Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. It also helps jump-start lead qualification since your users are already interested in your product or service. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.

Product

Sales Hacker

APRIL 25, 2025

They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Sometimes its the start of a breakout. Relationships > Automation (now more than ever) Pick up the phone. Standing up a strong solutions engineering function became critical to navigating larger, more complex deals.

Growth

SaaStr

MARCH 2, 2025

Showing up at someone’s office? 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.” Email is easy. Cold calling is harder.

Growth

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

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Whether you’re just getting started in sales or you’re onboarding new sales team members , I’ll share the best and most common sales terms used today. Quantify the benefit with stats wherever possible.

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. Here’s what to consider as you start your search: 1.

Objectives and Key Results

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. Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year. 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. Back to top ) Speed up the sales cycle from quote to close Go from lead to inked deal in record time with automation that speeds up quoting, approvals, and contracting.

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. Let’s get started.

Quota

Salesforce

SEPTEMBER 28, 2023

Let’s dig into the most important things I’ve learned about target-setting from more than 20 years in sales and business so you can start clocking revenue. 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.

Quota

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. It increases the customer’s overall satisfaction, while driving up sales. 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?

Cross-sell

Veloxy

MARCH 15, 2023

Let’s get started. 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? Try our revenue growth calculator!

Cross-sell

Veloxy

MAY 3, 2022

You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. Sales quota. Nancy Nardin. Jeb Blount. Meghan Forgione.

Sell

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Let’s start by answering this simple question: “What is Sales Enablement?”.

Quota

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

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. Docomotion. source of image.

Appointment

Salesmate

MARCH 23, 2021

You are a budding entrepreneur and your start-up is just gearing up to take on the market. You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business.

CRM

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. What is Sales AI?

Sales

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

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

Veloxy

AUGUST 31, 2023

Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales

Salesforce

DECEMBER 4, 2023

Competitor Saul’s Dolls, on the other hand, has mapped out a clear path to revenue growth that includes target KPIs for lead generation, quota attainment, and customer retention. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell

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

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

SaaStr

NOVEMBER 30, 2023

Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR. The key is to start to build a GTM strategy that allows you to attack a larger market. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company?

Go To Market

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Lead Scoring.

Inside sales

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Who’s reaching their quota? Is quota too high? Share this data with your team so they can see how they stack up against other reps. Upsell/Cross-Sell Rates. Look at when, how, what, and to whom your reps are upselling and cross-selling, and adjust your efforts accordingly.

Territory

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? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time. Crossing the Chasm by Geoffrey A.

Cross-sell

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. This is a year for growth, and it starts with these tactical insights. Start training: Build the Soft Skills & Technical Know-How You Need to Advance Your Sales Career.

Growth

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline

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

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. However, sales enablement doesn’t always report up to sales or sales operations. In the early days of sales enablement, many organizations created and delivered programs – and then crossed their fingers and hoped for the best.

Quota

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota. Percentage of leads followed up with.

X-functional

SaaStr

SEPTEMBER 11, 2023

Including — the top mistakes founders make again and again as they cross $10m ARR. You start hiring faster. It starts to feel more like a “normal” company. I’m constantly surprised how many founders are less close to the pulse of the competition once things start to scale. Here they are.

Cross-sell

Salesforce

OCTOBER 24, 2023

We’re even starting to harness AI to predict buyer behavior and respond to it more quickly. That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Why is value selling important?

Sell

Miller Heiman Group

MARCH 13, 2019

If your organization refers to sales enablement as a project or program, you’ve set yourself up for failure. Typically, projects and programs have a start date, an end date and are usually associated with training. Start this process by developing a formal sales enablement charter. This win rate is 7.8

Objectives and Key Results

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