Hubspot

OCTOBER 10, 2017

More than 40% of salespeople say this is the most challenging part of the sales process , followed by closing (36%) and qualifying (22%). There’s a relationship between the number of opportunities in your pipeline each month and quota attainment. Almost six in 10 buyers want to discuss pricing on the first call.

Sell 101

Sell Referrals Sales Healthcare 101

Hubspot

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. agrees that one of his biggest challenges is pricing. He suggests, “The economy and inflation have made pricing more prevalent than ever before.” Want to know what Keenan's most awkward sales experience is?

Real Estate 74

Real Estate Negotiate Price Sales 74

Pointclear

SEPTEMBER 20, 2012

Sales Quotas & Optimistic Expectations for Quicker Economic Recovery. He adds that he doesn’t believe the quota metric should be the one metric to grade sales force performance and suggests deeper digging can identify other reasons, “assuming that quotas are being set with the same degree of care year after year.”.

Quota 58

Quota B2B Technology Technology 58

Gong.io

JULY 11, 2022

Sales reps enjoy the morale and camaraderie of working in the same room as the rest of the sales team and the opportunity to learn from their colleagues and continue to develop their sales skills. But there’s another serious pro in the inside sales column: a better buyer experience. Setting sales quotas.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

PandaDoc

NOVEMBER 12, 2020

For the most part, the sales process comes down to two things: numbers and time. You spend days, weeks, and months racing away against that clock to ensure that you hit quota. What is their expectation of pricing? And they go hand in hand. But can you save time and still close more deals? How to approach prospecting.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Hubspot

JUNE 5, 2019

If your average selling price (ASP) is low, and your partners resell your product relatively infrequently, investing so much into training them isn’t wise. Here’s what to measure for every aspect of your channel sales program. Channel sales recruitment metrics: Total number of partners. Recruitment quota attainment.

Commission 77

Commission Sales Cross-sell Consult 77

Lead Fuze

AUGUST 12, 2021

The group has decades of sales experience in companies like IBM and has extensive experience in social media and sales training. Episode 20: Finding Your Next Sales Job. Episode 27: Sales Enablement. Episode 25: Planning Your Sales Call. Episode 037: Pricing Concerns Changes Over Time.

Sales 98

Sales Drivers/motivators Up-sell Inside sales 98

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. According to sales expert Colleen Francis , a referred lead has a close rate of 50%! In my own sales experience, this figure seems about right. It’s that simple.

Closing 62

Closing B2B Sell Referrals 62

Salesforce

NOVEMBER 8, 2023

Develop clear sales playbooks to create a consistent buying process for all prospects. Structure territories to prevent multiple sales reps from contacting the same company, possibly offering different products or opportunities to the same prospects. Get articles selected just for you, in your inbox Sign up now 3.

CRM 59

CRM Cross-sell Territory Sports 59

Hubspot

JANUARY 9, 2024

Build trust Research by Dale Carnegie found that 71% of customers “would rather buy from a sales professional they completely trusted than one who gave them a lower price.” According to buyers themselves, the top way a salesperson can create a positive selling experience is to listen to their needs.

Objectives and Key Results 74

Objectives and Key Results Sales Trust Up-sell 74

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 52

Hubspot

JULY 18, 2023

Sales reps come up with creative ideas on how to generate more profit from their guests. To reach (and, ideally, exceed) their quota they: Upsell (for example, convince guests to upgrade from a standard double to a room with a king-sized bed) Cross-sell (i.e., Image Source What we like: You can experiment with packages.

Commission 68

Commission Hospitality Non-Profits Referrals 68

Heinz Marketing

JULY 5, 2021

So bringing someone on that has the capacity, that has the ability to learn, the price of that employee, plus the price of the training, is often going to be less. I remember when I was a startup and we hired someone who had zero sales experience, but was a backup on the Olympic rowing team, USA, Olympic rowing team.

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

Highspot

MARCH 9, 2022

We’ve all had experiences with sales leadership. And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Set SMART goals.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Gong.io

JULY 18, 2022

If you offer low-price-point products with very concrete use cases and a short sales cycle, it might not make sense to invest that amount of time into each prospect. If you’re looking to buy new desks for your office, you might compare features and price on your own or ask a rep a few questions before making a decision.

Sell 62

Sell Up-sell Prospecting Follow-up 62

Highspot

JANUARY 3, 2024

These challenges can influence the sales team’s ability to meet quotas. Competitive environment: With 71% of sales professionals focusing on closing more deals, competition is fierce. However, only 17% of sellers expect their team to hit its full quota this year.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

SBI

MAY 21, 2019

With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas. Value-add experiences are increasingly important as B2B buyers become more budget restrained and risk-averse. Jason Shah, CTO at Mediafly.

Sell 34

Sell X-functional Presentation Quota 34

PandaDoc

FEBRUARY 5, 2024

They help you automate those repetitive tasks, search for data, and use it in the best way possible to provide a custom sales experience. Plus, you can make informed decisions about sales quotas, tailor your outreach tactics to what your audience likes — and gear them toward what works best for them.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

Highspot

JANUARY 18, 2024

Tell the Truth Be upfront about your product’s capabilities, pricing, and any limitations. Customers are more likely to engage with a salesperson who they believe has their best interests in mind rather than just hitting their quota. This creates a more personal sales experience.

Sell 52

Sell Real Estate Customers Healthcare 52

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Yes, even sales quota!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Veloxy

SEPTEMBER 5, 2023

Try to take advantage of the awkward silence when breaking news on pricing. Most reps have found out that quickly glossing over important details like pricing is always a deal killer. Instead, try and acknowledge the reality that your products are premium priced. This is what makes inside sales so much fun!

Inside sales 130

Inside sales Pipeline Cold Call Quota 130

Sales Hacker

OCTOBER 7, 2021

Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. Anna helps tech B2B companies to grow globally through sales and leadership capability development. Alexine Mudawar.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

MARCH 2, 2020

If you’ve been in sales for a while, you will find yourself saying, “I haven’t been doing that,” or, “I knew that! ” When we break the Laws, we pay the price. Our sales suffer. It’s an effort to get out of bed and make a sales call, to do our best work — work that is aligned with the Laws.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

APRIL 29, 2019

The power of pricing. The importance of three tactical sessions per month w/your sales reps. Training effective sales coaches. How to effectively close a sales deal. Subscribe to the Sales Hacker Podcast. ” The thing I loved most about sales was that you could give yourself a raise any time you wanted.

Quota 53

Quota Sales B2B A/B testing 53

Salesforce

JANUARY 18, 2024

Talk to tenured sales reps and managers about the customers they’ve worked with and get intel on their behaviors, communication patterns, needs, and pain points. To round out your research, use a generative AI tool to learn about your competition’s marketing, pricing, service, and sales tactics.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Xant

MAY 20, 2021

So reps make a lot of guesses and don’t hit quota. So, if you wanted to know How is Playbooks different and how does XANT create guided sales experiences for customers , here are the foundational pieces: Integration Automation Telephony Compliance Buyer Intelligence Reporting and scorecards Speed-to-lead. They use more channels.

Sell 77

Sell Objectives and Key Results CRM Territory 77

SaaStr

JANUARY 28, 2020

Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.” And he increased the price from 12K to 18K during the buying process because he said the discount expired, which she didn’t know about.

Growth 92

Growth Promote Up-sell Engineering 92

Xant

MAY 20, 2021

So reps make a lot of guesses and don’t hit quota. So, if you wanted to know How is Playbooks different and how does XANT create guided sales experiences for customers , here are the foundational pieces: Integration Automation Telephony Compliance Buyer Intelligence Reporting and scorecards Speed-to -lead. How do brands respond?

Sell 52

Sell Objectives and Key Results CRM Territory 52

SaaStr

AUGUST 9, 2019

In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. I think if you’ve pitched that early on and you don’t suddenly show up one day with $10 million quotas, people understand that that is a journey that they are going to be part of. The contact center is not brand new.

Finance 58

Finance X-functional CRM Engineering 58