Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. 50% of buyers say that working remotely has made the purchasing process easier. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In-person meetings are less common. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Sales productivity is defined as the rate at which salespeople meet their revenue targets.

Product 52

Product High impact Quota CRM 52

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

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. Jill Fratianne , a Partner Channel Manager at HubSpot, says, “In any new year, there are new quotas, tremendous amounts of change, some you may like, some you may not…the most important thing to focus on is to quickly pivot, remain positive, and make a plan.”.

Pipeline 61

Pipeline Presentation Networking Quota 61

Gong.io

DECEMBER 22, 2021

I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . Managers review a few calls (usually at high speed) and they keep an eye on big numbers, like quota. Historically, sales coaching focused on training and hitting quota.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

SalesLoft

SEPTEMBER 27, 2023

You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. So you could see past the hype and into real outcomes. Insert Salesloft Rhythm. Read Ryan’s LinkedIn post 6.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Hubspot

JULY 9, 2019

In this guide, we'll cover the reasons why getting sales management right is so important as well as some sales management strategies, duties, and resources to help your team become high impact players for your business. Set Goals and Quotas.

Sales 85

Sales Quota Commission Drivers/motivators 85

Partners in Excellence

APRIL 8, 2021

People who, for various reasons, are not meeting performance expectations. They haven’t taken the time to understand what drives success in the role and to develop a competency model to use in the hiring/development process. In every organization, there are problem performers. They don’t understand the job.

Territory 78

Territory Up-sell Quota High impact 78

CloserIQ

OCTOBER 3, 2019

Or when you have to process all the emails or uncover the data to help you figure out where to invest your time in the first place? When processing leads, most salespeople use one of the two ways to do so. . Others process every lead on the list with no exceptions. Develop a System to Uncover the Best Leads Quickly. Strategy #5.

Quota 61

Quota Sales CRM Follow-up 61

Partners in Excellence

SEPTEMBER 5, 2016

In meeting with individual and executives, I often hear, “I/We want to be great (or even good).” ’ “I want this sales/call meeting to go great!” ” Or it’s expressed in outcomes, “Exceed quota.” The sales process represents our best experiences at winning.

Cross-sell 49

Cross-sell Quota Pipeline Represent 49

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve.

Sales 52

Sales Technology Technology Technique 52

CloserIQ

OCTOBER 3, 2019

Or when you have to process all the emails or uncover the data to help you figure out where to invest your time in the first place? When processing leads, most salespeople use one of the two ways to do so. . Others process every lead on the list with no exceptions. Develop a System to Uncover the Best Leads Quickly. Strategy #5.

Quota 40

Quota Sales CRM Follow-up 40

Sales Hacker

JUNE 20, 2019

I learned their primary goals (personal and professional) to refine my value language… studied org charts and power dynamics to map out procurement process… learned about organizational misalignment to help create healthy tension… You get the idea. Engineered as much automation as we could in our sales process.

Quota 70

Quota X-functional Strategize Contract 70

Sales Hacker

APRIL 17, 2019

CRMs and meeting schedulers. Don’t walk into a meeting without looking at the person’s LinkedIn profile first. Best CRMs and Meeting Schedulers. This app makes it easy to schedule meetings in any time zone. Tap to schedule meetings and it’ll automatically update timezones for participants.

Drivers/motivators 110

Drivers/motivators Price Teamwork CRM 110

SaaStr

DECEMBER 20, 2019

How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Manny Medina: So you have the quota number. I’m too intrigued.

Territory 56

Territory Quota Cross-sell Pipeline 56

SaaStr

MAY 3, 2019

How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Why are SDR’s 99% of the time not able to carry leads to completion? *

Territory 58

Territory Quota Cross-sell Pipeline 58

Hubspot

JULY 21, 2014

Your organization needs the right balance of left-meets-right-brained skills -- number crunchers, artists, and customer development masterminds. Instead of chasing 100 campaigns, align your team around one high-impact growth goal. That means consistent (daily and weekly) communication, transparency, and collaboration.

Growth 69

Growth Engineering Quota Campaign 69

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. As a member of the National Speakers Association, she regularly speaks at sales and incentive meetings, sales conferences, and association meetings. Brooke Bachesta – SDR Manager at Outreach.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Sales Hacker

OCTOBER 7, 2021

See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss. Mindest : Be a Student, not just of the product, but of the process. Moxie : Focus on action and impact and do not be humble about your accomplishments. Not sure where to start? No one does it alone.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

MARCH 4, 2016

Sales enablement is the act of enabling salespeople to help them close more deals/bring in more revenue/hit their quota. Lead/Meeting intelligence: Allow teams to mine important information about a lead from the very basic (email ID, phone numbers) to complex information (common professional connections, news mentions, job changes etc).

B2B 65

B2B A/B testing Sales Pitch 65

Salesforce

FEBRUARY 21, 2024

A sales performance review is a one-to-one meeting where sales managers and reps discuss sales performance, productivity, goals, and career development. If you want to improve everything from your pipeline velocity to compensation plans to retention rates and skill development, you have to prioritize your performance review process.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

SaaStr

OCTOBER 29, 2019

If you are a price sensitive customer, you need to get from A to B, but you’re willing to walk a few blocks to go meet your driver. I encourage you to establish a pricing process and I followed something like this in the past. Your sticks are your quota limits. They segment users by needs and willingness to pay.

Price 40

Price X-functional Cross-sell Growth 40

Hubspot

JULY 31, 2013

By adopting this philosophy, you force yourself to give all prospects the same level of consultation during the sales process and provide them with a solution that truly matches their needs and goals. If you can balance your long-term relationships with short-term quotas, you''ll find that your success grows in both respects.".

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

Hubspot

NOVEMBER 7, 2023

Sales processes become time-consuming and frustrating. By organizing all lead and customer information in one place and automating data entry, CRM software makes it easy to run the sales process smoothly. Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month.

CRM 75

CRM Contact Contract Objectives and Key Results 75