SaaStr

NOVEMBER 30, 2023

With over a decade of data from qualitative learnings and insights amassed through a network of leaders, ICONIQ deep dives into what it takes to succeed at GTM throughout the four stages of growth. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company?

Go To Market 109

Go To Market GTM Cross-sell Growth 109

Highspot

APRIL 10, 2025

Key Takeaways 84% of sales reps hit their quotas when companies implement best-in-class sales enablement strategies. With it, the numbers don’t lie: 84% of sales reps hit their quotas when companies implement best-in-class enablement strategies. Beyond the job market, certification connects you to a broader professional network.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Quota 52

Hubspot

FEBRUARY 7, 2018

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. Unlike a closing sales rep, SDRs don’t carry a traditional quota.

Territory 101

Territory Commission Outside Sales Account management 101

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

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

Partners in Excellence

JANUARY 16, 2020

Let’s face it, Hot Products Sell!! Geoffrey Moore characterized much of this in his classic books line Crossing The Chasm. Customer service, more complete offerings, different sales engagement models, rich partner networks, and other many other things become more important in sustaining growth.

Growth 100

Growth Product Sales Cross-sell 100

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. Nearly half of their time is spent selling remotely (i.e. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep.

Commission 94

Commission Territory Finance Inside sales 94

Hubspot

JANUARY 4, 2018

Their mission: Hit or exceed their annual quota. Over the course of the kickoff, hold several “challenges” to test their product knowledge, selling skills, engagement during sessions, etc. Networking is another important ingredient of a great kickoff. Lunch: This is a great opportunity for salespeople to network.

Territory 101

Territory Sales Networking Presentation 101

Hubspot

APRIL 1, 2024

Salespeople said inbound lead flow was worse than it was a year before at every one of these companies And directly or indirectly related, quota attainment rates were down year-over-year , as well. Budgets were inflated and inbound leads were plentiful, which created a distorted view of what it’s like to sell. That’s all changed now.

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

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

Sales Hacker

NOVEMBER 16, 2021

It offers time-saving alerts, workflow tools, and a cross-platform reporting dashboard. Net Promoter Score® measures how likely customers are to recommend your product or service to their network. Cross-channel customer service communication. Zendesk Sell. Reply and address cross-channel messages.

Lead generation 124

Lead generation Price Campaign Contact 124

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. You can use this time for planning, research, networking, and more. That’s why we divide our annual goals by 46 (not 52) to get our weekly quotas.

Quota 52

Quota Cross-sell Technique Sales 52

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 82

A/B testing Cross-sell Referrals Sales 82

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. By treating every prospect this way, you’ll not only find great clients, but also establish a wide network of trusted contacts over the years.". Create cross-departmental relationships. Follow @coreybeale.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Hubspot

NOVEMBER 16, 2023

The Age of Intelligence Selling is more challenging than ever. And yet, sales leaders are under a ton of pressure to hit their increased quotas. In old-school selling methods, the more sales reps you hire, the more revenue you drive. What might that look like? They don’t trust companies or their marketing. Get access to intel.

GTM 78

GTM Trust Cross-sell CRM 78

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. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

SBI

APRIL 1, 2015

The notion of “Lean Selling”–where the seller no longer has to fetch what they need to manufacture a sale and instead, has it delivered to their device (all devices simultaneously)–has finally come to fruition. Every rep hits his or her quota. Revenue is predicted with accuracy.

Sell 52

Sell Appointment Cross-sell CRM 52

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

Gong.io

SEPTEMBER 29, 2022

And at the end of the day, you’re selling to a person. Reps are still spending a huge amount of their time on the following tasks: Sales AI can free up valuable time for reps to focus on selling. The global pandemic accelerated the shift toward remote selling. Identify upselling and cross-selling opportunities.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

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

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. The selling motion needs to be airtight.

CRM 59

CRM Sales Cross-sell Up-sell 59

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. Build a robust referral network. Sales Content Usage.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SBI

APRIL 1, 2011

Smart Selling Tools has been informing sellers about productivity tools for three years. One click from the call sheet provides a summary of key information such as company background, key executives, recent announcements, network connections, and suggested talking points based on prospect activity. Every rep hits his or her quota.

Appointment 35

Appointment Cross-sell Contract CRM 35

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Do we go into our social networks? Sam’s Corner.

Strategize 54

Strategize Contract Strategic planning Drivers/motivators 54

Hubspot

JULY 18, 2019

If you sell software, as we do at HubSpot , you’ll find yourself not only using connections for your internal software but also for your customers to use along with your software. Customer success integrations connect to HubSpot to make your internal and external interactions with employees (cross-team) and customers straightforward.

Contact 78

Contact Cross-sell Appointment Follow-up 78

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. Gaetan Gachet: And now we’re entering a phase where we’re literally looking for people who have networks because we have built a structure now that can allow for these people to be successful. You’re crossing the chasm.

Territory 58

Territory Cross-sell Sales Cold Call 58

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., It’s second to none when it comes to networking opportunities. Sales reps come up with creative ideas on how to generate more profit from their guests.

Commission 68

Commission Hospitality Non-Profits Referrals 68

Salesforce

OCTOBER 17, 2023

For example, I used to pitch my sales training services to Black and brown women, thinking their biggest pain point was about making quota. Focusing on these prospects improves the chances of hitting quota and sales targets. In fact, I learned that they were more concerned with being seen and acknowledged by leadership.

Sales 59

Sales CRM Pitch A/B testing 59

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Cross-selling/upselling: Suggest additional products that complement their choice.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Lead Fuze

NOVEMBER 30, 2021

Account-based selling is the best tool to combat these issues in the workplace because it helps solve many of them. We use ABM lead generation with an account-based selling framework to provide comprehensive services that cover lead generation and sales development. However, it’s not enough just to focus on diversity.

Lead generation 52

Lead generation Sales Cross-sell Technique 52

Salesmate

OCTOBER 15, 2020

They focused on their strengths and used their selling point wisely to increase their profits. 67% of all salespeople miss their quota.”. However, make sure you do not cross the line. Their high-priced machine couldn’t keep up with their competitor’s smaller, cheaper machines. Do not make this mistake. Give genuine compliments.

Cold Call 59

Cold Call Appointment Negotiate Sales 59

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. But I do think … we’re investors in a company called Homebase that basically sells SaaS for small-medium size businesses to do hourly work management. Well, do the math in your head. Aileen Lee: It’s very possible.

Pitch 78

Pitch Start-ups Up-sell Technology 78

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. Founded Why Sales Network, a global sales training company to provide valuable content to develop the next generation of leaders. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Salesforce

FEBRUARY 15, 2024

If you’re only thinking about how your reps can hit quota, you’re missing out. Most of my leads come directly from the podcast, website, referrals, and my deep network. However, I understand the power of outbound selling so I set a goal for myself to bring in $250,000 each quarter — driven in part by outbound efforts.

Cross-sell 64

Cross-sell Non-Profits Quota Drivers/motivators 64

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. You want to co-sell together. You will hire your Rio.

Quota 98

Quota Growth Product Closing 98

Salesmate

DECEMBER 7, 2020

The more opportunities in your sales pipeline, the better are your chances of achieving the sales quota. Make the most of social networking sites – Use social media. Try to build strong networks on various social media sites. There is no point casting the net wide and selling to everyone.

Pipeline 85

Pipeline Cross-sell Referrals Sales 85