RingDNA

MARCH 31, 2025

According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles. To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment.

Government

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling. You know this.

Negotiate

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. But how did they actually get there? No one wants to use our product for two weeks.” ” Training was broken.

Cross-sell

Salesforce

JULY 24, 2025

But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. Senior BDR : I mentored peers, ran cold calling sessions, and helped organise cross-functional events like Pipe Up Days. How did I do it? Don’t overthink it.

Cold Call

SaaStr

MARCH 2, 2025

As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. We also had to give them the capacity to actually focus on retention by bringing in product AEs for complex selling.” Initially, they had CSMs as the only post-sales resource.

Growth

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

PandaDoc

MAY 22, 2025

Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively. Account and target planning: Your reps need to have the right accounts, plus they need clear and realistic sales goals (think: reasonable quotas). What is sales enablement?

Sales

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts. The data may also reveal areas for product or service improvement.

Product

Sales Hacker

APRIL 25, 2025

They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Design around how customers want to buy, not how you want to sell Internal convenience should never beat customer experience. Sales, marketing, and CS aligned to serve them , not just quota math. Be the quarterback of the deal.

Growth

SaaStr

AUGUST 1, 2025

The Making of a Vertical SaaS Giant: Inside ServiceTitan’s Journey When Ross Beastman joined ServiceTitan in 2018 as employee #354, venture capitalists were telling him he was “crazy” to sell software to plumbers. The phone call to his wife was simple: “I’m going to Los Angeles to sell software to plumbers.”

Non-Profits

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. This depends on the metric, but here are a few examples: Weekly or bi-weekly : This is for activity-based KPIs, including quota attainment, time to first sale, or sales cycle length.

Objectives and Key Results

Highspot

FEBRUARY 3, 2025

Lean on enablement to spearhead this process, as they can successfully break down cross-functional silos and enhance productivity, allowing you to unlock the impact of your strategic initiatives and drive more predictable growth. TIP: Define and centralize the plan for your go-to-market initiatives with Highspot Initiatives.

Go To Market

Highspot

OCTOBER 23, 2024

In a sales environment where 72 percent of salespeople don’t expect to make quota , businesses worldwide must improve the efficiency and effectiveness of the GTM initiatives that bring their products and services to market, including retention, cross-selling, product launches, sales methodology adoption, and more.

GTM

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

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. Getting a sales enablement certification gives you skills that increase your value.

Objectives and Key Results

Highspot

APRIL 9, 2025

No more edits or deletions that accidentally cross the line. With Highspot, coaching becomes part of the selling process. Your team can customize materials within guardrails that keep disclosures intact and language up to date. This approach creates gaps, adds risk, and leads to inconsistent coaching across teams.

Relationship Management

Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. Let’s explore the most effective sales tactics that help you sell smarter and grow faster. The S.M.A.R.T.

Territory

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

Veloxy

MARCH 23, 2023

In 2018, Salesforce found that only 57% of salespeople expected to hit their quota. Jump to 2022, and Salesforce found that a staggering 72% of salespeople expected their team to miss annual quota. Yet, the sales organization is failing to crush their quota, let alone hit it. Why is sales quota important?

Quota

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. Here’s how I recommend leveraging this proven sales approach to make existing customers even happier and get you to quota faster. What you’ll learn: What is cross-selling? See how it works What is cross-selling?

Cross-sell

Veloxy

MARCH 15, 2023

It also involves the development of processes and strategies that support the revenue team in achieving their goals, such as marketing initiatives, customer experience improvements, cross-functional collaboration, and more. Why is revenue enablement important?

Cross-sell

SaaStr

MAY 22, 2024

But — it’s one that is very important to many of us that sell into the enterprise. Given how critical its research is in selling to the enterprise, I wanted to take a look at its business. Today, Gartner has now crossed $6 Billion in revenue, with a stunning $35 Billion market cap. And its very profitable.

Cross-sell

Veloxy

JUNE 8, 2022

The pipeline shows how many deals salespeople are expected to close in a given week, month or year as well as how close a particular rep is to hitting their sales quota. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively.

Pipeline

Sales Pop!

DECEMBER 20, 2023

Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts. Creating a list of major accounts earmarked for up-selling, cross-selling, or maintenance is the initial step.

Cross-sell

Veloxy

MAY 3, 2022

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. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Sales Calculators. Sales Checklists.

Sell

Partners in Excellence

JANUARY 11, 2022

It seems too much of the “practice” in selling is practice in doing that which we know to be ineffective. Related Posts: We Have It All Wrong When We Think About Sales Training 10,000 Hours To Mastery -- Or A Good Start Mastery In Sales Do You Really Want To Sell? The Importance Of "Cross Training" For Sales.

Cross-sell

SaaStr

JANUARY 29, 2021

They are often a bit shocked at how many people they are going to need to hire as they cross $10m ARR. That’s a yielded quota). Now let’s cross over into product and engineering : In Product, we’re going to need at least 4 FTEs, and even that isn’t much fat : A VP Product to manage the whole thing.

Cross-sell

Hubspot

OCTOBER 19, 2017

Percentage of sales team hitting quota. 1) Percentage of sales team hitting quota. Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. As a rule of thumb, your quotas are likely unrealistic if less than 60% are hitting.

Quota

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

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

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. In fact, the impact on win rates and quota attainment impact was significant — research in 2018 and 2019 confirmed this trend.

Objectives and Key Results

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. That’s why you need to implement: Cross-departmental participation and commitment. Cross-team resolution of issues.

Territory

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

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. How is AI Changing Sales?

Sales

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. CRM adoption and doubling selling time are the most popular starting points for our clients.

Cross-sell

Salesforce

DECEMBER 8, 2022

That’s underscored in our latest State of Sales report, which found that 72% of sales professionals don’t expect to hit their annual quota. Sales reps spend only 28% of their week selling, down from 34% in 2018. This opens the door to a hurried sales process and less time to hit quota. 6 min read.

Cross-sell