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

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 52

Objectives and Key Results Sales Technique Quota 52

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. 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. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

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. By taking that massive volume of data you have at your fingertips and inputting it with big data techniques, predictive analytics has become even more accurate.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Hubspot

MARCH 19, 2018

The Challenge: Selling today requires more resources. Upselling and cross-selling are still more effective techniques than selling new business opportunities. The Challenge: With limited resources and large quotas, sales organizations must focus on building the selling skills that have the greatest business impact.

Cross-sell 101

Cross-sell Relationship Management Price Trust 101

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

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

APRIL 4, 2019

If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. In this case, your sales team must achieve that 5% upsell/cross-sell number by the end of the quarter. Upselling and cross-selling. Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

CloserIQ

OCTOBER 30, 2018

Today’s sales enablement tools can help measure just about anything, from lead-to-customer conversion rate, sales funnel leakage, average deal size and what percentage of your sales team is hitting their quota. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Actionable takeaways.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Miller Heiman Group

AUGUST 15, 2019

Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. Or maybe a seller’s approach to specific techniques that set them apart. Some salespeople want to rise through the managerial ranks; some just want to sell—they have no leadership aspirations.

Cross-sell 78

Cross-sell Quota Territory Sales 78

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. We’ve all had experiences with sales leadership. They’re motivational and visionary.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Salesforce

SEPTEMBER 5, 2023

Successful upselling follows the same guiding principles as first-time sales: Yes, it helps you hit your sales quotas , but it should ultimately be a way to deliver value and help your customer achieve their goals. Instead of selling just one training session, I have the potential to sell four. Cross-selling looks different.

Cross-sell 72

Cross-sell Quota Up-sell Sales 72

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Facilitate regular cross-departmental meetings, collaboration, and communication to keep everyone on the same page.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Hubspot

APRIL 1, 2020

Let's assume all your sales reps hit their quota one quarter. If you see that your sales are inefficient, you might look to bump up quotas, strip back certain expenses, or adjust any other costs or expectations that could be holding you back. Have a clear picture of who you're selling to. 5 Ways to Improve Sales Efficiency.

Objectives and Key Results 87

Objectives and Key Results Construction Inside sales Cross-sell 87

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 62

Closing B2B Sell Referrals 62

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 103

Finance Launch Objectives and Key Results Cross-sell 103

Sales Hacker

FEBRUARY 2, 2021

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. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

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

Martech

SEPTEMBER 25, 2023

The company had just made its full-year quota in the first half of the year and the champagne was flowing. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. This boosts cross-selling and upselling opportunities.

A/B testing 127

A/B testing Tradeshows Finance Cross-sell 127

SaaStr

AUGUST 12, 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. Some startups can do monthly quotas if they have an extremely quick sales cycle. To me, that’s what the cadence says. billion dollars.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

Highspot

OCTOBER 11, 2023

It’s vital to invest in continuous training and development programs to equip your sales reps with the latest industry knowledge, product information, and sales techniques. Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Salesmate

JUNE 4, 2021

A sales incentive is a reward/compensation (cash or non-cash) that’s given to a salesperson for performing up to a level, mainly for selling a particular amount of goods or services. For example, let’s say you are selling a “product.” Let’s say your company sells a SaaS product that rolls out new features now and then.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

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. Successful salespeople never stop learning, so give them plenty of insights and new techniques to try in the new year. 9) Survivor.

Territory 101

Territory Sales Networking Cross-sell 101

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. That’s why we divide our annual goals by 46 (not 52) to get our weekly quotas. Until next time—go sell some stuff! Why 46 Weeks? Thanksgiving.

Quota 52

Quota Cross-sell Technique Sales 52

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

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

Miller Heiman Group

MAY 30, 2018

Ideally, managers can use the data from the CRM system to create the forecasts, leaving salespeople with more time to sell. To keep this from becoming an obstacle to your enablement efforts, refer to our recent post, “ How Cross-Functional Collaboration Accelerates Sales Enablement. ”. One of the best examples of these is forecasting.

CRM 65

CRM Technology Technology Cross-sell 65

Highspot

OCTOBER 21, 2022

Some head-spinning facts about this disconnect include: As of 2020, companies had an average quota attainment rate of below 30%. A sales enablement program can serve as an invaluable guide for boosting rep confidence, strengthening sales training techniques, and optimizing sales practices both today and tomorrow. Talent retention.

Quota 75

Quota Construction Sales Pitch 75

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Highspot

JANUARY 2, 2023

Higher quota achievement? Streamline sales processes cross-functionally across marketing, sales, and sales operations. This is in part because an estimated 90 percent of new best-practice behaviors should be folded into your sellers’ day-to-day if you want these selling behaviors to become bonafide habits. More upsales?

Sales 75

Sales Quota Cross-sell Technique 75

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 59

Territory Negotiate E-commerce Objectives and Key Results 59

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Automating any possible selling or non-selling tasks. Success relies on the sales operations team’s ability to continuously streamline this process.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

DECEMBER 3, 2020

Are your sales forecasting and quota expectations realistic? The shift to remote work isn’t just impacting the way we sell, it’s changing the way customers buy. The shift to remote work isn’t just impacting the way we sell, it’s changing the way customers buy. Does your organization reward things like innovation and soft skills?

Sales 96

Sales Cross-sell Education Conversion 96

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 Drivers/motivators 52

SalesLoft

JULY 12, 2018

The result will enable salespeople to focus on selling rather than losing time to administrative tasks, thus addressing a real problem. Employees will revert to old techniques, which defeats the purpose of the change entirely. Selling the benefits of a new technology is an important aspect of change management.

Cross-sell 52

Cross-sell Quota Promote Technology 52

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. Want more guidance?

Pipeline 59

Pipeline Cross-sell Finance Electricity 59