Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. Other notable mentions include Stay Paid and Sell or Die, which offer relevant advice to salespeople and marketers.

Gaming 233

Gaming Sell GTM Technique 233

Partners in Excellence

APRIL 1, 2024

“Why I am so interested in selling,” Alex McNaughten I started in sales completely by accident just over 11 years ago. 14 month average seller tenure, 16 months for leaders and only 39% quota attainment. The profession is not in great shape. This is the reason I am still in sales – I am determined to fix it!

Sell 100

Sell Finance Quota Sales Experience 100

Sales Pop!

FEBRUARY 4, 2022

There are a lot of people out there who might be especially nervous about hitting your sales quota after the shifts that COVID-19 has brought into the climate. Some of you might have been nervous about hitting your quota. Busting Quota. One-on-one coaching, done on a regular basis, is critical for busting sales quotas.

Quota 98

Quota Sports Education Sales 98

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 114

Sell Territory Consult Contract 114

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

SaaStr

FEBRUARY 6, 2024

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. Too many sort of think it will sell itself with the same team, motions, etc. So they’ll really just sell what’s easiest.

Product 79

Product Sell Quota Launch 79

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. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” And their productivity is only down 1%.

Quota 97

Quota Closing Pipeline Growth 97

Partners in Excellence

MARCH 21, 2024

In working with Jose, I’ve come to deeply appreciate how he thinks about driving growth and performance improvement in the teams he leads, and his general approach to selling. ” Why I’m So Interested In Selling I worked as a sales engineer and trainer for a technology company, where I was exposed to fascinating technology.

Sell 73

Sell Quota Technology Technology 73

Sales Hacker

MAY 8, 2020

Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.” If you sell complex enterprise software, a show-and-tell format may not be useful or persuasive enough to demonstrate your solution. Selling software is a highly collaborative process.

Quota 76

Quota Sell Up-sell Sales 76

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. And how many hit quota? While different data sources report different numbers, the companies themselves in the Keybanc Sapphire data report 80% hitting quota attainment. In any event, that’s good median data. 40% attainment?

Sell 104

Sell Quota Commission Contract 104

Iannarino

NOVEMBER 1, 2023

Quota attainment is down. But instead of addressing the declining results, we have regressed to a more transactional approach to selling, though it fails to improve sales results. Win rates are down.

Quota 304

Quota Technology Technology Sell 304

Partners in Excellence

MARCH 12, 2024

Preface : When I met John Nardell a years ago, he was an eager but relatively new AE for a company selling DevOps tools. At the same time, he considers his quota as something he passes on the way to achieving his personal goals. Within a couple of years, he grew to be the top performer, globally.

Sell 73

Sell Real Estate Drivers/motivators Construction 73

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. I observed that teachers were, at some level, selling ideas while engineers were solving problems for their customers. In my seven years at Xerox, I met or exceeded every sales quota I was given. But engineering did not interest me. I loved it.

Sell 73

Sell Retail Cold Call Commission 73

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. Faced with this, selling isn’t for the weak spirited. Confession time.

Sell 114

Sell Commission Up-sell Quota 114

Partners in Excellence

JUNE 30, 2022

But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.

Sell 110

Sell Quota Up-sell Conversion 110

Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Get rid of quotas and get rid of commissions.

Commission 89

Commission Quota Assembly Line Sales 89

Partners in Excellence

MARCH 1, 2024

“Selling Bad Breath” repulses the people we are trying to reach. No amount of “mouthwash” disguises selling bad breath. What is Selling Bad Breath? Plus, we care about is our products, we have to make our quotas.” What if we focused on what they are interested in? The odor has preceded it.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

FEBRUARY 1, 2024

Without a doubt, selling is a really hard job. Regardless what role you hold in selling, it is very difficult. At the same time, there are endless details and minutia that we have to do as part of the jobs in selling. Finally, while we sell change, the rate at which we have to change to achieve our goals can be overwhelming.

Sell 77

Sell Quota Conversion Meeting 77

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 81

Quota Cold Call Outside Sales Territory 81

Selling Power

AUGUST 5, 2020

As a sales professional, your livelihood anchors on achieving quota, so now is the time to refocus. With the right approach and mindset, you can put yourself on track to meet – and even exceed – quota by the year’s end. This post highlights what we learned and how you can leverage this information for your benefit.

Quota 78

Quota B2B Sales Meeting 78

Partners in Excellence

MAY 3, 2023

Theoretically, freeing us up to have selling conversations. Perhaps a few for outreach communications, sales enablement platforms, authoring/content platforms, conversational intelligence, reporting/analytics, messaging, proposal management, calendar management, conferencing/virtual selling, CRM, and others.

Sell 93

Sell CRM Up-sell Education 93

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep. Eighty percent of the prospecting sales force is under 25 years old.

Quota 121

Quota Cold Call CRM Sales 121

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. You’ll learn: Why women achieve 8% higher quota attainment than men. What happens when you sell with emotion. The post Level Up Your Soft Skills: It’s Not Too Late to Bring Buyers to the Table and Hit Q4 Quota appeared first on Sales Hacker.

Quota 77

Quota GTM Strategize Up-sell 77

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” since 2018.

Quota 81

Quota Cold Call Strategic planning Contact 81

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. It turns out the singular secret to selling success is “Build more pipeline!” The secret to selling success is simply more pipeline! ” So that’s it.

Sell 104

Sell Pipeline Prospecting Up-sell 104

Partners in Excellence

MAY 2, 2023

I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. And the selling I did do was mostly answering questions about the products on display. But none in selling.

Sell 104

Sell Retail Consult Strategic planning 104

Sales Hacker

DECEMBER 23, 2019

Let’s dig into it and see how selling like a psycho(therapist) can help you counsel opportunities to close with these 3 sales psychology techniques. PandaDoc sales trainer, Patrick , recently posted on LinkedIn about how one of our top-selling reps has an average talk-to-listen ratio of 30:70. You’ve heard of relational selling.

Technique 71

Technique Quota Sell Clients 71

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 89

Quota Angle Price Prospecting 89

A Sales Guy

MARCH 31, 2020

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. There is no better sentence that helps define the difference between Gap Selling and Solutions Selling than the first one above.

Sell 136

Sell Commission Drivers/motivators Quota 136

Partners in Excellence

FEBRUARY 1, 2022

How do we innovate in selling? Year after year, we see declined in percentage of people achieving quota, declines in our ability to achieve our goals. Year after year, we see declined in percentage of people achieving quota, declines in our ability to achieve our goals. How do we learn and grow?

Sell 123

Sell B2B Up-sell Quota 123

Sales Hacker

MAY 23, 2023

This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check. I’ll go over some ways to communicate and sell to founders.

Sell 93

Sell GTM Quota Up-sell 93

SalesforLife

MAY 11, 2018

Social selling has been celebrated as the solution to poor quota attainment among sales representatives. As older sales methodologies have become increasingly ineffective, most sales professionals have looked to social selling to boost slumping quota attainment percentages.

Quota 85

Quota Represent Sell Sales 85

A Sales Guy

AUGUST 11, 2012

Why not have a teaching quota? Teaching is how we should be selling. Teaching is the selling skill our customers want from us. If there were a teaching quota, sales people would have to know more about the market, the industry, and the trends. It there were a teaching quota there would be less pitching.

Quota 110

Quota Pitch Education Sell 110

Gong.io

AUGUST 16, 2021

The post Cold Call Stats: 8 Data-Backed Techniques To Blow Up Quota appeared first on Gong. This 3-in-1 script includes cold call, voicemail, and follow-up email scripts to get the meeting. Now go book ’em.

Cold Call 118

Cold Call Technique Quota Follow-up 118

Engage Selling

JANUARY 29, 2015

Observations from the real World Colleen Francis Engage Selling Solutions optimizing sales sales quota selling The Sales Leader' The math I’m going to discuss in today’s blog post isn’t advanced calculus or trigonometry. It’s basic, it can be done very quickly with a calculator, and […].

Quota 90

Quota Sales Sell 90

Sales Hacker

MARCH 13, 2020

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. Liston Witherill is a Sales Behaviorist who helps people like you ask questions with a purpose so you can sell more services. What You’ll Learn.

Quota 70

Quota Consult Up-sell Clients 70

Sales Gravy

MARCH 9, 2024

When you get where someone is coming from, you're not just another salesperson trying to hit a quota; you become a trusted advisor. When you get where someone is coming from, you're not just another salesperson trying to hit a quota; you become a trusted advisor. Think about it. It's a no-brainer. Think about it. It's a no-brainer.

Sell 92

Sell Pitch Quota Gaming 92