Tibor Shanto

AUGUST 31, 2021

While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint. Embrace new things. The key as always is not to be in a hurry; it is a nurture and grow thing.

Referrals 300

Referrals Cold Call Prospecting Quota 300

SaaStr

MAY 4, 2023

But new business is a lot tougher than 12 months ago, let alone 24: Founder CEO Matthew Prince was refreshingly honest about what was happening in sales. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” Expansion sales cycles have lengthened 50%. Billion in ARR !

Quota 105

Quota Closing Pipeline Growth 105

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

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. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play.

Commission 104

Commission Territory Quota Drivers/motivators 104

Partners in Excellence

APRIL 8, 2024

Add on to this the terrifying data on sales performance–a few numbers from EBSTA, in the second half of 2023, 73% of reps missed quota, 23% of reps contribute 83% of revenue (our good friend, Pareto, again), 39% of deals slipping, and win rates plummeting another 47%. Yet there are so many challenges and barriers.

Quota 117

Quota Trust Pitch Up-sell 117

Sales Pop!

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Through actionable insights, sales cycles are shortened and win rates are increased.

Quota 98

Quota Pipeline CRM Closing 98

Tibor Shanto

NOVEMBER 30, 2021

Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. Succeeding in sales take more effort than many are willing to give.

Sports 157

Sports Quota B2B Education 157

Partners in Excellence

MAY 30, 2023

All entertaining, but designed for very different times and circumstances–yet we keep going back to the same old things. We have our classic, “marketing catches them/sales skins them” approach. Marketing creates awareness/demand, sales qualifies/closes. I realized, 90% of the content is repeats.

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. We adopt strategies to get around them, past them, or manipulate them.

Quota 110

Quota Commission Pipeline Pitch 110

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. I didn’t so much learn from it as confirm — confirm things I’ve seen, known, and put into practice, and seen it confirmed across many SaaS startups. Everyone should have a read. SDRs $85k-$95k.

Commission 107

Commission Closing SQL Quota 107

Tibor Shanto

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. Big Messages .

GTM 167

GTM Sales Consult Quota 167

Partners in Excellence

OCTOBER 21, 2022

We’ve created formulas for sales success in SaaS. It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. the industry growth rate has been over 20% in the past, but is projected to be about 11.7% B in the past 10 years. One wonders, “Is that all there is?”

Cross-sell 92

Cross-sell Quota Sales Up-sell 92

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. However, everyone has been through experiences in the past. Busting Quota.

Quota 98

Quota Sports Education Sales 98

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. Someone will simply say, “We need to grow by 10 percent per year” and this is shoved in as a quota and forecast.

Account management 98

Account management Quota Pipeline CRM 98

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

SaaStr

NOVEMBER 8, 2022

And one thing I can tell you is I see a lot of different plans for next year even at fairly similar ARRs. Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? For years, it was Growth, Growth, Growth. And that’s a lot rarer in SaaS. It’s out there.

Quota 114

Quota Contract Price Growth 114

Partners in Excellence

DECEMBER 6, 2022

This time of year, sometimes we look back to see what’s happened how things have changed and the progress we’ve made. A few colleagues and I sat down, looking at research data of overall sales performance for a number of years. We looked at reports from prior to 2015, we saw reports like 60%+ of salespeople meeting quota.

Quota 105

Quota CRM Growth Up-sell 105

Sales Hacker

MARCH 30, 2023

Quota attainment. If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. Variable OTE.

Quota 76

Quota Sales Promote Commission 76

Hubspot

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Quota 85

Quota Strategize B2C Transportation 85

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Partners in Excellence

MAY 3, 2022

A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative. A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative.

Quota 98

Quota Pipeline CRM High impact 98

Partners in Excellence

JUNE 30, 2023

And finding one thing that had expired would cause her to immediately start searching our cabinets, banishing anything that was past it’s used by date. ”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.”

Assembly Line 62

Assembly Line High impact Quota Technique 62

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive.

Quota 60

Quota Gaming Sales Up-sell 60

Sales Pop!

JUNE 23, 2023

It is demonstrated preferences that change the world, that actually get things done, as opposed to simply expressed preferences. When it comes to sales, our application makes itself adaptable to a salesperson’s specific mindset—their demonstrated preferences. One of our major missions is to reduce complexity in the lives of our users.

Technology 98

Technology Technology Pipeline CRM 98

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. In outbound, they consider three channels: Email Ads Customer referral The first thing they did to automate was use multiple data vendors to gain a clear overview of their entire TAM. In this playbook we’ll share: Automated outbound at-scale strategies.

E-commerce 89

E-commerce Referrals Growth Quota 89

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. It might go something like this : Sales Rep: Hey—John? Sales Rep: This is Peter with Veloxy. Sales Rep: This is Peter with Veloxy. When you ask if they have a minute, it does two important things.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Sales Hacker

AUGUST 26, 2021

That’s how my friend Stacey describes the way sales compensation plans have changed over the last 15 years of her SaaS career. Why do sales compensation plans have to be so complex? Sales compensation was set up to ensure that reps are suitably rewarded for their performance. Post your quota attainment ?

Commission 97

Commission Quota Sales Finance 97

SaaStr

NOVEMBER 14, 2023

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. So, the mayor told the village he would pay them a dollar for every cobra killed to get things under control. It was creating friction in the sales cycle. It didn’t work.

GTM 67

GTM Quota Sales Cross-sell 67

Partners in Excellence

JUNE 21, 2020

Over the past several weeks, I’ve gotten into a number of discussions about the “economics of selling.” In one conversation, a statement struck me, “Sales people have to pay their own way.” In one conversation, a statement struck me, “Sales people have to pay their own way.”

Finance 94

Finance Quota Sales Presentation 94

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Or they fail. Hire Early.

Price 91

Price Contract Territory Growth 91

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Spiro Technologies

OCTOBER 7, 2021

Percentages are important in sales, not the least bit because commission checks tend to be calculated as a percentage of our monthly quotas. While there’s no guaranteed way to ensure that your closing ratio goes up, doing the following things will definitely help: 1. Define (then refine) your value proposition .

Closing 111

Closing Referrals Commission Contract 111

Partners in Excellence

MARCH 26, 2021

There are no easy sales or leadership jobs. Quota is something we pass on the way to achieve the goals we have set for ourselves. It is all the little pieces that connect together that cause great things to happen. But it’s the thoughtful execution of the small things that lead to the big victories.

Quota 127

Quota High impact Meeting Customers 127

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Commission 96

Commission Finance Quota Strategize 96

Salesforce

JULY 28, 2022

Fortunately, sales leaders can work to avoid these hardships by acting now. Fortunately, sales leaders can work to avoid these hardships by acting now. To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

JANUARY 27, 2023

As the past few years have demonstrated, it’s wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely.

Commission 73

Commission Networking Quota Growth 73

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. Sales growth has become a “predictable” math equation. Sales growth has become a “predictable” math equation. Customers become widgets in our efficient sales strategy.

Process 129

Process Sales B2B Quota 129