Sales Hacker

SEPTEMBER 4, 2020

That means if you’re an SDR, there’s a 52% chance you’ll hit the phones hard, send tons of emails, and not even reach 90% quota. So why is quota attainment so bad for so many SDRs? people know you are trying to sell them something, and they shut down. How to Help Your SDRs Increase Their Quota Attainment.

Quota 132

Quota Meeting Cold Call Commission 132

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. They haven’t missed quota since I first called them. Start with basic results.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

NOVEMBER 6, 2024

They look at comp expectations, perhaps tweaking the plans to meet certain budgetary or other goals. The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth.

X-functional 127

X-functional Strategize Quota Pipeline 127

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. 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. What if we started thinking of selling as a human game?

Gaming 123

Gaming Up-sell Quota Pitch 123

SaaStr

JUNE 5, 2025

If you dont have a repeatable sales process or at least two reps hitting quota, youre not ready. Meet potential candidates even before youre ready to hire. The best ones are often not actively looking, so you need to sell them on your vision and opportunity. Get it wrong, and youll lose a yearor more.

Quota 95

Quota Sales Up-sell Closing 95

Search Engine Land

SEPTEMBER 19, 2023

Google has admitted to quietly tweaking advertising auctions to meet revenue targets. The search engine “frequently” changes the auctions it uses to sell search ads, increasing the cost of ads and reserve pricing by as much as 5% for the average advertiser. ” Get the daily newsletter search marketers rely on.

Price 142

Price Meeting Quota Engineering 142

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons.

CRM 262

CRM Quota Sales Pipeline 262

Understanding the Sales Force

MAY 30, 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. Thats only a 7% difference from the group that doesnt hit quota.

Quota 71

Quota Drivers/motivators Sales Up-sell 71

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Reps don’t ask many questions in team meetings.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Sales Pop!

JUNE 19, 2024

Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. Question Examples include: ‘You must be so busy; why did you agree to meet with me today?’ ‘Who Conclusion: My Story: the bullying-type salesmen were desperate to meet their quotas.

Sell 173

Sell Appointment Account management Represent 173

Partners in Excellence

JANUARY 12, 2021

Whether it’s going from call to call, virtual meeting to virtual meeting, or just getting things done; we never seem to have enough time. What if we started thinking about, “How do we make sure our customers are well prepared to get things done in our next meeting?” We are all busy.

Meeting 138

Meeting Customers Quota Pitch 138

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. As I have probably mentioned a million times, prospecting is different than selling. It’s an easy way to book more meetings and win more business. By Tibor Shanto. The Breakfast Has A New Sponsor.

Appointment 274

Appointment Quota Prospecting Education 274

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM 105

GTM Construction Quota Growth 105

SaaStr

JANUARY 8, 2025

Lindsey explains: “On one hand, if it’s a SaaS product you sell x many seats or licenses and the customer goes live, then you often can set it and forget it for the following year. But as she dug in, the real answer was too many sales reps were overbooking deals because of the pressure to hit their bookings quota.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Step 2: Select the appropriate event.

Quota 130

Quota Cold Call CRM Sales 130

Veloxy

MAY 3, 2022

Sales quota. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Sales Calculators. Sales Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. 5 Interesting Learnings from Toast at $1.1

Quota 57

Quota Territory Referrals Strategic partnership 57

A Sales Guy

MARCH 31, 2020

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. There is no better sentence that helps define the difference between Gap Selling and Solutions Selling than the first one above.

Sell 136

Sell Commission Drivers/motivators Quota 136

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 105

Objection handling Sales Legal Strategize 105

Partners in Excellence

JUNE 30, 2022

But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.

Sell 133

Sell Quota Up-sell Conversion 133

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? In fact, many prefer self-guided interactions.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Partners in Excellence

MAY 28, 2025

I see so much talk about GTM, selling, marketing, customer service strategies. I remember getting frustrated in meetings with my team, finally exploding, “This is the way we did it in IBM. She had an older school mental model, thinking marketing focused on grand, image, advertising, and meeting the quota for MQLs.

GTM 115

GTM Quota Clients Promote 115

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. But it seems we, sales professionals, have lost the “Joy Of Selling.” Selling has become a “job,” almost a tedious chore for too many. I struggled a moment.

Sell 157

Sell Commission Up-sell Quota 157

Veloxy

MAY 25, 2021

Product or service confidence means that the salesperson honestly believes that what they are selling can make life better somehow…even if just in a small way. Whether it’s cold-calling prospective clients or following up after a meeting, discipline moves the successful salesperson to get it done and get it done on time. Personability.

Referrals 290

Referrals Quota Cold Call Contact 290

Partners in Excellence

MAY 3, 2023

We used to be limited in the time we could spend with customers by the time it took to travel to meet with the customer. Theoretically, freeing us up to have selling conversations. These tools, each intended to free up our time so we can sell, are taking more and more of our time.

Sell 125

Sell CRM Up-sell Education 125

Partners in Excellence

APRIL 1, 2024

“Why I am so interested in selling,” Alex McNaughten I started in sales completely by accident just over 11 years ago. It’s a profession that has been very good to me, that’s given me opportunities to travel the world, live an interesting and incredible lifestyle and meet fascinating people.

Sell 137

Sell Finance Quota Sales Experience 137

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. At Veloxy, we’ve helped hundreds of businesses eliminate non-selling activity.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Gong.io

AUGUST 16, 2021

Next stop: Meetings booked. ” Stat #2: This cold call opener is 40% LESS likely to get you a meeting. Opening your cold call with “Did I catch you at a bad time” makes you 40% less likely to book a meeting. This 3-in-1 script includes cold call, voicemail, and follow-up email scripts to get the meeting.

Cold Call 118

Cold Call Technique Quota Follow-up 118

Salesforce

NOVEMBER 17, 2023

Whether it’s your first time planning a sales meeting agenda or your 100th, this time is yours to connect with and support your team. As a sales leader, meetings with your whole team of reps can be a valuable health check for your business — but they can also waste salespeople’s valuable time selling.

Meeting 105

Meeting Drivers/motivators Sales Quota 105

Closing Bigger

FEBRUARY 10, 2025

They meet quotas, but they dont innovate or push boundaries. The assumption is that if they can sell, they can teach others to do the same. The post Sales Leadership Versus Sales Management – Podcast appeared first on Shane Gibson's Podcast Social Selling B2B Sales and Influence. The reality?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

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

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

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. Faced with this, selling isn’t for the weak spirited. Confession time.

Sell 148

Sell Commission Up-sell Quota 148

Partners in Excellence

MAY 2, 2023

I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. And the selling I did do was mostly answering questions about the products on display. But none in selling.

Sell 133

Sell Retail Consult Strategic planning 133

Veloxy

MARCH 28, 2022

After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. A company that employs inside sales reps will have them selling from inside. This means the salesperson is in the office working to sell to leads and customers. Meet quota goals.

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m excited by how selling is changing and the future of selling. Eventually, I got an offer.

Sell 138

Sell Up-sell Follow-up Start-ups 138