Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Customers don’t want to talk to us, because we don’t talk to them about what they care about. Our focus is purely on the numbers.

Gaming 123

Gaming Up-sell Quota Pitch 123

SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. 5 Interesting Learnings from Toast at $1.1

Quota 59

Quota Territory Referrals Strategic partnership 59

Veloxy

JANUARY 19, 2022

When your dialer rings John or Jane Doe, you instantly know their: Buyer Persona Industry Role and Responsibilities Pain Points Customers Who Are Like Them I’ll demonstrate by continuing from my first impression script. “ They haven’t missed quota since I first called them. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Meeting 358

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. 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.

CRM 262

CRM Quota Sales Pipeline 262

Sales Pop!

JUNE 19, 2024

Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. Conclusion: My Story: the bullying-type salesmen were desperate to meet their quotas. The simple answer is to ask them questions with a credible tone of curiosity.

Sell 173

Sell Appointment Account management Represent 173

Partners in Excellence

JUNE 30, 2022

But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.

Sell 133

Sell Quota Up-sell Conversion 133

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 127

Quota Closing Pipeline Growth 127

Veloxy

MAY 3, 2022

Sales quota. Customer lifetime value. With HubSpot’s Sales Metric Calculator , you can calculate your win rate, commissions, customer lifetime value, and more. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Partners in Excellence

OCTOBER 11, 2021

.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. It was both challenging and huge fun.

Sell 157

Sell Commission Quota Up-sell 157

Adaptive Business Services

APRIL 30, 2025

Making the sale is not the same thing as making a customer. A sale is transactional; a customer is relational. While a single sale might boost your numbers this month, a loyal customer can contribute to your success for years to come. You exceeded customer expectations – You made the sale and you made a customer!

Customers 71

Customers CRM Quota Trust 71

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. . “0 to 1’s really hard.

GTM 105

GTM Construction Quota Growth 105

Salesforce

SEPTEMBER 28, 2023

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. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

MAY 28, 2025

I see so much talk about GTM, selling, marketing, customer service strategies. Likewise, we see the same for processes, methodologies, playbooks, outreach, marketing, and all other things that help us engage customers. How our people work, how we hold the customer, partners, and community is different.

GTM 117

GTM Quota Clients Promote 117

Partners in Excellence

NOVEMBER 25, 2021

It leaves all the heavy lifting of “buying” to the customer. We don’t have to invest in understanding the customers’ businesses and challenges. We have to take the time to understand the customer–both as an organization and as individuals. What if the customer isn’t searching or looking?

Sell 151

Sell Represent Quota Growth 151

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. 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. Eighty percent of the prospecting sales force is under 25 years old.

Quota 130

Quota Cold Call CRM Sales 130

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

JANUARY 8, 2025

Naturally, their first customer was DoorDash and the quickly captured 95% of the gig economy market in their early days. When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? The core issue is our customers are struggling. You already know that.

Customers 149

Customers Quota Up-sell Conversion 149

Partners in Excellence

MARCH 31, 2024

While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. ” As Daniel describes, every day, every situation, every customer is different. Thanks for you contribution, Daniel!

Sell 139

Sell Electricity Manufacturing Quota 139

Veloxy

MAY 25, 2021

Product or service confidence means that the salesperson honestly believes that what they are selling can make life better somehow…even if just in a small way. Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before!

Referrals 290

Referrals Quota Cold Call Contact 290

Partners in Excellence

MAY 2, 2023

I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. While I had to help some customers, the most fun was working in the shop in back. But none in selling.

Sell 133

Sell Retail Consult Strategic planning 133

Partners in Excellence

MAY 3, 2023

We, our customers, colleagues, managers are time poor! We used to be limited in the time we could spend with customers by the time it took to travel to meet with the customer. Telephones helped us reach and engage customers remotely, we no longer had to go door-to-door.

Sell 125

Sell CRM Up-sell Education 125

Sales Gravy

MARCH 18, 2025

By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. Improved Onboarding Speed Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster sometimes shaving weeks or months off the usual ramp-up.

Cold Call 74

Cold Call Commission Appointment Pipeline 74

Partners in Excellence

APRIL 1, 2024

“Why I am so interested in selling,” Alex McNaughten I started in sales completely by accident just over 11 years ago. After this first sales experience, learning fast, solving problems for and serving customers (and my team), I was hooked. 14 month average seller tenure, 16 months for leaders and only 39% quota attainment.

Sell 137

Sell Finance Quota Sales Experience 137

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m excited by how selling is changing and the future of selling. Eventually, I got an offer.

Sell 138

Sell Up-sell Follow-up Start-ups 138

SaaStr

MARCH 6, 2025

I.e., both hitting quota. How should sales and customer success work together? This will ferret out how well he/she understands the true customer lifecycle). You’ll learn if they can sell in competitive environments for real or not. Should the VP of Sales sell themselves when they start? Dashboards?

Quota 72

Quota Sales Up-sell Lead generation 72

Partners in Excellence

JANUARY 12, 2021

Dealing with the reality of people being too busy and constantly shifting focus, requires us to do things differently, to engage our customers differently. What if we started thinking about, “How do we make sure our customers are well prepared to get things done in our next meeting? The customer would to likewise.

Meeting 140

Meeting Customers Quota Pitch 140

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. Faced with this, selling isn’t for the weak spirited. Confession time.

Sell 148

Sell Commission Up-sell Quota 148

Partners in Excellence

JUNE 1, 2023

After describing a potential selling situation, I suggested a role play, where ChatGPT was the seller and I was the customer. But at the same time, we should be alarmed by what it tells us about how far off target we are in how we sell, how we engage our customers. See ChatGPT Pitch ! It was a fun, and funny exercise.

Sell 130

Sell Pitch Quota Up-sell 130

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 139

Sell Territory Consult Contract 139

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. All the while, we are focused on tracking our customer digital and personal footprints.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. If you lose the customer here, you may not get another chance. Introduction.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 139

Customers Contract Consult Electrical Engineering 139

Salesforce

NOVEMBER 12, 2024

A strong customer value proposition (CVP) is often the key to winning over potential buyers. Learn how to create a CVP that stands out from the competition and catches your target customer’s attention so you can start making more sales. What you’ll learn: What is a customer value proposition (CVP)?

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Cerebral Selling

JUNE 28, 2022

“Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. You said the customer obviously prefers us and is ready to move forward. “Would you believe it, I asked the customer and they said the quarterly payments weren’t a deal-breaker.

Negotiate 243

Negotiate Commission Quota Price 243

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.

B2B 62

B2B Closing Sell Referrals 62

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads.

Product 246

Product Territory Objectives and Key Results Sales 246