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

Tibor Shanto

FEBRUARY 22, 2022

Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. Most people are good or expert at a function, and only play the role of buyer periodically. By Tibor Shanto. The Why Of It All.

Quota 293

Quota Technique Prospecting Closing 293

SaaStr

MAY 8, 2024

What metrics should we expect in this environment? Sales is much harder than in 2021. During the Boom, people doubled their apps, which wasn’t sustainable. During the Boom, people doubled their apps, which wasn’t sustainable. Therefore, sales and marketing practices made no sense in 2020. It’s supposed to be hard.

Quota 82

Quota GTM Price Finance 82

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. In April of this year, we began surveying 500 sales leaders about what they thought the future had in store for field sales.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” One gets the sense it’s par for the course in today’s sales world. One gets the sense it’s par for the course in today’s sales world. There was virtually no discussion on qualification and better execution of the sales process.

SQL 117

SQL Quota Presentation Prospecting 117

Tibor Shanto

FEBRUARY 1, 2022

Craig shared all the exciting developments in sales and marketing tech; things are on fire. This led to the obvious question, given everything what is happening, why are 40% plus of B2B reps missing quota. Unlike many pundits who will cop out and talk about bad quotas and such. Tech as a means of helping the human make the shot.

Quota 157

Quota Gaming B2B Growth 157

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. Let’s find out.

Go To Market 88

Go To Market GTM Non-Profits Quota 88

Tibor Shanto

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. Curiosity is not a sales skill; curiosity is a way of life. Be Curious About Things You Don’t Know.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

Tibor Shanto

AUGUST 31, 2021

While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Your routines should make do a better job of helping your clients achieve their objectives. By Tibor Shanto.

Referrals 300

Referrals Cold Call Prospecting Quota 300

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

Tibor Shanto

JUNE 22, 2021

Value is not always easy for salespeople to define, making it hard to leverage in sales conversations. At least, it should be. We have data and metrics for almost every element of a purchase or sale. As a sales professional, you don’t have to guess or abdicate your role to some “unknown” whims, to win deal.

Quota 227

Quota Sell Conversion Sales 227

Tibor Shanto

JULY 6, 2021

Sales like life is cyclical in many ways, some cycles help others may present headwinds. This regularity leads to people developing habits in response, action – reaction. For example, it seems to make sense that summer is vacation time and people will be away. Questions make people think and thinking leads to change.

Pipeline 235

Pipeline Quota Presentation Process 235

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

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 ? How many people do you really need just to keep the app up? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale).

Quota 114

Quota Contract Price Growth 114

Martech

DECEMBER 11, 2023

Sales executives and marketers are caught in a Catch-22 that says we need more marketing activity because we have more sales resources — we have more sales resources, so we need more marketing. As a result, sales organizations have added enormous headcounts of SDRs and BDRs. How did we get here?

Quota 121

Quota Sales Pipeline B2B 121

Tibor Shanto

JANUARY 25, 2022

You should be upgrading your base as often as your phone. There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. A focus on margins requires a different sales culture. But you should be just as obsessed with margin. By Tibor Shanto. Margin Of Error.

Commission 157

Commission Territory Negotiate Quota 157

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” Too often, however, we could/should be doing much better. Imagine what more could be produced if more of our people performed better. How should we be coaching them? We are underperforming the potential.

Quota 118

Quota Growth Sell Process 118

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

Highspot

JANUARY 19, 2024

While each company’s winning revenue strategy may differ, success is predictable only when sales, operations, and enablement teams synchronize efforts on two critical levers: performance and time. The majority of your team should spend the majority of their time selling with proven tactics that surpass quotas.

Strategize 64

Strategize Growth Quota Sports 64

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

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

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. The same is true in the sales world. . Action 1: Joint listening .

Quota 98

Quota Sports Education Sales 98

Partners in Excellence

DECEMBER 21, 2023

Often, we involve more people–we need differing points of view, differing expertise to address these challenges. Making the “right” decision is more difficult because more people are involved. I often ask people who have just closed a deal, “What did they buy it for?”

Customers 122

Customers Quota Up-sell Conversion 122

Sales Hacker

JULY 22, 2021

Marketing and sales team alignment is the mythical holy grail for most companies. To boost marketing and sales cooperation , many companies use SLA agreements. So is it possible to create a marketing and sales SLA that actually works? How to form a marketing and sales SLA that works. Sounds familiar?

SQL 110

SQL Quota Contract Objectives and Key Results 110

Salesforce

FEBRUARY 2, 2024

Below, we share a vetted sales email template that can help you get responses. Below, we share a vetted sales email template that can help you get responses. What you’ll learn What is a sales email template? Engage buyers everywhere What is a sales email template? Days go by, and you hear nothing but crickets.

Pipeline 105

Pipeline Sales CRM Quota 105

SaaStr

NOVEMBER 8, 2023

Failure #1: Not Holding Leaders To The Highest Standard As a founder, CEO, or leader, you need to hold other people to the standards you hold for yourself. Can you hold the people who work for you to those same standards? You have to lead the team, live up to the values, hit quotas and targets, and make money. This list goes on.

X-functional 94

X-functional Contract Growth Quota 94

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

Partners in Excellence

AUGUST 3, 2020

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. ” Particularly, when many people contribute and we need to credit different people. Who gets credit?

Pipeline 154

Pipeline Quota Sales Negotiate 154

Salesforce

OCTOBER 4, 2022

I’ve been helping people build better charts for 15 years, through my book, The Big Book of Dashboards , on Chart Chat (a video series about the good and bad of data visualization), and at conferences around the world. Which person has the biggest sales? A chart should deliver its message in the most accurate way possible.

Quota 98

Quota Angle Represent Process 98

Martech

FEBRUARY 23, 2024

Eventually, the people you relied on will end up voting you off the island, then it’s game over. It’s regularly used to communicate special offers, sale pricing and important information like holiday hours for physical retail locations. Contestants watch each other’s every move, trying to identify a weakness they can exploit.

Retail 111

Retail B2B Quota Represent 111

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. Let’s deep dive into how combining innovative demand gen strategies with a modern tech stack and specific team setup can provide a winning formula for scaling B2B growth, even with low budgets of greater than a 2x burn multiple. vs. $1.80, which is a big difference.

E-commerce 89

E-commerce Referrals Growth Quota 89

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

Partners in Excellence

JULY 6, 2023

We know when what we do isn’t working as well as it should, we should change, instead we just pump up the volume. We know we must create value, yet customer increasingly see no value in working with a sales person. Given that history, why would anyone ever pair the words, “sales” and “innovation?”

Sales 91

Sales Quota Pitch Start-ups 91

SaaStr

AUGUST 17, 2022

A successful, growing business depends as much on its metrics as it does on its people. Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. Either individual answer can be correct, but the answer should be the same across your team.

Growth 76

Growth Quota B2C Negotiate 76

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. Read the Ultimate Guide to Hiring a Great VP of Sales ebook or What Makes a Great VP of Sales and How to Hire One blog post.

Quota 60

Quota Gaming Sales Up-sell 60

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Quota 82

Quota Growth Commission Territory 82

SaaStr

SEPTEMBER 17, 2020

Director+ of Sales at Slack / Zoom / DropBox / Pick Your Brand Name SaaS Company. Because it’s not ARR growth or even an IPO alone that determines if a VP of Sales him or herself is great. Because it’s not ARR growth or even an IPO alone that determines if a VP of Sales him or herself is great. But were they great?

Quota 120

Quota Promote Sales Start-ups 120