Partners in Excellence

NOVEMBER 6, 2024

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. I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?”

X-functional 127

X-functional Strategize Quota Pipeline 127

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Call 80

Cold Call Commission Appointment Pipeline 80

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. We become obsessed with forecasts, pipelines, and their health. They create revenue models, bow ties, and related models reducing selling to a math equation. Despite ramping up the numbers, increasingly we are not achieving our goals.

Gaming 123

Gaming Up-sell Quota Pitch 123

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

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 106

GTM Construction Quota Growth 106

Sales Pop!

JUNE 23, 2023

One factor differentiating Pipeliner CRM from our competitors—especially high-end systems such as Salesforce, Microsoft Dynamics, and Oracle NetSuite—is that we have taken the incredible complexity involved with a CRM application and made it simple for the user. Because of Pipeliner’s visual UI, you will always know where you stand.

Technology 246

Technology Technology Pipeline CRM 246

Sales Gravy

APRIL 24, 2025

Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. Inconsistent follow-ups? The ego stays in check, the mindset stays sharp, and the momentum stays up. The moment you stop chasing growth is the moment someone else starts catching up. This isnt feel-good fluff.

Sports 98

Sports Referrals Sales Pipeline 98

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. Second, when I look at most sales pipelines, they are a disaster.

Pipeline 133

Pipeline Prospecting Closing Up-sell 133

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

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Relying upon seller opinions when grading pipeline health. Why are revenue targets so hard to hit? Getting stuck on YTD sales.

Meeting 66

Meeting Pipeline Quota Sales 66

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. Lets dive in. Double Sales Productivity in only 1 Minute. See our case study here.

Product 130

Product CRM Price Objectives and Key Results 130

SalesPop

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. The truth is that too much of the time, quotas, forecasts, targets, and goals are often generated out of wishful thinking.

Account management 98

Account management Quota Pipeline CRM 98

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Year-end can be the most exciting time in sales. It can also be the hardest. Next year may be even more so.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Understanding the Sales Force

FEBRUARY 1, 2025

If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota. Pretty amazing, isn’t it? The same concept derails salespeople too.

Drivers/motivators 114

Drivers/motivators Sales Quota Pipeline 114

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Less friction to source and control pipeline. Outbound prospecting shouldn’t be any different.

Quota 131

Quota Cold Call CRM Sales 131

Heinz Marketing

APRIL 26, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! What are the things that keep you from spending more time actively selling?

Pipeline 126

Pipeline Sales Quota Up-sell 126

Sales Hacker

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 107

Quota Cold Call Outside Sales Sales 107

SaaStr

APRIL 30, 2025

Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Tools like Gong can provide insights into call quality, follow-ups, and adherence to best practices. Are there enough opportunities at each stage to hit your targets? If so, why?

Cross-sell 72

Cross-sell Pipeline Legal Contract 72

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Hubspot

AUGUST 31, 2020

Did you know that 69% of B2B salespeople feel they don’t not have enough opportunities in their pipeline to meet sales quota? This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. Fill your sales pipeline.

Quota 99

Quota Objectives and Key Results Pipeline Cold Call 99

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

Heinz Marketing

AUGUST 30, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Heinz Marketing

SEPTEMBER 13, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Well, welcome everyone to another exciting episode of Sales Pipeline Radio.

Pipeline 122

Pipeline Sales Technology Technology 122

Heinz Marketing

AUGUST 3, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! How do you show up when someone’s trying to look you up digitally?

Pipeline 124

Pipeline Represent Sales Up-sell 124

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. This wasn’t what you signed up for when founding a “product company,” was it? These “five-five” CMOs barely exist.

Pipeline 78

Pipeline B2B Territory Quota 78

SaaStr

MARCH 29, 2025

And Get Them Both Hitting a Basic, Sustainable Quota. This includes: Ideal Customer Profile (ICP): Who are you selling to? CRM Setup: Use a CRM like Salesforce or HubSpot to track leads, deals, and pipeline. Note that reps do need to scale in start-ups, and often, mostly on their own. This is a classic mistake.

Commission 76

Commission Objection handling Quota Sales 76

SaaStr

MAY 27, 2021

Or, too many directors have been hired and the founder is left scratching their head as to how they have so much talent on their team but nothing is happening with their sales pipeline. . The second pipeline hire should be a mid-level sales development representative (SDR). The SDRs will then use those materials to line up meetings.

Pipeline 95

Pipeline Quota Represent Cross-sell 95

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. It’s very common that an elite seller already knows what their buyer is thinking and can bring it up before they say it, ” Batrawy said.

Pipeline 97

Pipeline GTM Quota Pitch 97

Hubspot

SEPTEMBER 9, 2024

MQLs that your sales team has vetted and identified as worthy of direct follow-up. After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. Sales Qualified Leads (SQLs). Opportunity. Evangelist.

Territory 83

Territory Cold Call SQL Campaign 83

PandaDoc

APRIL 3, 2023

A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time. This article will introduce you to tips and metrics to optimally track and prioritize your sales pipeline. A risky deal can ruin your pipeline health and slow down your sales performance.

Pipeline 98

Pipeline Legal Quota Sales 98

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

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

Highspot

MAY 26, 2025

For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota. Sales enablement leaders use data-informed training to boost sales rep performance Sales enablement leaders want to set sales reps up for success. Time-to-productivity: Does tailored onboarding speed up time to quota?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

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. Sign up now Thanks, you’re subscribed!

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. What is Sales AI?

Sales 223

Sales Non-Profits CRM Pipeline 223

Gong.io

SEPTEMBER 11, 2019

It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. If this sounds familiar, your pipeline review is BROKEN. Pipeline reviews happen at every sales org. Depending on your team’s size, you may easily have more than $1M in salary sitting at your pipeline meetings. Good on you.

Pipeline 101

Pipeline Sports Sales Meeting 101