Janek Performance Group

DECEMBER 28, 2021

In sales, thought leadership is a crucial component of success. It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability. In fact, this year alone, we published more than 110 blogs. To take a look, click here.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

SBI Growth

NOVEMBER 19, 2012

This blog is for Sales Leaders running rapidly growing sales forces. We will discuss a systematic approach to annual quota planning. Yet, quotas are increasing. Why is there so much stress around quotas each year? Don’t allow annual quota planning to disrupt your team and impact the number.

Territories 275

Territories Quota Hiring Maximizer 275

Score More Sales

SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs.

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Resources B2B Oracle Lead Rank 232

No More Cold Calling

MAY 30, 2013

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. Click here to read more.

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Quota Meeting Sales Qualified Lead Cost per Lead 214

OpenSymmetry

FEBRUARY 15, 2018

This is the second in a two-part series of Ten Success Factors for Better Quotas. Most organizations set quotas by looking backwards (The old, “Take last year’s goal and add 10% method).But But this historic approach can punish your top performers – you’re simply adding a bigger expectation on top of a rep that had a great sales year.

Quota 59

Quota Transportation Telecommunications Territories 59

SBI Growth

MARCH 25, 2020

The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.

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Quota Cancellation Marketing Customer 297

DiscoverOrg Sales

DECEMBER 9, 2016

Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota? Go back to the phones and meet sales goals by providing prospects with solutions. High CIO and CISO Turnover: What it Means for IT Sales. Short tenures requires sales professionals to be tuned in to when these changes are happening.

Remedy 120

Remedy Insurance Insurance Face-to-face 120

Xactly

DECEMBER 3, 2018

This blog is the third in a series of sales planning fundamentals written by Xactly Chief Sales Officer Marc Gemassmer. Stop Playing Quota Planning Roulette. If you’re in sales, this also means that you’re probably in the midst of planning season. Part of this includes quota planning.

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Quota Territories Incentives Incentive 77

Pointclear

JUNE 20, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will it bring another evolution in the ever-changing buying and sales processes?

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Quota PointClear B2B Face-to-face 213

Braveheart Sales

JUNE 29, 2021

And we know that is not true because quota attainment is low. of salespeople exceeded their quota last year. If salespeople were driven by commissions, wouldn’t quota attainment be better? Wouldn’t all or at least most salespeople meet or exceed their quota? Curious about the traits of a world-class sales manager?

Quota 52

Quota Compensation Salary Motivation 52

Braveheart Sales

JUNE 29, 2021

And we know that is not true because quota attainment is low. of salespeople exceeded their quota last year. If salespeople were driven by commissions, wouldn’t quota attainment be better? Wouldn’t all or at least most salespeople meet or exceed their quota? Curious about the traits of a world-class sales manager?

Quota 52

Quota Compensation Salary Motivation 52

Jeffrey Gitomer

SEPTEMBER 29, 2011

Is Your Quota Set Too High? Tweet Share Most salespeople think that their quota is set too high, that their sales plan has been set at an unrealistic level. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Online Training.

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Quota Training Hiring Social Media 234

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The Top Quota-Killing Mistakes. If you take a look at the salespeople who meet their quota, they often have a mix of smaller deals that helped them meet their goal.

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Quota Forecasting Buyer Persona Networking 92

Mereo

JANUARY 8, 2021

AUSTIN, TX (JAN 2021) — Mereo LLC, a leading consultancy to Fortune 50 B2B organizations and high-growth mid-enterprise companies, has been awarded the bronze medal for the Top Company Blog category in the Top Sales Awards 2020, selected from hundreds of global participants. We are not out to make noise or hit a post quota.

Company 50

Company SAP eBook B2B 50

A Sales Guy

JULY 10, 2012

I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan it’s never about minimum requirements (quotas), that’s appropriate only if you’re paid a wage, commission sales are limitless/ cont. From: @laurencsheil.

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Quota Commission Salary Compensation 112

SalesLatitude

NOVEMBER 22, 2018

The fiscal year for many sales people ends in less than six weeks. There’s no doubt that quota and forecasts are top of mind for both sales reps and managers. Will You Make Quota? Do you have enough in your pipeline to make quota if your fiscal year ends December 31? 4 Steps to More Predictable Sales Growth.

Forecasting 63

Forecasting Quota Pipeline Coaching 63

Tony Hughes

OCTOBER 7, 2018

Jill Rowley advises sales people to avoid the persona of a ‘quota crusher’ and Koka Sexton at LinkedIn says members should go “from resume to reputation” in their use of the powerful B2B social platform. Without doubt, many sales people are projecting the wrong image on LinkedIn by merely using it as their online CV.

Ideal Customer Profile 81

Ideal Customer Profile Quota LinkedIn Networking 81

Anthony Iannarino

JULY 18, 2020

As the troll backed off his original thesis, he suggested that one could not be a trusted advisor if they carry a quota, another assertion that is also incorrect. Learn Anthony's core strategies & tactics for sales success at any level with The Only Sales Guide You'll Ever Need. Let’s take these assertions seriatim.

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Quota Intent Hiring LinkedIn 99

Zoominfo

FEBRUARY 18, 2018

If you’re a regular reader of our B2B blog, you already know the drill. Direct Dials: The Secret to B2B Sales Success. If we told you just one direct dial phone number could help your sales team generate a million dollars in revenue, you probably wouldn’t believe us. 4 Sales Productivity Myths. It’s that time again.

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B2B B2C Marketing Demand Generation Agencies 124

Understanding the Sales Force

JULY 6, 2022

I also found a similar pattern as I did when I searched for "top sales blogs" last month as part of my research for the article, The Top 12 Sales Blogs of 2022 That Make You Think and Sell More. There were lots of articles that had the top 5, 7, 10, 12, and 15 reasons why salespeople leave or quit their jobs.

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Retention Customer Hubspot Compensation 193

OpenSymmetry

SEPTEMBER 19, 2017

Quota setting can be described as one part numbers, one part experience, and one part intuition. So how do you concoct the most accurate quota setting methodology in an ever-changing market, industry, and sales organization? There are different types of top-down modeling to accurately set quotas. Top-down modeling.

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Quota Fashion Distribution Forecasting 48

Increase Sales

OCTOBER 13, 2015

Have you experienced the frustration of peaks and valleys when it comes to meeting sales quotas? What I did as sales manager was to analyze the peaks and valleys for the past several years to determine how to improve meeting sales quotas. Yes the peaks and valleys can be handled in meeting sales quotas.

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Quota Meeting Social Media Ideal Customer Profile 70

Engage Selling

JANUARY 29, 2015

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

Quota 48

Quota Sales 48

No More Cold Calling

SEPTEMBER 28, 2023

He is a sales stalker—someone who blasts out dozens of invites and then lies in wait, ready to pounce with an unwelcome sales pitch the moment anyone responds. Like Mark, many sales stalkers are too lazy to even personalize their invitations and just use the automated verbiage: “Please join my professional network.”

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Janek Performance Group

MAY 29, 2024

In B2B sales, business development is the activities and processes that promote growth and increase revenue. A recent Janek poll revealed 83% of sales organizations utilize detailed buyer personas. In addition, 94% of marketers say it increases sales. Often, sales organizations have between three and five.

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer Persona Lead Rank 62

Gong.io

MARCH 27, 2018

If you are managing a sales team, your job depends on whether or not your reps hit their number. In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. But what if your team is made up of just average performers?

Quota 48

Quota Sales Process Hiring Scale 48

Gong.io

MARCH 27, 2018

If you are managing a sales team, your job depends on whether or not your reps hit their number. In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. But what if your team is made up of just average performers?

Quota 48

Quota Sales Process Hiring Scale 48

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit.

Quota 89

Quota Sales Leadership Compensation Penetration 89

CloserIQ

DECEMBER 26, 2018

One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans. Here are 20+ of our favorite sales blogs from 2018.

Hiring 79

Hiring Decision Maker InsideSales Face-to-face 79

Marc Wayshak

DECEMBER 12, 2018

Want to learn 27 super quick and easy sales tips to crush your quota? The post 27 Sales Tips [Super-Quick & Easy] to Crush Your Quota appeared first on Sales Speaker Marc Wayshak. Check out this video to learn over two dozen simple ways to dramatically improve your selling approach.

Quota 59

Quota Video Sales 59

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. It’s truly an exciting time for those in the marketing and sales profession.

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Quota CRM SAP Forecasting 135

Igniting Sales Transformation

AUGUST 12, 2019

Let’s talk about your plan to CRUSH QUOTA using a simple funnel formula to help you build pipeline and revenue. Average sales cycle time. Look at a formula for a sales pro with a goal of $99,999 in gross profit. 100 deals x $10,000 = $1,000,000 x 25% = $250,000 divided by a 3-month sales cycle.

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Top of Funnel Funnel Quota Sales Cycle 70

The Sales Hunter

JUNE 7, 2019

Congratulations on making your quota for this quarter! Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. It’s easy to consider yourself a sales leader when you’re making your numbers, but are you really a sales leader? Do you own your sales quotas and business plans?

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Sales Leadership Quota Education Motivation 149

SBI

JULY 16, 2013

Most organizations live and die by quota. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance. In many ways, it’s easy to understand why we focus so intently on quota. Remaining quota is y.

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Quota Revenue Forecasting Hiring 135

Babette Ten Haken

OCTOBER 25, 2018

In the angst of fulfilling our employer’s KPIs, we often overlook the benefit of creating our own professional development quota. Because when we fall short of fulfilling whatever “their quota” happens to be, it is because “their” quota grates up against our own words, actions and values. Our own purpose. Ours isn’t.

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Quota Ideal Customer Profile SME Hiring 56

Sales Gravy

SEPTEMBER 22, 2017

There is no beginning, middle, or end in sales! Every day is a new day and it's about what can I do today to meet my daily and monthly quotas. Have you noticed in January the blogs are all about kicking off the year strong to meet end of yea

Quota 40

Quota Meeting Sales 40

Drift

OCTOBER 11, 2021

“Cue the confetti, pumpkin is back.” ” I opened my inbox to that email at the end of this summer. My eyes widened. I could feel fall and crisp Boston air just around the corner. But I wasn’t convinced. “Summer is JUST ending,” I thought.

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Quota Incentives Incentive Sales 62