Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

SaaStr

MARCH 27, 2021

The at first nonobvious thing about discounting is the dynamic: Sales reps on commission will naturally do 2 things: First, they’ll quote at list price. Better to get 70% of the original quote and hit my quota for the quarter, than miss my quota this quarter and hope I get 90-100% of that original quote next quarter.

Commission 122

Commission Quota Price Negotiate 122

SaaStr

NOVEMBER 30, 2020

Then a month or so to make the decision, negotiate price, and sign. So there is further negotiation and discussion with the VP/SVP above them that owns the budget, but often not the problem itself (and solution to it) directly. Hire a VP of Sales that is best at your core price point. This adds more time.

Closing 136

Closing Negotiate Drivers/motivators Price 136

SaaStr

OCTOBER 10, 2022

This survey informs you about sellers’ overall confidence along with knowledge of pricing, expertise in value selling, discovery, and price negotiation comfortability. Once this information is established, it can be used to build seller skills and drive up seller confidence, which directly correlates to quota attainment.

Quota 128

Quota Construction Negotiate Growth 128

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. Adjust the rep’s negotiation strategy.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

A Sales Guy

AUGUST 2, 2013

We don’t track much more than quota attainment. Beyond the quota attainment, sales does little to track, measure and embrace the statistical nuances of selling. How strong of a negotiator are they? How do average time to close rates compare with quota attainment and overall revenue attainment. Who takes longer?

Sports 121

Sports Quota Pipeline Sales 121

Hubspot

APRIL 26, 2018

In fact, salespeople shouldn’t get in the habit of regularly using promotions when mastering essential negotiations skills. Just because you’ll make quota doesn’t make these discounts the right choice. I’ve known reps who queue up their deals to start on the first day of the month for accounting and quota reasons.

Promote 101

Promote Negotiate Quota Construction 101

A Sales Guy

JUNE 25, 2015

You negotiate a shitty deal, with a super low price. For salespeople, fear is usually the emotion that comes into play, fear of losing the deal, fear of missing quota, fear of not making a commission. When you become too emotional, you push too hard afraid the deal could be crumbling.

Objectives and Key Results 114

Objectives and Key Results Quota Commission Pipeline 114

Gong.io

DECEMBER 3, 2019

We even apologize for our product/service and pricing! PS: Avoid heartbreak with our data-backed Pricing Conversation Cheat Sheet ). Apologize When Negotiating . There is a fundamental difference between apologizing for your pricing and apologizing during negotiations. . The price is the price.

Pitch 99

Pitch Negotiate Price Sales 99

Gong.io

NOVEMBER 12, 2021

Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 13 Sales Skills for Negotiation: Say “approved” instead of “list” when it comes to pricing. Sales cycles extend by nearly 20% when a seller utters the phrase “list price” or “typical price” or “standard price”… at any point in the deal.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Buj also shared a candidate’s standout response to a pricing objection: “I completely understand that price is a key factor. Mike Peditto , director of talent at career growth platform Teal , suggests asking a question related to quota attainment. Same story.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Sales newbies who fear falling short of their quota? By: Colleen Stanley. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Hubspot

JANUARY 7, 2019

While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. Maybe they're a new rep who's close to hitting their quota but is just shy each month. Lacks confidence when negotiating. Consistently meets or exceeds their quota.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

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 Hacker

OCTOBER 21, 2020

But with quota looming, sales professionals need a solid plan in place to quickly and efficiently identify and sell to new and existing audiences. You can also review closed-lost opportunities that made it to late-stage negotiations. It may have just been pricing or service that was the failure point. It’s time to Close.

Pipeline 117

Pipeline Negotiate Technique Closing 117

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. In fact, always get an agreement to the proposal review as soon as you are done with the first presentation, but refrain from giving the client an exact price if you have any doubts. Negotiating the Price.

Closing 105

Closing Contract Negotiate Clients 105

Hubspot

MARCH 1, 2022

The most common type of sales objection is a price objection , and even the most ready-to-buy prospects may make them. Negotiate price. Going into the closing call, you’ve likely already discussed the price with your prospect. Despite this, it’s possible that your prospect may raise a point for negotiation.

Closing 87

Closing Negotiate Contract Legal 87

Salesforce

APRIL 7, 2022

Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You can talk about pricing; you could talk about implementation; you could talk about product shortcomings; you can talk about competition — all things that typically a seller would withhold, ” Batrawy said. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

Partners in Excellence

NOVEMBER 29, 2011

If I could achieve my goals/quotas by just spending my time thanking customers for their orders, then I’d be 1000% every year! I hate negotiating—well that’s not true, there are large parts of negotiating that I really like. I like getting customers to understand the value of a price premium.

Sell 97

Sell Negotiate Quota CRM 97

Salesmate

MAY 29, 2020

From lowering prices to offering freebies, competitors are trying various strategies to attract customers. Potential buyers pick such points and use it as a shield to get the product at a better price. Sales challenge 4 – Prospects reluctance during the negotiation. First quote a high price.

Negotiate 93

Negotiate Sales Objectives and Key Results Price 93

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s the start of a new year, and for most salespeople, it means the start of a new quota. negotiating. negotiation.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

Spiro Technologies

SEPTEMBER 29, 2022

As a salesperson, you get to explore many aspects of commerce, from market research, pricing, negotiating, marketing, sourcing, and everything in between. But sales has the added factor of putting a stopwatch on your productivity in the form of a quota, which means that you need real grit in order to succeed.

Negotiate 105

Negotiate Outside Sales Quota Sales 105

Outreach

OCTOBER 29, 2021

A sales pipeline, on the other hand, centers around revenue opportunities , operates from the seller’s perspective, and illustrates which sales activities are needed to meet quota or revenue targets. Once these negotiations have been completed, it’s time to (finally!) A sales pipeline is not a sales forecast. close the deal.

Pipeline 98

Pipeline Negotiate Sales Contact 98

Sales Hacker

OCTOBER 25, 2017

Did I hit quota? Revenue = Opportunities * ASP (Average Sale Price) * Win Rate. Sales Velocity = Opportunities * ASP (Average Sale Price) * Win Rate / Sales Cycle Length. Rep 1: Commander High Price (Very High ASP). How to Use Sales Metrics to Dissect Missed Quotas. How much revenue did I book? The Big Equation.

Quota 82

Quota Sales Technique Price 82

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Pricing options. If paid, does the cost of the pilot roll into the annual contract price should the buyer sign an agreement? Pricing sheet.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Sales Hacker

FEBRUARY 5, 2021

They will spend their time on the wrong things and their quota and commission, along with their energy will suffer. Instead of hacking together a slick proposal or negotiating trick, focus on qualifying your opportunities and be super disciplined about it. There are a ton of questions that a buyer has before jumping into the price.

Sales 131

Sales Commission Negotiate Contract 131

Hubspot

FEBRUARY 7, 2018

Multiply your customer goal by the average sale price of your company’s product to get the amount of revenue you should be aiming for. You'll learn valuable skills along the way, and you'll blow your quota out of the water. Admire a rep who's great at negotiating? Ask him to review a recent negotiation you conducted.

Sell 101

Sell Negotiate Sales Up-sell 101

Hubspot

APRIL 17, 2018

After all, signing new customers and upselling existing accounts is how a rep makes quota. Know this process before formal negotiations start, so that you won’t get through the entire closing sequence only to have to go through a weeks-long review process before the deal can be signed. Closing before everyone is at the table.

Closing 101

Closing Negotiate Legal Sales 101

Hubspot

JUNE 16, 2020

It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Most salespeople are assigned a sales quota and activity metrics that will help them achieve that quota. I once had a rep on my team that was ‘doing everything right’ but still missing her quota.

Quota 99

Quota Sales Negotiate Pipeline 99

Salesforce

MARCH 3, 2025

That’s what it’s like when sales reps manage approvals, pricing, and legal terms piecemeal, chasing down stakeholders for every deal. Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements.

Legal 59

Legal Contract Finance Non-Profits 59

Salesmate

APRIL 9, 2021

Thanks to the marketing team, your sales pipeline is filled with enough deals to fulfill your quota. However, despite having a pipeline filled with deals, are you able to meet your sales quota? For instance, some of the high-value deals had price issues. Sadly, most of the deals do not convert into sales.

Pipeline 98

Pipeline Quota Follow-up CRM 98

Outreach

APRIL 19, 2019

Fine-tune messaging , pricing, and other factors to match the pain points, sensibilities, or preferences of target B2B buyers. In contrast, the B2B sales pipeline focuses on revenue opportunities, adopts the seller’s perspective, and shows the sales activities that need to be performed in order to meet quota or revenue targets.

Pipeline 84

Pipeline B2B Negotiate Represent 84

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. Laying out the ground rules for activity levels and explaining their quota targets in detail will help your teams prepare a game plan on how they want to hit these goals.

Sales 110

Sales Gaming Quota Objection handling 110

Gong.io

DECEMBER 3, 2019

We even apologize for our product/service and pricing! PS: Avoid heartbreak with our data-backed Pricing Conversation Cheat Sheet ). Apologize When Negotiating . There is a fundamental difference between apologizing for your pricing and apologizing during negotiations. . The price is the price.

Pitch 62

Pitch Negotiate Price Sales 62

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Negotiation. Pricing/Price. Account Development Representative.

B2B 105

B2B E-commerce Cold Call Sales 105

Hubspot

APRIL 6, 2018

When it comes to the first call, most prospects want to talk about pricing and product, so while this doesn’t mean you have to skip discovery, make sure you’re accommodating your prospect’s agenda as well as yours. Ask, “Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?”

Objectives and Key Results 101

Objectives and Key Results Sales Negotiate Contract 101