Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments. Quota attainment . Quota attainment is expressed as a percentage.

Contract 62

Contract Quota Objectives and Key Results Sales 62

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Selling? What is Sales?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell.

Cross-sell 96

Cross-sell Account management Clients Growth 96

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 Negotiate 52

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

Hubspot

MARCH 19, 2018

The Challenge: Selling today requires more resources. The Solution: Sales professionals must be aware of the competing priorities and the different needs those priorities represent within the buying organization. Upselling and cross-selling are still more effective techniques than selling new business opportunities.

Cross-sell 100

Cross-sell Relationship Management Price Trust 100

Salesforce

AUGUST 1, 2023

A sales plan includes which buyers and territories to target, which sales strategies to employ, how many reps (if any) to hire, what your quotas should be, and how to set compensation for the sales team. Sellers use this plan to prospect, sell, and close. A bottom-up sales planning strategy typically starts with sales representatives.

Strategize 52

Strategize Cross-sell Territory Finance 52

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

Partners in Excellence

SEPTEMBER 5, 2016

” Most of the time people look at me cross-eyed, “Well, it’s just great!” ” Or it’s expressed in outcomes, “Exceed quota.” ” To this, I normally ask, “how do you know you are doing the things that enable you to exceed quota? .” ” But then we dive into it.

Cross-sell 50

Cross-sell Quota Pipeline Represent 50

Highspot

JANUARY 2, 2023

You’ll want to speak to sales leaders, business stakeholders, and perhaps, even sales representatives to understand the focus areas for your strategy. Higher quota achievement? Streamline sales processes cross-functionally across marketing, sales, and sales operations. More upsales? Better customer retention?

Sales 75

Sales Quota Cross-sell Pitch 75

Gong.io

AUGUST 24, 2022

First off, forecasting helps sales leaders set realistic targets, helping them to hold sales reps accountable to quotas that are actually attainable. . An accurate forecast can be used to: Inform individual and team quota creation. Maybe, but sales forecasting affords companies a bunch of benefits. What are sales forecasts used for?

Territory 62

Territory Pipeline Finance Sales 62

SaaStr

DECEMBER 20, 2019

Prior to founding Outreach, Manny spent 7 years with Microsoft where he ran the Latin America and Canada business development group for Microsoft’s emerging mobile division, representing $50M of yearly revenue. How does Manny think about quota construction today? Why are SDRs 99% of the time not able to carry leads to completion? *

Territory 56

Territory Quota Cross-sell Pipeline 56

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 56

GTM Trust Cross-sell CRM 56

Hubspot

MARCH 15, 2019

Picture this: You work for a cloud computing company that sells a cloud photo storage platform. This number represents additional monthly recurring revenue from your existing customers. Expansion MRR is also known as an upgrade and can also result from an upsell or cross-sell. So, what does MRR look like in practice?

Contract 75

Contract Cross-sell Commission Represent 75

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 87

Cross-sell Commission Gaming Quota 87

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. . They will ultimately be responsible for selling into those markets, so you want them to be happy with how you create them. . Define your sales goals.

Territory 62

Territory Cross-sell Non-Profits Pipeline 62

Salesmate

DECEMBER 4, 2020

A good CRM is the one that helps sales representatives get more productive and generate better sales results. Create upsell and cross-sell opportunities. When you sell a service to your customers, they also look forward to getting something more later. Sales Reps. Your customers are always looking for more.

CRM 128

CRM Service Finance Customer Relationship Management 128

Sales Hacker

FEBRUARY 2, 2021

Sales representatives can achieve this by advertising their product/service on social media sites such as Facebook and Instagram, blogs, and even podcasts. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Salesmate

OCTOBER 22, 2021

The individual commission plan is targeted towards salespeople who have exceeded their sales quotas. Likewise, if you want your reps to crush their sales quotas, then you need to provide rewards in form of commission. In this scenario, if they achieve a 70% quota, they’ll only receive $4,900 as their commission for their quarter.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

Highspot

JANUARY 2, 2023

You’ll want to speak to sales leaders, business stakeholders, and perhaps, even sales representatives to understand the focus areas for your strategy. Higher quota achievement? Streamline sales processes cross-functionally across marketing, sales, and sales operations. More upsales? Better customer retention?

Sales 52

Sales Quota Cross-sell Pitch 52

Miller Heiman Group

JULY 11, 2019

Today, the buying process allows sellers to engage with buyers at multiple touchpoints—on websites, through email, phone—and through multiple contacts, whether through inside sales, field sales, channel partners or service representatives. Make Sure Every Sales Call Delivers Value for You—and Your Customers and Prospects.

Customers 55

Customers Cross-sell Contact Inside sales 55

Partners in Excellence

SEPTEMBER 4, 2013

Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. I think this picture represents a lot of what I see in B2B buying cycles. In crass sales terms, growing our share through cross sell and upsell.

Cross-sell 102

Cross-sell Represent Account management Quota 102

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 60

Territory Objectives and Key Results Finance Cross-sell 60

Miller Heiman Group

JULY 18, 2019

Are your win rates or quota attainment rates what you forecasted them to be? But intuition and the lagging indicator of quota attainment are largely what sales leaders focus on when evaluating individual sales performance. One way to do this is to establish cross-functional account teams.

Sales 55

Sales Cross-sell Quota Negotiate 55

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. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

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. Rely on your representatives.

Lead generation 52

Lead generation Sales Cross-sell Campaign 52

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? An opportunity moves from stage to stage of your pipeline based on concrete actions, which is usually represented visually in your CRM. If your forecast anticipates you’re going to miss your quota, you should double down on selling activities.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Smart Calling

FEBRUARY 16, 2018

Your prospecting yielded zilch, and you’re gazing up at a quota number that seemingly appears helium-filled, floating a bit more out of your grasp every day. Coming across cocky is a lock to get you crossed off the list. DO NOT sell in the card. Solutions: Approach the Account Like a New Prospect. Send a Welcome Note or Card.

Cross-sell 40

Cross-sell Quota Contact Up-sell 40

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. Team Selling Playbooks. Working with Sales Development Representatives (SDRs). That’s what SDRs are here for. Two heads are wiser than one.

Sell 54

Sell Teamwork Objectives and Key Results Consult 54

Veloxy

NOVEMBER 30, 2023

It’s all about equipping these on-the-go representatives with the right tools, knowledge, and support to excel in their roles. This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. Get Your Free Ebook What Is Field Sales Enablement?

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Hubspot

JANUARY 4, 2018

Marty can represent your loyal, smart, enterprising salespeople; Doc Brown is their brave managers; Biff is the rival company; and getting back to their own time zone equals their sales targets. Their mission: Hit or exceed their annual quota. Lunch: Same idea as yesterday’s lunch -- try to encourage cross-team mingling if possible.

Territory 88

Territory Sales Cross-sell Networking 88

Salesmate

DECEMBER 4, 2020

A good CRM is the one that helps sales representatives get more productive and generate better sales results. Create upsell and cross-sell opportunities. When you sell a service to your customers, they also look forward to getting something more later. Sales Reps. Your customers are always looking for more.

CRM 52

CRM Service Finance Customer Relationship Management 52

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. Trending Articles. 6 min read.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

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 93

Territory Cross-sell Quota Networking 93

Salesforce

FEBRUARY 6, 2024

Salespeople, often called sales representatives or sales reps, do everything involved in closing a sale: finding and attracting a prospective buyer, educating and nurturing that buyer so they’re interested in a purchase, and closing a deal. Others may support existing customers, reaching out to them to upsell or cross-sell.

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Drift offers chatbots that answer customer questions and let people schedule meetings with sales representatives. What Are AI-Powered Sales Assistants, and Why Are They Important?

Pipeline 130

Pipeline Sales CRM Price 130

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. In the traditional sales approach, a sales rep makes a pitch and addresses objections. The relationship usually ends with or without a sale.

CRM 52

CRM Gaming Contract Objectives and Key Results 52