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 92

Cross-sell Quota Sales Up-sell 92

Veloxy

MAY 3, 2022

Sales can be an intimidating numbers game. Sales quota. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. Helps perfect your sales process in order to sell more. Sales Calculators. Number of prospects. Sales Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

JUNE 11, 2018

In fact, nearly 60% of sales reps expect to miss their quotas this year. What factors will guide sales team transformation in the future as technology, consumer behavior, and new market realities re-shape the contours of selling? Average Quota Attainment. Cross-Team Collaboration. 4) Sell anywhere, anytime with virtual.

Gaming 59

Gaming Non-Profits Cross-sell Healthcare 59

Salesforce

JULY 28, 2022

To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Refocus on delivering value, not hitting quotas. Upskill and cross-train your teams. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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

Gong.io

OCTOBER 19, 2021

They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. And are there better strategies for selling to larger buyers?

Quota 164

Quota Sales Strategize Objection handling 164

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It’s based on an outdated way of thinking that selling is an art – perfected only by a select few.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 92

Quota Cross-sell Objection handling Up-sell 92

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.

Growth 95

Growth Cross-sell Lead generation Quota 95

Partners in Excellence

JULY 13, 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! Forecasting Games. We’ve met our goals! But what if we could have done more?

Cross-sell 131

Cross-sell Quota Closing Gaming 131

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. One of them sells $50k, and the other two $40k and $30k, respectively. As a team, they generated $120k, exceeding the established quota of $100k. upselling, cross-selling, loyalty programs, special offers, etc.).

Commission 52

Commission Territory Quota Drivers/motivators 52

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

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 124

Pipeline Cross-sell CRM Sales 124

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 77

Pipeline Quota Cross-sell Prospecting 77

Search Engine Land

FEBRUARY 18, 2023

Google changes request recrawl limits, noting daily limits versus monthly quotas 2018: Google finally disclosed the new recrawl limits in a revised help document. Alexa Skills is the next big App Store battle 2019: There were thousands of Skills and Actions but very few people were using them. by Gord Hotchkiss 2010: What Do I Look At First?

Finance 93

Finance Engineering Campaign Cross-sell 93

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 Trust 100

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 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 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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 68

Cross-sell Quota Closing Gaming 68

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. Take a step back and put yourself in your sellers’ shoes — or better yet, ask them directly.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 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 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

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

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 86

Cross-sell Commission Gaming Quota 86

Salesmate

OCTOBER 15, 2020

You cannot cast your net wide and sell to everyone, so lead qualification is necessary. An up-to-date sales pipeline creates a systematic approach to selling. This metric is very important for companies selling SaaS products as they depend on recurring purchases. The sales game is always changing. Cross-sell.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? Sell the Problem, Not the Solution.

Technique 82

Technique Negotiate Cross-sell Sales 82

Highspot

JANUARY 2, 2023

Higher quota achievement? Streamline sales processes cross-functionally across marketing, sales, and sales operations. This is in part because an estimated 90 percent of new best-practice behaviors should be folded into your sellers’ day-to-day if you want these selling behaviors to become bonafide habits. More upsales?

Sales 75

Sales Quota Cross-sell Pitch 75

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 83

Quota Represent Cross-sell Drivers/motivators 83

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 Gaming 63

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

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 83

Cold Call Drivers/motivators Pitch Cross-sell 83

Hubspot

NOVEMBER 16, 2023

The Age of Intelligence Selling is more challenging than ever. The average American sees up to 10k ad impressions per day (Deloitte), Google is under scrutiny for pushing ads vs. objective, high-quality search results (The Hustle), and SEO is constantly being changed, and constantly being gamed. What might that look like?

GTM 57

GTM Trust Cross-sell CRM 57

Eliminate Your Competition

JULY 18, 2022

Salespeople are under immense pressure to hit their quotas and secure new business deals. AI can help salespeople to meet their quotas by providing them with real-time feedback on their performance. As a result, salespeople can spend less time on administrative work and more time selling.

Appointment 59

Appointment Quota Cross-sell Technology 59

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? Manny Medina: So you have the quota number.

Territory 57

Territory Quota Cross-sell Pipeline 57

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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

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? Does that make sense?

Territory 61

Territory Quota Cross-sell Pipeline 61

Highspot

JANUARY 2, 2023

Higher quota achievement? Streamline sales processes cross-functionally across marketing, sales, and sales operations. This is in part because an estimated 90 percent of new best-practice behaviors should be folded into your sellers’ day-to-day if you want these selling behaviors to become bonafide habits. More upsales?

Sales 52

Sales Quota Cross-sell Pitch 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 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 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71