Sales Gravy

APRIL 23, 2025

He described his typical daystarting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. ask, How many outbound touches do I need to hit my pipeline goal? Safety first; quotas second. Safety first; quotas second. Sound familiar?

Prospecting 70

Prospecting Appointment Outside Sales Territory 70

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue.

Pipeline 54

Pipeline Appointment Quota Follow-up 54

Salesforce

JANUARY 9, 2025

Sales acceleration is a collection of strategies using automated tools and workflows to help sales representatives move leads through the end-to-end sales pipeline faster, engage with customers more effectively, and close more deals in less time. It works by optimizing various factors across the sales pipeline.

Closing 98

Closing Represent Territory Lead generation 98

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. I built Veloxy to work alongside platforms like this, and I’ve watched Outreach help sales teams build qualified pipelines that turn into actual revenue. The results get even better with a 5X increase by the second month.

Product 130

Product CRM Price Objectives and Key Results 130

Partners in Excellence

JANUARY 23, 2025

We become obsessed with forecasts, pipelines, and their health. How many emails, how many calls, how many meetings, how many demos how many proposals, how many bathroom breaks……… And the gurus reinforce and intensify this. And that drives us to look at our prospecting and activity metrics.

Gaming 112

Gaming Up-sell Quota Pitch 112

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. Understanding product-market fit Product-market fit occurs when a product meets the needs of a specific market and is widely accepted.

GTM 103

GTM Product Drivers/motivators Strategize 103

RingDNA

APRIL 11, 2025

But beyond merely revealing insight into reps’ performance, tracking the right sales KPIs is critical to assessing they overall health of your sales pipeline. And a lot of companies are finding it harder to build pipeline than ever before. Value: More conversations each day virtually always correlates with higher quota attainment.

Quota 62

Quota Sales Pipeline Contact 62

SaaStr

JULY 2, 2025

Have them shadow customer success calls, onboarding sessions, and even product team meetings. By 60 days, they should be generating pipeline and closing smaller deals. By 90 days, they should be fully ramped and hitting quota. Are they booking meetings? Are they progressing deals through the pipeline?

Start-ups 55

Start-ups Objection handling Commission Pitch 55

SaaStr

JUNE 19, 2025

But … 🔥Already got 15 meetings from it, 7.5% They want to flip a switch and suddenly have AI SDRs booking 50 meetings a week with zero effort. You wouldn’t expect a new SDR to be quota-crushing in week one, right? 3x more qualified meetings booked with the same size team. Rolling out our AI SDR this morning.

Objection handling 107

Objection handling Sales Legal Strategize 107

Partners in Excellence

JANUARY 24, 2025

Forecast performance against plan (his team has 92% forecast accuracy), Pipeline health, Completed committed tasks (as a %), New committed tasks to be completed. And pipeline health (basically a coverage model, given our win rates and deal sizes each person on our team needs to have somewhere around 1.2-1.5X

High impact 96

High impact Pipeline Inside sales Quota 96

Hubspot

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. A lead meets a company’s qualification criteria (like BANT ) to be added to a company’s deal forecast. Sales Qualified Leads (SQLs). Opportunity. Evangelist.

Territory 83

Territory Cold Call SQL Campaign 83

Sales Gravy

APRIL 24, 2025

Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. A coach helps you cut distractions, stop chasing bad-fit leads, and finally build the kind of pipeline that scales with you. The Sales Leader You coach your team, run the numbers, and lead the meetings.

Sports 98

Sports Referrals Sales Pipeline 98

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Veloxy

JULY 23, 2025

Unfortunately, the truth is that tasks such as admin or travel can start to crowd out these much more important steps, reducing the number of honest conversations they have and preventing them from fulfilling their quotas. Creating and copying meeting notes between team members duplicates the effort needed to have any conversation.

Product 130

Product Objectives and Key Results Territory Sales 130

Closing Bigger

FEBRUARY 10, 2025

They meet quotas, but they dont innovate or push boundaries. Proactive leaders: Build a talent pipeline before they need it. They meet quotas, but they dont innovate or push boundaries. Reps check boxes, follow rigid scripts, and focus solely on KPIs, but lack inspiration.

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

SalesPop

JULY 18, 2025

Actionable Strategies: Invest coaching time in the middle: Identify reps who are close to quota or showing potential. Make recognition public: Share wins in team meetings or internal communications. Make your coaching conversations about the person, not just the pipeline. He is CSMO at Pipeliner CRM.

Drivers/motivators 66

Drivers/motivators Technique Sales Pipeline 66

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more 1. Salespeople dont need rah-rah hype.

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

SalesHood

JULY 11, 2025

They research independently, evaluate vendors asynchronously, and expect digital tools—not just sales meetings—to guide their journey. That means integrating it directly into the sales process, tying it to pipeline stages, and surfacing it dynamically based on deal context. Gone are the days of tightly scripted sales cycles.

Quota 52

Quota Objection handling Price Trust 52

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams.

B2B 52

B2B Sell GTM Cold Call 52

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

MARCH 29, 2025

And Get Them Both Hitting a Basic, Sustainable Quota. CRM Setup: Use a CRM like Salesforce or HubSpot to track leads, deals, and pipeline. If they tilt the curve. -> But also give your sales leader, and your individual reps before you have one, a quota on your time and meetings per week. This is a classic mistake.

Commission 75

Commission Objection handling Quota Sales 75

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. In fact, 80% of employees who receive meaningful feedback say they are fully engaged.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Sales Gravy

FEBRUARY 23, 2025

Later that day I found an email from the rep asking for a meeting. Its no wonder that pipelines are bone dry and last year, according to recent data, 91% of sales teams failed to achieve quota. Later that day I found an email from the rep asking for a meeting. He said he had called but we'd been disconnected.

Quota 54

Quota Prospecting Pipeline Contact 54

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. Mediation & Conflict Resolution When colleagues clash over sales leads or roles, meetings become tense, deals stall, and finger-pointing takes over.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

RingDNA

MARCH 31, 2025

According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles. Sales ops teams are leveraging AI to: Predict pipeline health and revenue trends with greater accuracy. Pipeline velocity and average deal cycle length.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. When these deals are poorly structured, or when compensation plans are unclear, reps may have a hard time meeting their goals or maxing out their plan.

Commission 52

Commission Quota Represent Sales 52

Salesforce

NOVEMBER 12, 2024

A strong customer value proposition sets you apart by clearly communicating to your target customer why your product or service is the best solution for them — and how it can alleviate their pain points to help them meet their goals. Learn more What is a customer value proposition (CVP)?

Transportation 52

Transportation Drivers/motivators Customers Territory 52

PandaDoc

JUNE 26, 2025

This means fewer errors and faster sales cycles. What does good sales performance look like? 7 strategies to improve sales effectiveness Here are seven proven ways to boost your team’s performance: 1.

CRM 52

CRM Legal Sales Price 52

RingDNA

MARCH 18, 2025

This leads to stalled deals, missed quota, and slowed growth. Conversation Intelligence Software: Features and Benefits Conversation intelligence software uses AI-powered technology to analyze sales calls and meetings, providing valuable insights into customer interactions. If this sounds like you, don’t worry; you’re not alone.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Highspot

JUNE 17, 2025

Notably, they: Lack time to effectively plan for and analyze their sales calls Worry about meeting quarterly sales targets and quotas Have too many time-consuming tasks that prevent them from completing the work that matters: building relationships with potential customers The good news?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Gravy

APRIL 17, 2025

You crushed your quota. One quarter, you're crushing it, the next you're staring down a dry pipeline and a mortgage payment. Meet with a financial advisor. Sleep well, knowing you're not one missed quota away from panic. You crushed your quota. Meet with a financial advisor. Your first instinct?

Finance 54

Finance Commission Cold Call Quota 54

Salesforce

JULY 24, 2025

Everyone you meet is on a mission: to grow their career and to find community. You meet people from everywhere. I booked over a hundred qualification meetings, asking the customer the right questions to uncover needs, challenges, and timing. It taught me consistency, strategic focus, and pipeline ownership.

Cold Call 52

Cold Call Strategize Pipeline Represent 52

RingDNA

JUNE 6, 2025

“Only 28% of B2B sales reps say their sales process is effective at meeting buyer expectations” ( Salesforce State of Sales Report ). times more likely to hit quota. Deal Risk Analysts that proactively flag at-risk opportunities based on patterns in conversation tone, engagement drop-off, or pipeline signals.

CRM 62

CRM B2B Follow-up Strategize 62

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. Here are some ways that top salespeople can use LinkedIn to add to their pipeline. Would you show up to an important meeting wearing shorts and a Panama hat? Revenue.io

Closing 62

Closing B2B Sell Referrals 62

SaaStr

APRIL 29, 2025

For mid-market outbound, the funnel stats can vary depending on your execution, but here are some benchmarks to keep in mind: Connect Rate : If you can get 5% of your targeted accounts to take a meeting or demo, youre in a good spot. If youre below 8%-10%, your sales team will struggle to hit quotas, and youll burn them out.

Quota 52

Quota Negotiate Pipeline Pitch 52

SaaStr

JULY 9, 2025

The Evidence: Owner sees 3-4x productivity gains, but only from AI-native reps At Windsurf, 7 out of 10 seasoned reps quickly shot over their annual quota , with one rep closing $1.6 It’s making great salespeople unstoppable while leaving everyone else behind.

Technical Sales 71

Technical Sales Commission Pipeline Negotiate 71

Understanding the Sales Force

JANUARY 4, 2025

The third part is having and following through on consequences for failure to meet the required targets. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign.

Quota 71

Quota Territory Pipeline Referrals 71