot to clarify when we’d meet -- that’s on me.”.

Quota 101

Quota Cross-sell Growth Up-sell 101

Salesforce

SEPTEMBER 19, 2023

To a sales leader, growth is narrow: Hit quota. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells? What does a chief revenue officer do? Here are the fundamental responsibilities of a CRO.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Hubspot

AUGUST 10, 2020

For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. For those who typically sell face-to-face, this could present unique communication challenges. What exactly are you selling, and how much do you know about it?

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

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. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. It’s that simple.

Closing 62

Closing B2B Sell Referrals 62

SaaStr

OCTOBER 25, 2023

AI doesn’t magically make every payroll or SOC2 product better, and hooking ChatGPT into an app doesn’t magically change the game. Get a good CTO and commit to understanding your market and staying in the game. Ideally, you take founder-led sales to two reps that can hit quota. That’s very telling. It’s still early.

Cross-sell 113

Cross-sell Lead generation Growth Quota 113

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Sales Hacker

JULY 25, 2022

Considered lagging indicators — you can’t change their outcome, but you can use them to identify problem areas and develop a new game plan. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Efficiency metrics.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

MAY 5, 2021

Sales (and marketing) is a numbers game! From an organizational point of view we have average quotas, % of people making goals. Things like MRR/ARR, CAC, CLV, retention, cross sell, etc. Let me leave you with a math problem that can be applied to coaching your teams: You have two sales people, each having a quota of $5M.

Pipeline 83

Pipeline Quota Cross-sell Prospecting 83

SaaStr

JULY 3, 2020

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. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 106

Finance Launch Objectives and Key Results Cross-sell 106

Sales Hacker

DECEMBER 12, 2017

an AE probably can’t close 200 deals a month, and prospecting vs closing is a zero sum game) to get to an individual target then add them all up. It’s also a lot easier to start with everyone hitting quota and ratcheting up than vice versa. It’s also not reasonable to expect your new hires to hit quota in their first pay period.

Quota 97

Quota Non-Profits Sales Drivers/motivators 97

SaaStr

AUGUST 12, 2020

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. Some startups can do monthly quotas if they have an extremely quick sales cycle. To me, that’s what the cadence says. billion dollars.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

PandaDoc

FEBRUARY 5, 2024

Redefine how you manage your customer relationships Relationship selling is more efficient than traditional sales approaches, and CRM helps highlight that objective: building and enhancing relationships. The post Supercharging your business: How the right CRM can up level your sales and customer experience game appeared first on Blog.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

Outreach

JUNE 12, 2018

Then, the blame game ensues when numbers aren’t hit. Is your marketing team focused on bringing in new prospects, while sales is devoting all its energy to cross-selling a new product to existing customers? Clear Priorities Lead to a Better Workflow & Results. That’s a recipe for frustration! A Better Customer Experience.

Cross-sell 63

Cross-sell Quota Sales Prospecting 63

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. We were profitable in our first month. We scaled in our first year to 446,000 and had about five people. Where is that plan?

Cross-sell 100

Cross-sell Clients Growth Up-sell 100

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Improving Strategic and Critical Thinking by Ignite Selling. Master the Basics.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Heinz Marketing

SEPTEMBER 13, 2021

I remember I did one of the very first Salesforce LinkedIn Lives about this very topic of hybrid selling, sort of April of 2020, talking about sort of what we thought was going to happen. And a lot of that had to do with…many selling organizations were very successful, selling either inside only, or outside only, or a hybrid of the two.

Pipeline 121

Pipeline Sales Technology Technology 121

Partners in Excellence

JULY 27, 2021

Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? upsell, cross sell to current customers). We could actually sell more! If You Don't Understand Your Numbers, You Don't Know… Forecasting Games. We’ve met our goals!

Cross-sell 71

Cross-sell Quota Closing Gaming 71

Hubspot

AUGUST 25, 2022

When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. The goal, of course, isn’t to sell them anything, but to see how things are going and if there’s anything you can do to help. Connect with a cross-functional team.

Cold Call 88

Cold Call Drivers/motivators Pitch Sales 88

Sales Coach Dew

MAY 24, 2021

When a holiday rolls around, you can’t hit your weekly quota, and suddenly you’re playing catch-up. For any year, you can cross off four weeks right from the start: Fourth of July. That’s why we divide our annual goals by 46 (not 52) to get our weekly quotas. Until next time—go sell some stuff! Why 46 Weeks? Thanksgiving.

Quota 52

Quota Cross-sell Technique Sales 52

Miller Heiman Group

MAY 30, 2018

Ideally, managers can use the data from the CRM system to create the forecasts, leaving salespeople with more time to sell. To keep this from becoming an obstacle to your enablement efforts, refer to our recent post, “ How Cross-Functional Collaboration Accelerates Sales Enablement. ”. One of the best examples of these is forecasting.

CRM 65

CRM Technology Technology Cross-sell 65

Hubspot

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. Another potentially game-changing strategy: Using a channel sales model.

Commission 77

Commission Sales Cross-sell Consult 77

Hubspot

AUGUST 13, 2013

Avoid mentioning what you’re trying to sell -- it’s about the prospect, and nothing will turn him or her off faster than you leaving a sales-pitch in the inbox or voicemail. But there are other ways to get in touch with prospects that allow you to be persistent, yet still unworried about crossing over into being too persistent.

Prospecting 78

Prospecting Referrals Follow-up Sales 78

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. RELATED: Top Communities for Women in Sales & Revenue (And How They’re Changing the Game). Team Selling Playbooks. Two heads are wiser than one.

Sell 73

Sell Teamwork Objectives and Key Results Consult 73