Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Veloxy

FEBRUARY 15, 2024

Listen Now Navigating the Sales Pipeline: Expert Advice Expert advice from sales pipeline podcasts can demystify the daunting task of pipeline navigation. Sales Pipeline Radio, hosted by Matt Heinz, our sales pipeline radio host, stands out for its in-depth discussions with a plethora of B2B sales and marketing experts.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Pocus is mission control for your pipeline. Every minute that goes by off-target is $8.30

GTM 94

GTM Quota Construction Contact 94

Veloxy

MAY 3, 2022

Sales quota. With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Heinz Marketing

MARCH 30, 2020

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. So that has changed.

Pipeline 80

Pipeline Sell Sales Up-sell 80

SaaStr

JANUARY 28, 2022

Cathy Gao , Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre , CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.

Quota 68

Quota Pipeline Go To Market Up-sell 68

Sales Hacker

MAY 23, 2018

On this episode of the Sales Hacker podcast, we talk with Derek Grant , VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. What types of cadences to use to predictably drive pipeline development. 5) How to do effective outreach to grow your pipeline [19:56].

Pipeline 48

Pipeline Quota Contract Healthcare 48

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. Quota attainment : Not to be confused with quota itself, this is the percentage of your sales team that hits 100% of quota over a specified period (say, Q2).

Quota 62

Quota Pipeline Sales Contract 62

Heinz Marketing

JUNE 1, 2020

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 63

Pipeline Sales Up-sell Cross-sell 63

SalesLoft

AUGUST 9, 2023

You’re well aware of the trends affecting the sales industry right now: Low pipeline Declining win rates Smaller opportunity sizes Customer churn Needless to say, this market is quite literally giving teams a run for their money. Invest in point solutions (e.g. If you’re thinking to yourself, just how necessary is this?

CRM 52

CRM Pipeline Go To Market Up-sell 52

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Impact Areas Frequently, Solutions Engineers operate “behind the scenes” without directly linking to revenue in the same way as quota-carrying sales representatives.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Talk of an impending recession likely has your customers worried. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Heinz Marketing

JANUARY 21, 2019

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a weekly radio program called Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Our advice?

Pipeline 70

Pipeline Growth Sales Technology 70

Sales Hacker

OCTOBER 19, 2022

As your baseline, I recommend an attainment goal that includes 80% of your team reaching quota and quotas that are 5x that of the OTE. Secondly, transparency into compensation is key for reps to know how they can hit their OTE and achieve 100% of quota. Providing transparency. Make it easy to close business,” Jared said.

Commission 96

Commission Finance Quota Strategize 96

SaaStr

JANUARY 25, 2023

In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results. Building a unified revenue team Divvy’s revenue organization sustains the go-to-market engine responsible for its hypergrowth.

Objectives and Key Results 86

Objectives and Key Results Customers Teamwork Drivers/motivators 86

Sales Hacker

AUGUST 26, 2022

Without confidence in the data, sales and marketing teams are left to work in the dark. There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to.

GTM 84

GTM CRM Pipeline Growth 84

Heinz Marketing

JUNE 4, 2018

By Matt Heinz, President of Heinz Marketing. Another episode of Sales Pipeline Radio for you! It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Thank you everyone for joining us on another episode of Sales Pipeline Radio.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Sales Hacker

JULY 28, 2021

A sales forecast predicts future revenue attainment based on historical data, industry trends, and the current state of your pipeline. Making sales hygiene a priority in your sales enablement programs will go a long way towards better forecasting. Features and functionality. 11 sales forecasting tools to consider. SalesDirector.ai

CRM 113

CRM Pipeline Territory Sales 113

Openview

MAY 7, 2019

Too early and your team won’t have the proper baseline or pipeline to measure the results of these efforts. Regardless of your go-to-market strategy, arming your sales team with the tools, tactics and processes is paramount in their ability to execute. Your ‘Median Days in Sales Cycle’ is going up. Conclusion.

Pipeline 87

Pipeline Quota Closing Technique 87

Hubspot

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Salespeople said inbound lead flow was worse than it was a year before at every one of these companies And directly or indirectly related, quota attainment rates were down year-over-year , as well.

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 52

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

To get new opportunities, you have to constantly fill your sales pipeline with high-quality leads. According to a recent report by Hubspot , 34% of B2B marketers say generating more leads is their top priority for 2021, while only 14% are concerned with closing more deals. Winning in business is all about winning in sales.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

NOVEMBER 13, 2019

Review and inspect your current quarter pipeline to see if anything is at-risk or needs more attention. Inspect the next quarter (or quarters) pipeline generation and coverage to stay ahead of the game. Pipeline generated : The amount of pipeline already generated for the quarter. Inspect the pipeline regularly.

Pipeline 73

Pipeline Sports Sales Quota 73

Hubspot

OCTOBER 2, 2019

Builds a stronger sales rep pipeline. With structured performance management plans in place, your organization will have the framework to build a pipeline of sales reps with valuable skills who are effective and efficient at driving sales for your company. Supplemental reading from sales thought leaders. Image Source: Anaplan.

Territory 87

Territory Quota Commission Construction 87

Sales Hacker

MAY 27, 2019

So what’s going on behind the curtain? And is it possible to leverage technology for a better pipeline and bigger deals? Pipeline, Analytics, Measurement : This is all about optimization. Coaching (including pipeline reviews and role play exercises ) helps sales reps do their part. Makes it easy to manage your pipeline.

Pipeline 141

Pipeline CRM Technology Technology 141

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. With one complete platform for pipeline generation, managing and closing deals, customer growth, and effective coaching, it’s so much easier to address areas of risk and hit team targets. But if you have Salesloft, everything changes.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

DECEMBER 21, 2017

In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Weighted Pipeline Value is the estimated value of the pipeline at a given time in the process, used to make profit/loss forecasts.

Territory 89

Territory Non-Profits Contract Quota 89

The Lost Book of Sales

MAY 13, 2021

What is the pipeline amount, where does it come from, what is the division between each source? If so, ask to see the the go-to-market strategy. OTE is your base salary + commission you receive when you've reached your 100% sales quota. What is the biggest pain point for you as the VP or Account Executive?

Quota 59

Quota GTM Commission Territory 59

SalesLoft

JUNE 21, 2022

But calculating the opportunity cost of a non-optimized onboarding experience – pipeline and revenue not generated during ramp – is a bit trickier. I recommend creating a composite ‘fully ramped’ seller based on average pipeline and revenue generation per month in the onboarding rep’s org. Could their time be better spent elsewhere?

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

JANUARY 25, 2021

Companies need to look at the company-specific data for their company for where to focus and where not to focus, as well as to understand what’s happening in the pipeline. Analyze or re-map your target account identification prioritization. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 63

Cross-sell GTM Territory Sales 63

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Your TAM significantly impacts your go-to-market model because it dictates breadth vs. depth.

GTM 69

GTM Education Sales Contract 69

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Top performance metrics include: Sales Quota Achievement Rate: The percentage of sellers who have completely hit their quota during a set time period. Pipeline Efficiency: How effectively sellers manage their individual pipelines.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

FEBRUARY 18, 2019

How to use quota to drive outcomes and results. How Do You Set Sales Quotas: Psychologically or Financially? Brian Birkett: LeanData is the leader in helping you manage your go to market strategy in a platform for revenue ops leaders. How Do You Set Sales Quotas: Psychologically or Financially? We’re on iTunes.

Quota 71

Quota Sales Promote Up-sell 71

Highspot

AUGUST 19, 2022

Data from the latest MarTech report shows that marketing teams everywhere share similar struggles: 23% of marketers find it challenging to achieve internal alignment across initiatives and departments. 17% of marketers struggle to differentiate themselves from the competition. 57% of sales representatives miss their quota ?.

Quota 52

Quota Growth Represent Pipeline 52

Sales Hacker

DECEMBER 28, 2018

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy by Jacco Van Der Kooij. This particular piece of the series outlines a tactical approach to building a go-to-market strategy. 31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline by Tom Whatley.

Cold Call 97

Cold Call Sales B2B Pipeline 97

SalesLoft

JULY 18, 2016

Data integrity affects everyone in the revenue function of a business, including: • Marketing: Sales data is critical for collaborating with marketing to develop a go-to-market process. And ultimately, a team with solid sales operations data crushes numbers, while teams that just wing it barely hit quota.

CRM 52

CRM Territory Quota Appointment 52