Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . Here are the key takeaways and highlights from that episode. Hiring for Character. Listen now at gong.io/podcasts.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Sales Hacker

APRIL 12, 2018

Have you mapped out your total addressable market yet or will the said hire be doing this heavy lifting for you? Is your go-to market strategy strong? The data shows that much of the reason VP’s are kicking the can so quickly is due to the fact that salespeople are failing to meet quotas at a higher rate these days.

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

SaaStr

AUGUST 27, 2019

But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels. What does that look like? So yeah, ICR.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

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. Aim to create an environment where everyone can thrive, not just hit their sales quota. Create a single source of truth to empower go-to-market teams. Drop the quota.

Growth 98

Growth Quota Intrinsic Cross-sell 98