Hubspot

JULY 30, 2024

Be so inspired by your email that they contact a competitor that offers similar products or services. Invite the customer to a webinar, to visit you at a tradeshow, a trial of your product, or even a phone call. Close the email and leave it to consider later – or worse – toss it in the digital trash bin. Create a sense of urgency.

Closing 85

Closing Quota Healthcare Tradeshows 85

Salesforce

APRIL 2, 2025

And when the samples are so good that you decide without prompting to buy the product on the spot? That’s a classic example of product-led sales (PLS). Samples of donuts, pizza, or almond croissants don’t require a lengthy explanation or complicated product demonstration. Why are product-led sales important?

Product 86

Product Territory Sales Price 86

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 69

Quota Drivers/motivators Sales Up-sell 69

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 56

Quota Territory Referrals Strategic partnership 56

SaaStr

DECEMBER 25, 2024

But even with a higher quota than $500k, you wont hit a yielded quota that high. Youll need a product development team, at least a couple folks, to keep up with your much more complex roadmap. And reps take time to scale. And youll need a few managers to manage them. Youll need a full marketing team.

Quota 103

Quota Networking Start-ups Growth 103

Sales Pop!

DECEMBER 2, 2022

Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. This is the foundation that makes accurate quota and forecasting wisdom possible. Creating Forecasts and Quotas. Adding Quota Values. Hierarchies.

Quota 243

Quota Pipeline CRM Closing 243

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. Sure, you could hand off your product or service information to sellers and just have them sell as much as possible.

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

NOVEMBER 6, 2024

I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?” ” Or, “Why does it take 2 years to fully ramp someone, I see some of your top performers reach that level after one year.

X-functional 127

X-functional Strategize Quota Pipeline 127

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. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow.

Product 130

Product Quota Objectives and Key Results CRM 130

SaaStr

MAY 4, 2023

And I think it’s also telling, as it summarizes what has happened all across SaaS sales in the past 24 months: Their top reps are still closing, and closing well — at 129% of quota. And their productivity is only down 1%. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.”

Quota 126

Quota Closing Pipeline Growth 126

Veloxy

MAY 25, 2021

This characteristic can help you see things from the customer’s perspective and identify areas where your product or service can make their life easier or better. Product or service confidence. Try one of the latest, trending apps today and become your Sales Org’s quota champion this year. Confidence. Personal confidence 2.

Referrals 290

Referrals Quota Cold Call Contact 290

SaaStr

FEBRUARY 6, 2024

So we’ve had a ton of great conversations over the years on SaaStr on when and how to go multi-product. Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. An AI co-pilot to an existing product?

Product 103

Product Sell Quota Launch 103

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. As always, this takes leaving your product in the car, and lead with the why. Given that about 90% of your addressable market is not “In” the Market, you need to think outside the “product”. By Tibor Shanto.

Quota 293

Quota Technique Prospecting Closing 293

Veloxy

JANUARY 19, 2022

How much money are we losing because of these productivity inefficiencies? They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. How much time are we spending on these tasks? Before I move on to the second step, I really want to hammer home your confidence.

Cold Call 358

Cold Call Territory Quota Up-sell 358

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. Implementing tighter feedback loops between customers and product/engineering teams.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

Sales Hacker

DECEMBER 10, 2024

Roth’s journey began as a 23-year-old failed entrepreneur, fresh from a stint pedicabbing in the French Quarter of New Orleans for cash after his consumer product startup fizzled out. “Think of product development like collaborative design: a living process where small adjustments compound into transformative outcomes.

GTM 104

GTM Construction Quota Growth 104

Veloxy

MAY 25, 2021

To help maximize your team’s productivity and save some money, it’s vital that you mix it up a bit with rewards beyond fatter paychecks. A recent study done by Stanford University shows that employees are actually about 15% more productive when they work from home compared to the office. Or enough for the employees in many cases.

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

SaaStr

MAY 3, 2025

You might bring on a growth hacker to help with demand gen, but youre still figuring out product-market fit. 1 M t o $ 3M ARR: Build the Foundation Sales : Once you have 2 reps consistently hitting quota, its time to hire your first VP of Sales. Youll likely need 10-20 AEs to hit $10M ARR, depending on your deal size and quotas.

Quota 91

Quota B2B Pitch Growth 91

Salesforce

JANUARY 9, 2025

As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. Higher conversion rates One of the best ways to increase productivity and revenue is by improving your conversion rates. Additionally, 57% of respondents said the competition was trickier than last year.

Closing 98

Closing Represent Territory Lead generation 98

Sales Pop!

JUNE 23, 2023

It took us many years to bring a product to fruition that is easy, simple, and quick to adopt, which was always our primary goal. If your conversion rate for leads to opportunities is 25 percent, and you have a quota of $200,000 per month, you should maintain approximately $800,000 worth of leads in the pipeline.

Technology 246

Technology Technology Pipeline CRM 246

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. But heres the catch: If new hires only focus on product and system knowledge for months, their pipeline remains empty. And yes, theres a risk of mis-steps.

Cold Call 74

Cold Call Commission Appointment Pipeline 74

Partners in Excellence

JANUARY 23, 2025

Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. Do they talk about the customers problems rather than focusing on pitching products? Customers don’t want to talk to us, because we don’t talk to them about what they care about.

Gaming 123

Gaming Up-sell Quota Pitch 123

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. The only problem with this approach is that quotas aren’t getting any easier , and the competition in the field is getting more digital.

Territory 221

Territory Gambling Quota Commission 221

Hubspot

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Table of Contents What Is a Lead List? This investment has helped me time and time again.

Territory 83

Territory Cold Call SQL Campaign 83

Closing Bigger

FEBRUARY 10, 2025

They develop people, influence product direction, and anticipate market shifts. They meet quotas, but they dont innovate or push boundaries. They need to input on product roadmaps, collaborate with marketing, coach their teams, and hit aggressive revenue targetsall with fewer resources. Whats the solution? Whats the solution?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. Productivity. Not product related, but objective, outcome and impact based. Someone 12 months from a purchase is not thinking about product, but objectives and hurdles.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Building customer feedback into the DNA of your product team and products. Going multi-product early.

Product 120

Product Transportation GTM Cold Call 120

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 rep good at one product can fail at selling another. They may not immediately hit quota (few do). It takes a while to get your arms around new objections, a new product, a new script.

Quota 65

Quota Sales Gaming Closing 65

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. And because they speak in terms of ‘solution,’ not product, they hope the prospect will see a difference. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. They get all wound up when they get a scouting call.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Hubspot

SEPTEMBER 6, 2024

No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. There have never been more ways to implement AI tools and work smarter.

Closing 80

Closing Contract Technique Sales 80

Sales Gravy

APRIL 24, 2025

The Solopreneur Youre running a business, selling the service, delivering the product, and following up with the clients. With your passion, youre the best sales rep for your product youll ever havebut right now, youre winging it. Youre missing quota again. Youre building the plane mid-air. Youre building the plane mid-air.

Sports 98

Sports Referrals Sales Pipeline 98

Salesforce

NOVEMBER 14, 2024

Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. Although this formula is a good starting point, it doesn’t account for ramp times, churn, or new hire plans.

Growth 52

Growth Quota Territory E-commerce 52

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

RingDNA

APRIL 11, 2025

Dials Per Day Key Question it Answers: How productive are reps at dialing prospects? What it Measures: The total number of attempts a rep makes to call prospects in a given day Value: Many sales organizations have a dialing quota since more dials can equate with more meaningful sales conversations and revenue.

Quota 62

Quota Sales Pipeline Contact 62