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 83

Quota Cold Call Outside Sales Territory 83

Hubspot

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!

Quota 92

Quota Angle Price Prospecting 92

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. As a result, sellers are playing a losing game of catch up. Win rates are plummeting.

Assembly Line 95

Assembly Line Customers Tradeshows Manufacturing 95

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” since 2018.

Quota 81

Quota Cold Call Strategic planning Contact 81

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. The clock starts ticking the moment a lead shows interest, and every minute that passes can make the difference between winning and losing a potential customer.

Product 130

Product Quota Objectives and Key Results CRM 130

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

Sales Hacker

MAY 8, 2020

Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.” If you sell complex enterprise software, a show-and-tell format may not be useful or persuasive enough to demonstrate your solution. Set up the platforms you’ll rely on and practice.

Quota 79

Quota Sell Up-sell Sales 79

Veloxy

JUNE 6, 2022

Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. Field reps pivoted to remote or inside selling. Customer budgets were drastically reduced. In 2020, COVID-19 had a negative impact on field sales. It was hard times for all.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, you don’t want to miss this killer social selling event. It’s gonna be crazy.

Up-sell 116

Up-sell Gaming Sell Quota 116

Partners in Excellence

APRIL 19, 2023

When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need. We kept their quotas/goals the same.

Customers 112

Customers Quota Growth Strategize 112

Salesforce

JULY 6, 2023

We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. Get deals done, make customers successful, and help your company grow. It’s how you show up. Get articles selected just for you, in your inbox Sign up now 3.

Quota 86

Quota Closing Education Sales 86

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! 7 Tips to get 7,000 Customers. It seemed like the best investment! .

Closing 103

Closing E-commerce Customers Quota 103

Veloxy

JANUARY 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. Much has been said and written about the human side of selling. And how exactly should you apply it to everyday selling activities? Continue reading to discover three ways to satisfy the customer experience by applying anthropological principles.

Sell 246

Sell Quota Sales Cold Call 246

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” since 2018.

Quota 52

Quota Cold Call Strategic planning Contact 52

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. Use personalized one-to-one video to get people back on the phone – whether they’re a prospect gone dark or a customer tip-toeing away from renewal. The question often comes up, “Can I use humor for this?” And people like to laugh and smile. Warm outreach video.

Quota 84

Quota Closing Legal Contract 84

Veloxy

JANUARY 19, 2022

When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. 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. “

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. 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

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

Partners in Excellence

NOVEMBER 10, 2023

Starting my selling career in IBM, we all had them. Much later, when IBM was a customer, in calling on people, I would always ask, “Open your lower right hand drawer and pull out the first folder. When I ask executives about it, the respond, “They have their quotas, that’s all we care about!!!”

Quota 119

Quota Teamwork CRM Pipeline 119

Martech

FEBRUARY 17, 2022

A major theme at the upcoming MarTech conference will be the dramatic ways in which the customer journey has changed over the last two years. To confirm that our perception is well-founded, we turned to John Bruno, VP strategy at PROS, the AI-powered platform that helps major brands price, configure and sell products and services.

B2B 93

B2B Customers E-commerce B2C 93

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. What Is SNAP Selling? What Does a “Frazzled Customer” Look Like? What Is SNAP Selling?

Sell 52

Sell Real Estate Customers Healthcare 52

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Toast has 80k-85k customers, and it is still in the early days. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy.

Growth 77

Growth Territory Referrals Customers 77

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. There are sections of this guide that presumes you’re using Veloxy Sales AI Software for Salesforce, which easily and automatically accelerates sales by predictably optimizing customer engagement. It’s all about crushing quota!

Sales 290

Sales Quota Up-sell B2B 290

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 116

Objection handling Quota Entertainment Up-sell 116

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. If they sell just one of those products, their net pay is $100,00 + (.1 The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

A Sales Guy

FEBRUARY 6, 2015

The biggest gap in sales is quota and quota assignment. Quota is almost always dolled out willy nilly, with little understanding of the market or what the organization is capable of doing. When this doesn’t happen, goals are missed and working/selling harder doesn’t solve the problem. It was a catastrophe.

Quota 113

Quota Sales Pitch Growth 113

SaaStr

FEBRUARY 6, 2024

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. Too many sort of think it will sell itself with the same team, motions, etc. And one that at least 10% of customers will, so it’s material.

Product 87

Product Sell Quota Launch 87

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end.

Quota 193

Quota Pipeline Drivers/motivators Negotiate 193

SaaStr

FEBRUARY 27, 2024

And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? What you actually end up with is quite an unprofitable business operating with -25% operating margin despite having a revenue scale of more than $600M. Why has this decline happened? Let’s find out.

Go To Market 89

Go To Market GTM Non-Profits Quota 89

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Drive Up Your Average Deal Size. Your customer relationship management software should already be measuring the following metrics. We’ve all heard the saying over and over; time is money. Average Sales Cycle Length.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? There are three problems associated with eliminating quotas and commissions …. What about marketing and customer service? Customer centric. Compensation.

Commission 48

Commission Quota Repeat business Referrals 48

SaaStr

MAY 28, 2024

Mistake #1: A VP of Sales that Can’t Sell or Demo the Product “Whatever you do, do not hire a Head of Sales who can’t demo the product before day one,” Jason says. Maybe you’re doing vertical SaaS, selling to governments, or it’s a more complicated product than they’ve sold before. The same is true for your first 5-10 reps.

GTM 97

GTM Pipeline Growth Quota 97

Partners in Excellence

MARCH 21, 2024

In working with Jose, I’ve come to deeply appreciate how he thinks about driving growth and performance improvement in the teams he leads, and his general approach to selling. ” Why I’m So Interested In Selling I worked as a sales engineer and trainer for a technology company, where I was exposed to fascinating technology.

Sell 73

Sell Quota Technology Technology 73

Sales Hacker

DECEMBER 9, 2022

Combine predictive scoring with historical insights to gain a better understanding of your customers. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Has remote selling adjusted that need?

Territory 101

Territory Quota Strategic planning Sales 101

Partners in Excellence

JANUARY 29, 2024

Knowledge of the customer, in fact clear definition of the target customers are minimal, the strategy is a product led (though not necessarily a PLG strategy.) Door # 2: This strategy focuses on Business Focused Selling. For customers unaware of those challenges, sellers might insight the customer to consider a change.

GTM 88

GTM Quota Presentation Up-sell 88

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, then you don’t want to miss this killer social selling event.

Up-sell 62

Up-sell Gaming Sell Quota 62