Partners in Excellence

JANUARY 23, 2025

We become obsessed with forecasts, pipelines, and their health. Customers don’t want to talk to us, because we don’t talk to them about what they care about. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. Then there’s another challenge.

Gaming 123

Gaming Up-sell Quota Pitch 123

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. Over time, theyll rely less on help but theyre still building pipeline from Day One. What do I do?

Cold Call 80

Cold Call Commission Appointment Pipeline 80

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?

Pipeline 133

Pipeline Prospecting Closing Up-sell 133

Sales Pop!

JUNE 23, 2023

One factor differentiating Pipeliner CRM from our competitors—especially high-end systems such as Salesforce, Microsoft Dynamics, and Oracle NetSuite—is that we have taken the incredible complexity involved with a CRM application and made it simple for the user. Because of Pipeliner’s visual UI, you will always know where you stand.

Technology 246

Technology Technology Pipeline CRM 246

Salesforce

JANUARY 9, 2025

Sales acceleration is a collection of strategies using automated tools and workflows to help sales representatives move leads through the end-to-end sales pipeline faster, engage with customers more effectively, and close more deals in less time. Improved customer experience Every customer wants to feel valued by the organization.

Closing 98

Closing Represent Territory Lead generation 98

Veloxy

SEPTEMBER 22, 2022

Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons. First , quota is set too low to accommodate for sales process inefficiencies. Bottomline : Spending more time with customers is only half the battle.

CRM 262

CRM Quota Sales Pipeline 262

Sales Hacker

DECEMBER 10, 2024

A critical inflection point came when Martin and Levelset’s VP of Customer Success recognized the untapped potential in their existing customer base. Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time.

GTM 107

GTM Construction Quota Growth 107

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Relying upon seller opinions when grading pipeline health.

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

MAY 4, 2023

The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021. Existing customers remain happy, and if they are doing well, will buy more. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.”

Quota 128

Quota Closing Pipeline Growth 128

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Our customers tell me how our 360 degree customer view eliminates the need to switch between different platforms.

Product 130

Product CRM Price Objectives and Key Results 130

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Customize the interface to fit your sales process. For instance, are you focused on increasing lead conversion, shortening sales cycles, or improving customer retention? Bureau of Labor Statistics.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

JANUARY 24, 2025

We have endless dashboards, showing what’s happening in every part of the organization, every customer interaction, over whatever time periods one wants. Forecast performance against plan (his team has 92% forecast accuracy), Pipeline health, Completed committed tasks (as a %), New committed tasks to be completed.

High impact 115

High impact Pipeline Inside sales Quota 115

SaaStr

APRIL 30, 2025

Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Customer Segmentation and Targeting : Are you focusing on the right customer segments?

Cross-sell 71

Cross-sell Pipeline Legal Contract 71

Sales Hacker

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 108

Quota Cold Call Outside Sales Sales 108

Sales Hacker

JULY 26, 2021

In simplest terms, the sales process is a potential customer’s journey from facing an initial problem, to defining a solution for it, to making an actual purchase. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. Less friction to source and control pipeline.

Quota 131

Quota Cold Call CRM Sales 131

Martech

JULY 17, 2024

Scaling has become complex, with rising targets and an unclear ideal customer profile. As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas.

GTM 102

GTM Product Strategize Drivers/motivators 102

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. 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.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Heinz Marketing

APRIL 26, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another live episode of Sales Pipeline Radio. Well guess what?

Pipeline 126

Pipeline Sales Quota Up-sell 126

Gong.io

MAY 3, 2021

2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. Gong for Deal Execution brings together every interaction across your deals in a single view so sales teams can quickly understand pipeline health and stop sales from going south. No more opinions.

Pipeline 118

Pipeline Drivers/motivators CRM Sales 118

Heinz Marketing

SEPTEMBER 13, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Well, welcome everyone to another exciting episode of Sales Pipeline Radio.

Pipeline 122

Pipeline Sales Technology Technology 122

SaaStr

MARCH 5, 2025

This early hands-on approach helped them deeply understand their ideal customer profile (ICP), pricing strategy, and product-market fit, creating a solid launchpad for their go-to-market expansion. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year.

Territory 71

Territory Drivers/motivators Quota Pipeline 71

Sales Gravy

APRIL 23, 2025

ask, How many outbound touches do I need to hit my pipeline goal? Your schedule is dictated by customers and job sites. Safety first; quotas second. ask, How many outbound touches do I need to hit my pipeline goal? Your schedule is dictated by customers and job sites. Safety first; quotas second.

Prospecting 72

Prospecting Appointment Outside Sales Territory 72

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Heinz Marketing

AUGUST 30, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio. Check them out.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

Heinz Marketing

AUGUST 3, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome, everyone, to another episode of Sales Pipeline Radio. Matt: Alrighty.

Pipeline 124

Pipeline Represent Sales Up-sell 124

SaaStr

MARCH 29, 2025

Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. You Never Get to Leave Sales. Be specific.

Commission 75

Commission Objection handling Quota Sales 75

Sales Pop!

OCTOBER 27, 2020

At the very heart of running a sales, pipeline is opportunity management. When you know how long a deal takes to make it through the pipeline, and how long it should take for an opportunity to make it through each stage of that pipeline, you’ve got a fairly accurate sales process. Views that will be regularly used can be saved.

CRM 172

CRM Appointment Pipeline Quota 172

Highspot

MAY 26, 2025

For example, 80% of sales reps completed a course in your sales onboarding software , but only 50% applied the necessary skills in customer calls. For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota. Time-to-productivity: Does tailored onboarding speed up time to quota?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

SaaStr

MAY 27, 2021

Although, in consultations with founders of many of these SaaS companies, I’m often caught by surprise to learn that they’ve made upward of a dozen hires, but zero are for customer-facing roles. If you do, you’ll be well on your way to helping customers benefit massively from your product and getting cash positive sooner than you’d hoped. .

Pipeline 93

Pipeline Quota Represent Cross-sell 93

PandaDoc

APRIL 3, 2023

A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time. This article will introduce you to tips and metrics to optimally track and prioritize your sales pipeline. A risky deal can ruin your pipeline health and slow down your sales performance.

Pipeline 98

Pipeline Legal Quota Sales 98

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. Instead, focus on two key metrics: Pipeline coverage – Do we have a chance to hit our numbers? These “five-five” CMOs barely exist.

Pipeline 77

Pipeline B2B Territory Quota 77

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You can better anticipate customer objections and needs. Every salesperson remembers the deal that didn’t happen. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

APRIL 14, 2020

Everyone usually gets pretty good at segmenting customers by ACV. Or enterprise vs smaller customer. More of you right now should be putting that aside a bit and segmenting your customers into 3 new groups: Growing. Almost all of you have at least one segment of customers growing now. And pipeline may still grow.

E-commerce 126

E-commerce Customers Healthcare Quota 126

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Complex field customization leads to our Automatizer feature.

Account management 98

Account management CRM Pipeline Territory 98

Partners in Excellence

AUGUST 3, 2020

We are used to setting quotas and measuring our progress against those quotas. Retention, customer satisfaction, customer/account growth may also be important measures. New customer acquisition, new market penetration can be important measure, if they are important to our company strategies.

Pipeline 161

Pipeline Quota Sales Negotiate 161