Spiro Technologies

JULY 14, 2022

The one conversation that makes most salespeople nervous, however, is the one about price. This nervousness usually stems from a belief that discussing price is an inflection point where the deal could go south, leaving them deal-less, quota-less, and, at least according to their lizard-brain, out on the street.

Price 105

Price Negotiate Quota Prospecting 105

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. If you don’t leave them thinking between the time of your call and the meeting, there’ll be little to talk about other than price and features. By Tibor Shanto. The Breakfast Has A New Sponsor.

Appointment 274

Appointment Quota Prospecting Education 274

Hubspot

AUGUST 23, 2021

Here, we'll take a closer look at the rule, what it entails, how to use it, and how it can be leveraged to assist with calculating reasonable sales quotas. Rule of 78 Calculation for Sales Quotas. One of the most common ways businesses leverage the rule of 78 is to help set sales quotas. Let's jump in. The Rule of 78.

Quota 91

Quota Price Sales Clients 91

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “Unless your product has a huge TAM to cast your net in, no-touch onboarding, and an obvious first “wow” moment you’re trying to reach, free trials and/or freemium pricing does not work well.” Jason, ed. : Jason, ed.:

Price 128

Price Contract Referrals Contact 128

Hubspot

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!

Quota 99

Quota Angle Price Prospecting 99

Salesforce

OCTOBER 15, 2024

A sales invoice is a document issued by a seller to a buyer, detailing the products or services sold, quantities, prices, and payment terms. Businesses typically use sales invoices to calculate financial earnings, quotas , and taxes after they are paid. With a usage-based product, the invoice needs to include the price per unit.

Finance 104

Finance Territory Price E-commerce 104

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

SaaStr

JANUARY 8, 2025

As Checkr follows usage-based pricing, it’s a transactional business that needs to be managed differently than a typical subscription SaaS model since they only earn revenue when the customer is using the product. At first, Lindsey thought customers weren’t ramping as expected.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Search Engine Land

OCTOBER 13, 2023

The concept of randomized generalized second-price (RGSP) auctions sent shockwaves through the PPC community after the subject took center stage at the Google antitrust trial. The top bidder then “pays the price of the bid equal to the next-highest bid plus one cent,” according to Big Tech on Trial. ” Is RGSP new? .”

Price 116

Price CTR Click Through Rate Campaign 116

SaaStr

APRIL 2, 2025

And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to sell.A They may not immediately hit quota (few do). Only the outliers will hit a full quota in their first quarter. rep good at one product can fail at selling another. Training and support matter.

Quota 68

Quota Sales Gaming Closing 68

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. Discounts start at 10 or more, call us for enterprise pricing…… We’ve trained 1000s of people, SaaS, industrial bathroom supplies, food processing, industrial products, retail banking, insurance, real estate, professional services.

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

Cerebral Selling

JUNE 28, 2022

But in a negotiation, the terms and conditions a customer throws at you (typically in the form of price) are usually their minimum position and sometimes they ask for concessions just to ask! The reality is, it won’t be!

Negotiate 243

Negotiate Commission Quota Price 243

Hubspot

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Armed with the right solutions, you can increase efficacy, improve efficiency, and exceed your quota — and yes, enjoy those commission accelerators, too. 5 Ways to Use AI to Close More Sales 1.

Closing 80

Closing Contract Technique Sales 80

Sales Gravy

MARCH 13, 2025

Its not your product or your pricing. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. They couldnt make quota. Its not your product or your pricing. They couldnt make quota. How many times have you gotten to the meeting but your pitch fell flat?

Quota 56

Quota Pitch Sales Prospecting 56

SaaStr

APRIL 30, 2025

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. This includes contracts, pricing approvals, and any legal requirements. AI can reduce forecasting errors by 20-50%, so if youre still relying on guesswork, its time to upgrade your approach. Identify top performers and those who need coaching.

Cross-sell 72

Cross-sell Pipeline Legal Contract 72

Sales Pop!

OCTOBER 18, 2021

Price: from $132.30 Price: upon request. Price: $5.99 The price depends on a CRM that you want to integrate with. Price: the free version is up to 50 queries per month. Price: $49 to $499 per month, depending on how many leads you’re looking for. Price: from $79.99/month Hubspot, Pipedrive).

Prospecting 243

Prospecting Price CRM Lead generation 243

Sales Gravy

APRIL 24, 2025

Coaching helps you build a real sales processconsistent outreach, confident pricing, and predictable revenue. Youre missing quota again. With your passion, youre the best sales rep for your product youll ever havebut right now, youre winging it. You cant afford wasted time or wasted energy. Everyone, and I mean everyone, needs a coach.

Sports 98

Sports Referrals Sales Pipeline 98

SaaStr

MARCH 5, 2025

This early hands-on approach helped them deeply understand their ideal customer profile (ICP), pricing strategy, and product-market fit, creating a solid launchpad for their go-to-market expansion. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year.

Territory 72

Territory Drivers/motivators Quota Pipeline 72

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 125

Commission Quota Price Negotiate 125

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. PandaDoc has four pricing levels. Mindtickle can range from $30 to $50 per person, per month.

Quota 147

Quota Contract Account management Price 147

SaaStr

APRIL 28, 2025

If a prospect asks about integrations, pricing details, or implementation requirements that you’re unsure about, you’ll simply ask your AI, and it will provide the perfect answer in real-time. It can handle pricing questions, objections, and proposals without emotional baggage or commission pressure.

Negotiate 96

Negotiate Contract E-commerce Price 96

Hubspot

APRIL 13, 2021

The right pricing can make or break a business. Copying your competitors might mean starting a price war, but making a guess could leave you balking at abysmal sales numbers. That said, price optimization isn't simple. Optimizing your price requires this information: Customer survey and behavior data.

Price 78

Price B2C Retail Objectives and Key Results 78

Openview

NOVEMBER 30, 2017

The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. The Reason Quota Attainment Is “All Over the Place”. One of the biggest challenges modern sales leaders face is the quota attainment gap between their few “star performers” and the rest of the team.

Quota 138

Quota Sales Presentation Conversion 138

Understanding the Sales Force

APRIL 14, 2025

Is it any wonder why so many new salespeople fail to meet or exceed quota? Instead of seeking industry experience, a degree, and related characteristics, sales leaders must vet for the ability to succeed at selling to your specific target company, the specific audience by title, at your price point, and against your competition.

Quota 69

Quota Sales Up-sell Price 69

Highspot

MAY 26, 2025

For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota. If data shows that a pricing guide boosts close rates by 20%, prioritize this in training. Quota attainment: By linking training and content to sales outcomes, sales enablement analytics show what works.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Adaptive Business Services

APRIL 30, 2025

Did I hit my quota? Loyal customers are also less price-sensitive and more willing to explore new offerings. Balancing Short-Term and Long-Term Goals Of course, every salesperson has targets to meet, and the reality of quotas can make long-term thinking feel like a luxury. Did they buy? In fact, they complement each other.

Customers 71

Customers CRM Quota Trust 71

SaaStr

DECEMBER 2, 2020

And No, It Wasn’t… Raise prices 20% — on new customers. Pricing is not a science, even in B2C companies. Raise prices 20%. Discounting back to your old list price even if far better than discounting from your old list price. Make sure you have monthly quotas, not quarterly ones. Not really.

Quota 127

Quota B2C Price Sales 127

SaaStr

MAY 10, 2024

At this week’s Workshop Wednesday, Lucas Price, former SVP of Sales at Zipwhip and founder and CEO at Yardstick, shares his insights on how to hire and build a high-performing sales team. The distance between top performers and everyone else has never been wider, and most sellers aren’t hitting quota at many organizations.

Price 98

Price Territory Sales Quota 98

SaaStr

MARCH 20, 2021

Pick a price point you know how to sell a t. I’ve seen sales reps great at $20k deals join a start-up with tons of leads but at a $2k price point and fail. If you don’t truly believe, it will be really tough to hit quota. From 60 days as an SDR straight to a quota-carrying AE. Most of us do. And vice-versa. Out-bound?

Quota 138

Quota Niche Up-sell Price 138

SaaStr

AUGUST 28, 2020

You have to hire 2 reps that can hit quota before you hire a real VP of Sales. Not an individual quota, not for very long at least. They need to understand how to sell vaguely similar products at vaguely similar price points. Vaguely similar products at somewhat similar price points. More here. #3. More here. #8.

Quota 133

Quota Sales Price Up-sell 133

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. Of course, the method that suits you best will depend on the nature of your business, including factors such as products, pricing models, and revenue cycles.

Product 246

Product Territory Objectives and Key Results Sales 246

SaaStr

NOVEMBER 8, 2022

Second, if your quotas are real, and attainable, sales shouldn’t be that expensive. You have reps with an OTE of $120k on an $800k quota … I mean, if they come close to quota attainment, then sales shouldn’t break the bank. Raise prices tomorrow. If your competition is fierce, raise prices even more.

Quota 117

Quota Contract Price Growth 117

Salesforce

APRIL 2, 2025

Create an easy path to expansion through tiered pricing or premium features. There are several popular approaches for paid plans in SaaS models, including: Freemium pricing: The basic version of your service is free, and users can pay for upgraded features. Usage-based pricing: Utilizes a fee scale with the amount of service used.

Product 86

Product Territory Sales Price 86

SaaStr

MAY 22, 2024

And its stock price is up +35% the last year, and +192% the past 5 years: 5 Interesting Learnings: #1. About $1m Quotas for 5,000 Sales Reps Gartner is split into two divisions, and interestingly, both have quotas of about $1m per rep. #2. And its very profitable. Not too shabby! Gartner’s research does. #4.

Cross-sell 117

Cross-sell Quota Contract Price 117

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 130

Quota Construction Negotiate Growth 130

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Afterward, the top performer may deliver feedback: Youre great with clients, but I noticed you hesitate during pricing discussions. Try leading with value before the price comes up.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

SaaStr

JUNE 1, 2025

But if you dont already have a repeatable sales process and at least two reps hitting quota, a VP of Sales will just burn cash trying to figure it out. You need to close the first 10, 20, or even 30 deals yourself to prove the product is sellable and to understand the objections, pricing dynamics, and customer needs.

Commission 75

Commission Quota Sales Consult 75