Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The problems with the SDR to sales handoff. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast.

Commission 88

Commission Quota Assembly Line Sales 88

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 86

Quota Commission Sell Contract 86

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

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Eighty percent of the prospecting sales force is under 25 years old. Sales teams, as a result, are conditioned toward a favorable user experience that utilizes minimalist designs to carry out actions in as few clicks as possible.

Quota 121

Quota Cold Call CRM Sales 121

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? According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations.

Quota 80

Quota Cold Call Outside Sales Territory 80

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. Our own research shows that SDR quota attainment has fallen 6.6% SDR organizations spent 2020 adjusting to remote and digital selling. since 2018.

Quota 81

Quota Cold Call Strategic planning Contact 81

Veloxy

JUNE 6, 2022

Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. In 2020, COVID-19 had a negative impact on field sales. Field reps pivoted to remote or inside selling. The world has changed, and field sales is changing with it.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

Veloxy

JANUARY 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. Much has been said and written about the human side of selling. In this blog post, you’re going to learn about business anthropology and how it’s best applied to your everyday life in sales. What if the answer was this: Be more human.

Sell 246

Sell Quota Sales Cold Call 246

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Here’s a mentality that top-tier outside sales gurus have.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. That’s where sales commission comes into play. Learn more What is sales commission?

Commission 104

Commission Territory Quota Drivers/motivators 104

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. You could also be well behind your quota, struggling to stay motivated and worried about job security. It can also be the hardest. Managing Through Adversity. Why are targets what they are?

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. Join us to learn how you can level up your EQ. Moderator: Leslie Venetz – Founder of Sales Team Builder LLC. Amelia Taylor – Strategic Sales & Lead Evangelist at regie.ai. You’ll learn: Why women achieve 8% higher quota attainment than men.

Quota 76

Quota GTM Strategize Up-sell 76

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Quota 75

Quota Sell Up-sell Sales 75

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

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. The last thing a company wants to do is break their systems during the biggest sale of the year.

Quota 91

Quota Angle Price Prospecting 91

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. Some of these titles aren’t even sales books. It’s how you show up.

Quota 86

Quota Closing Education Sales 86

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity?

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Engage Selling

OCTOBER 22, 2014

There’s no reason why every salesperson should have the same quota. There’s no reason why every salesperson should have the same quota. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching sales quota The Sales Leader'

Quota 72

Quota Sales Up-sell Sell 72

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. How Much More Revenue Will I Make with High Velocity Sales?

Cross-sell 130

Cross-sell Sales Quota Contact 130

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Outreach

MAY 13, 2018

Just like most salespeople, I found my way into sales in an unconventional way. As a single mom of 3,- I was always “busy” but I realized that I had to manage my time and effort extremely efficiently to succeed in sales. Sales and the Single Mom-a Day in the Life. Keen Listening Skills Apply in Both Sales and Motherhood.

Quota 97

Quota Closing Sales Trust 97

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. Our own research shows that SDR quota attainment has fallen 6.6% SDR organizations spent 2020 adjusting to remote and digital selling. since 2018.

Quota 52

Quota Cold Call Strategic planning Contact 52

Veloxy

AUGUST 25, 2022

There are many factors that cause sales stress. Pressure to hit quota. Sales is commonly ranked as one of the most stressful professions in the country. In addition to the intense and competitive work environment, sales reps and managers also have to juggle their work life balance and other commitments.

Sales 182

Sales Quota Contact Clients 182

Sales Hacker

MARCH 13, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Chief of Sales Insights at Serve Don’t Sell and host of the Modern Sales Podcast, Liston Witherill, shows you how to smash your quota by shutting up and listening better. What You’ll Learn.

Quota 70

Quota Consult Up-sell Clients 70

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. This post isn’t just a list of personalized video tips —it’s a strategy for using video throughout the sales process. Some 40% of salespeople say prospecting is the hardest part of sales. The question often comes up, “Can I use humor for this?” Mini demo.

Quota 80

Quota Closing Legal Contract 80

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 99

Quota Commission Networking Drivers/motivators 99

A Sales Guy

APRIL 1, 2013

We’ve had our first chance to make quota. As sales leaders our job is to help our teams make the number. And, without knowing these 5 things, sales leaders won’t make their number. Was it aligned with goals and quota? Did the sales person do what they said they would do? We have 3 more chances left.

Quota 113

Quota Sales Up-sell Meeting 113

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, you don’t want to miss this killer social selling event.

Up-sell 116

Up-sell Gaming Sell Quota 116

A Sales Guy

FEBRUARY 6, 2015

The biggest gap in sales is quota and quota assignment. Quota is almost always dolled out willy nilly, with little understanding of the market or what the organization is capable of doing. When this doesn’t happen, goals are missed and working/selling harder doesn’t solve the problem.

Quota 113

Quota Sales Pitch Growth 113

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Commission Territory Government 113

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. General competition for AEs drove OTEs up about 20%. Close a million, make $200k.

Commission 124

Commission Quota Sales Growth 124

Engage Selling

OCTOBER 15, 2014

One thing Zig Ziglar and I agree on, his famous quote “Most sales people aim at nothing at hit it with surprising accuracy”. One thing Zig Ziglar and I agree on, his famous quote “Most sales people aim at nothing at hit it with surprising accuracy”. Sales Coaching sales quota The Sales Leader'

Quota 82

Quota Up-sell Sell Sales 82

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. It ended up being super popular, and a fresh take on a lot of topic we talk about a lot on SaaStr. And sales go down, not up. #2.

Sales 98

Sales Quota Closing Up-sell 98

Salesforce

NOVEMBER 28, 2023

Similarly, a solid sales compensation plan is about striking the right balance. Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. What you’ll learn: What is sales compensation? What are sales compensation plans?

Commission 64

Commission Territory Quota Objectives and Key Results 64

A Sales Guy

FEBRUARY 20, 2014

What is the true secret to killing quota? It’s not good coaching or hiring the best sales team. The most valuable part of success and crushing quota is in the monitoring. It’s the ability of sales people to reflect on what they’ve been doing in order to inform them on future possibilities and objectives.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121