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 52

Cross-sell CRM Pipeline Strategize 52

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

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 195

Pipeline Technology Technology Cross-sell 195

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 86

Cross-sell Quota Sales Up-sell 86

SaaStr

NOVEMBER 30, 2023

Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company? Or, if you’re $10M, look for someone with $250M of quota responsibility on their team, even if they didn’t hold the title of CRO or Head of Sales. Over 50% of revenue is generated by existing customers through upsell or cross-sell.

Go To Market 93

Go To Market GTM Cross-sell Growth 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 65

Cross-sell Customers GTM A/B testing 65

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 79

Sell Cross-sell Negotiate Up-sell 79

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. When you can access Salesforce from anywhere on any device, you can automate and eliminate up to 95%, or 1,200 hours, of non-selling activity. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Upskill and cross-train your teams. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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 121

Cross-sell Quota High impact Prospecting 121

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 91

Quota Cross-sell Objection handling Up-sell 91

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. In the past, it was enough for sellers to simply meet or exceed their quotas.

Cross-sell 83

Cross-sell Territory Finance Consult 83

Hubspot

AUGUST 22, 2022

Selling by offering a solution rather than pitching a product/service is key to sales pros. Goal 1: Exceeding Sales Targets and Quotas. Of course, the strategies used will depend on whether they sell B2B or B2C, so let’s dive into how B2B sales professionals are getting ahead first, then take a look at the top B2C strategies.

Cross-sell 59

Cross-sell B2C CRM Quota 59

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 57

Cross-sell CRM Referrals Up-sell 57

Hubspot

DECEMBER 7, 2023

If you decide you want to hit 110%, 120%, or 150% of your quota, commit to doing the necessary activities to reach that number. Review your year-to-date quota attainment to gauge where you stand today, and calculate the number of customers you have to sign to hit your goal based on your historical deal size and velocity. Set a goal.

Quota 83

Quota Strategize B2C Transportation 83

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

OCTOBER 11, 2023

Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them. A well-crafted compensation plan is at the core of a productive sales team based upon the dedication it requires to meet those quotas, attain the compensation the sellers desire, and become the best of the best.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

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 69

Cross-sell Sell Quota Pitch 69

SBI

DECEMBER 12, 2017

Customers realize they have a wealth of information about the selling process but are yet to see business gains from it. Alan: We speak to a lot of organizations that know they need to drive better upsell/cross-sell, or they know that growth is a corporate imperative, but they don’t know how they can get there.

Cross-sell 55

Cross-sell Sell Pipeline CRM 55

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

SaaStr

NOVEMBER 14, 2023

It’s unlike the old world, where you can sell a deal and walk away. Driving Nurture & Growth What if you want to focus on nurturing and growing your customers, driving product adoption, and cross-selling? if you grow an account, your quota goes up.) In the example above, their quota is to get to $725k billed.

GTM 65

GTM Quota Sales Cross-sell 65

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 Legal 52

Salesforce

AUGUST 24, 2023

Cross eyes. Automatically create sales dashboards to visualize your data Hit your targets with data-driven selling guidance built directly into your CRM. Fill in cell. Update column. Rinse, repeat — 10 times a day. Sound familiar? See how it works What is a sales dashboard? Here are the seven I use the most: 1.

Pipeline 98

Pipeline Quota Lead generation CRM 98

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? From that list, we focused in on the 5 most frequently recommended books and noticed something pretty important: They aren’t all about selling. . The takeaway?

Cross-sell 96

Cross-sell Niche Sales Quota 96

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

Salesforce

SEPTEMBER 19, 2023

To a sales leader, growth is narrow: Hit quota. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells? What does a chief revenue officer do? Here are the fundamental responsibilities of a CRO.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. For sellers, that means guidance at every stage of the deal — who to reach out to, what to say, and what to sell.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

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

Understanding the Sales Force

APRIL 7, 2014

Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department. They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk. So where does consultative selling fit into that approach?

Inside sales 118

Inside sales Consult Sell Cross-sell 118

Veloxy

NOVEMBER 29, 2021

Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Yet, how it can shape selling for your company can be revolutionary for you. What is a salesperson to do? It’s time you replace your dart board with a crystal ball. Lead Scoring. Content Creation. Outside Sales and Predictive Analytics.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

SalesforLife

SEPTEMBER 30, 2019

In 2011, CSO Insights and The Alexander Group did a study that showed that 63% of sellers were making their quota. That means that 50% of sellers aren’t making their quota! Another 2018 study by TOPO Research showed that of the 50% of sellers that didn’t make quota, 83.4%

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

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! And hopefully, we repeat the performance the following quarter, then hit our numbers for the year.

Cross-sell 123

Cross-sell Quota Closing Gaming 123

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). Create accountability.

Objectives and Key Results 62

Objectives and Key Results Quota Profit margin Cold Call 62

Salesmate

DECEMBER 7, 2020

The more opportunities in your sales pipeline, the better are your chances of achieving the sales quota. There is no point casting the net wide and selling to everyone. Don’t miss out on any opportunity – Cross-sell your product . If you are selling multiple products, do not miss any cross-sell opportunities.

Pipeline 85

Pipeline Cross-sell Referrals Sales 85

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 99

Cross-sell Sales Negotiate Trust 99

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 90

Quota Cross-sell Contract Negotiate 90

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Who’s reaching their quota? Is quota too high? Upsell/Cross-Sell Rates. Have your reps track their upsell and cross-sell numbers, and use that data to identify whether certain verticals respond well to certain product/service pitches. KPIs for Sales Managers.

Territory 101

Territory Cross-sell A/B testing Promote 101