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

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

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

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively.

Territory 71

Territory Quota Cross-sell Government 71

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

Sales Hacker

DECEMBER 12, 2017

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. Just launched a product? If you want to do that, just lower quota and make it simpler for everyone. Step 6: Determine Payout Structure.

Non-Profits 96

Non-Profits Quota Sales Drivers/motivators 96

Partners in Excellence

JUNE 7, 2012

Just one data point from CSO Insights 2011 Sales Performance Optimization Study shows that in organizations where most of the sales people are leveraging the sales process, 70% beat their quotas, and in those where people are not consistently using the sales process on 51% beat their quotas. Product introduction/launch.

Territory 107

Territory Sales Manufacturing Objectives and Key Results 107

Hubspot

MARCH 19, 2022

He told me the following five metrics are the ones that matter most to ensure you're meeting your quotas: Cold leads approached (number of emails sent, cold calls done, demos booked). Time spent selling (measured using call times of sales calls). At Ally.io, I don't see that because we have OKRs that are bigger than hitting quotas.".

Objectives and Key Results 93

Objectives and Key Results Cold Call Quota Sales 93

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Early sellers are meeting quotas.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

Highspot

OCTOBER 21, 2022

Some head-spinning facts about this disconnect include: As of 2020, companies had an average quota attainment rate of below 30%. in order to help them sell… well – covers a lot of ground. A few stats to review: Companies with best-in-class sales enablement programs have 38% higher quota achievement than the industry average.

Quota 75

Quota Construction Sales Pitch 75

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 73

Sell Territory Cross-sell Strategize 73

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Nearly half of their time is spent selling remotely (i.e. Image Source. using Zoom, Skype, email, and CRM).

Commission 94

Commission Territory Finance Inside sales 94

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

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. With channel sales, you rely on third parties to sell your product or service.

Commission 77

Commission Sales Cross-sell Consult 77

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Education 85

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Quota Attainment – Reps using SAVO outperformed their peers by 70%. of sellers make quota.

Gaming 55

Gaming Strategize Government Cross-sell 55

Gong.io

DECEMBER 14, 2022

A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . A sales objective is not the same as a quota (although some quotas can also be sales objectives). Or launch a new product?

Objectives and Key Results 62

Objectives and Key Results Quota Cold Call Profit margin 62

Hubspot

SEPTEMBER 5, 2019

In 2012, to answer this very question, Google launched an initiative known as "Project Aristotle". Alternatively, maybe you pose a question before the meeting -- "In today's meeting, I'd like everyone to come with the answer to this question: 'What's one way we can improve our Facebook campaign before launch?'".

Hospitality 78

Hospitality Cross-sell Angle Growth 78

Sales Hacker

JANUARY 29, 2019

Trend 1: Sales Resolutions around Cross-Departmental Orchestration and Better Handoffs in the Buyer’s Journey. Only in 2019 would sales leaders send in Resolutions that are less about quota attainment and forecasting and more about Quijong , sleep schedules, and digital detoxing. Happy selling, everyone!”.

A/B testing 81

A/B testing Cross-sell Referrals Sales 81

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. These teams work closely with experts from sales, marketing, accounting, operations, and legal, serving as liaisons between these groups. What size sales teams use Deal Desks?

Legal 59

Legal Contract Finance Non-Profits 59

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 68

Territory Objectives and Key Results Finance Cross-sell 68

SBI

DECEMBER 2, 2019

Transforming Sales: Evolved Selling with Content & Interactive Tools. For example, you may aim to shift your sales organization from transactional to consultative selling where every sales rep can lead value-based discussions, quantify and communicate your value in real-time. increase in quota attainment.

Sell 45

Sell Cross-sell Sales Technology 45

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. It plays a pivotal role in nurturing top selling talent who contribute to company growth. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

Gong.io

JULY 21, 2021

Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? And it’s about more than one team hitting its quota (though that’s important).

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. Sales Quota Attainment. What Factors Affect Sales Performance. Sales Content Usage.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Gong.io

DECEMBER 15, 2022

The importance of this can’t be overstated, especially given the time-consuming nature of sales where reps spend around two-thirds of their time on non-selling activities. . Launching a new product. They will ultimately be responsible for selling into those markets, so you want them to be happy with how you create them. .

Territory 62

Territory Cross-sell Sales Non-Profits 62

Outreach

NOVEMBER 29, 2021

According to Gartner , SPM capabilities include (but are not limited to) sales incentive compensation management, objectives management, quota setting, advanced analytics, gamification, and more. Is your organization looking to launch a new product? How well are your messages landing with target personas?

Objectives and Key Results 52

Objectives and Key Results Quota Sales Pipeline 52

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 72

Cross-sell Up-sell Objectives and Key Results Start-ups 72

Hubspot

JULY 18, 2023

To reach (and, ideally, exceed) their quota they: Upsell (for example, convince guests to upgrade from a standard double to a room with a king-sized bed) Cross-sell (i.e., Each of your salespeople should have experience selling to these groups — they know best how to reach them.

Commission 68

Commission Hospitality Non-Profits Referrals 68

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Think about just like we’ve talked about on SaaStr, you got to hire two AEs that hit quota before you hire a VP of Sales. Jason Lemkin: Well, let’s break it up. And the second question is how do they not crush you? Let’s just step back a bit.

Growth 117

Growth Cross-sell Start-ups X-functional 117

Salesmate

OCTOBER 4, 2021

It is hard to believe your teammate is heavily distracted throughout the day and only spends 28% of hours on ACTUAL selling. As a leader, you clearly want your sales reps to know their sales quotas and current progress. Hit sales quotas like a PRO! Sell anywhere. Start My Trial Now. Individual goal tracking.

CRM 52

CRM Sales Pipeline Contact 52

PandaDoc

APRIL 3, 2023

After all, if you don’t have the supplies to sell to customers, you can’t make any sales. You need to know you can afford a campaign before you launch it. Research business data You wouldn’t launch a new product without doing research first to make sure you’ve got an audience and that you can guarantee customer satisfaction.

Process 52

Process Objectives and Key Results Teamwork Sales 52

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 76

Conversion Cross-sell Up-sell Retail 76

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

SaaStr

MARCH 2, 2025

.” Growth Tactic #2: The Compound Startup Approach to Product Expansion Rippling has expanded from 4 products to 30+ in just a few years, exemplifying what Parker Conrad calls the “compound startup” approach continuously launching new products to drive expansion. Initially, they had CSMs as the only post-sales resource.

Growth 75

Growth Cold Call Cross-sell Account management 75

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136