The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

The Pipeline

JUNE 4, 2019

Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. Once they discount claims of success, how soon before they discount what they believe your product can actually do?

Discount 268

Discount Vendor Quota Buyer 268

Crunchbase

APRIL 22, 2020

Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. Before reaching out to a prospect or customer, be sure you have an understanding of how COVID-19 may be impacting their business. .

Prospecting 124

Prospecting Customer How To Decision Maker 124

The Pipeline

APRIL 11, 2016

Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. The reason for that is that those who thrive on prospecting this segment, not only have more fun selling, they face less competition, and as a result make more sales and commissions.

Segment 120

Segment Prospecting Objections Vendor 120

Crunchbase

SEPTEMBER 29, 2019

Say hello to beating your sales quota in 2019 with this expert advice from Christine Telyan, CEO of global tech company UENI. Not to mention how you’re going to drum them up to beat your sales quota. Use data to plan ahead and beat your sales quota. Create incentives to beat your sales quota.

Quota 66

Quota Hiring Incentives Incentive 66

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.

Quota 135

Quota Revenue Forecasting Hiring 135

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. Granted, salespeople don’t die if they fail to meet quota. Failure is not an option.”

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sales and Marketing Management

NOVEMBER 12, 2017

Author: Frank Visgatis A constant reality for salespeople is quota pressure. For B and C players, most years are a grind to achieve quotas. On average, about half of salespeople meet or exceed quota. It’s important for sellers to take stock of their YTD position against quota every month. Take stock every month.

Proposal 224

Proposal Top of Funnel Quota Pipeline 224

John Barrows

APRIL 10, 2019

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Discounts right away. It’s easy for me to say never discount, but I understand the reality of discounting and how sometimes it’s necessary to get the deal over the finish line. If you are going to discount.

Closing 161

Closing Licensing Discount Account 161

Hubspot Sales

MAY 6, 2018

How to Meet Quota. Prospect, Prospect, Prospect. Re-Set Discount Expectations. It’s usually an epic battle to make their quota every month or quarter -- if they hit it at all. They’re meeting quota almost every month or quarter. Prospect, Prospect, Prospect. Prioritize Your Time.

Top of Funnel 107

Top of Funnel Discount Quota Hubspot 107

Janek Performance Group

JANUARY 16, 2024

If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories. This eliminates the intimidation of a hard quota. Team-Based Plans With these plans, teams work together within territories of prospects and clients.

Compensation 118

Compensation Salary Commission Margin 118

DiscoverOrg Sales

SEPTEMBER 4, 2018

price discount. The line items you throw in may differ depending on your offering – but the price discount should always be last. When people are asking for discounts, Wernke says, they’re asking if what they’re buying is going to be successful. So any discounts should be last. additional product and services.

Closing 286

Closing B2B Decision Maker Discount 286

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The number of interactions with prospects during the sales process is growing.

Trends 85

Trends Report Data Strategy 85

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” It’s the start of a new year, and for most salespeople, it means the start of a new quota.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

Hubspot Sales

JANUARY 4, 2024

Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. Ineffective sales processes Top sellers spend around six hours a week researching prospects. ARR) against a quota of $111,100 MRR ($1.33m ARR).A

Top of Funnel 108

Top of Funnel How To Hubspot Forecasting 108

The Pipeline

SEPTEMBER 18, 2018

The others are 80% plus the same; the winner has better salespeople or deeper discounts. Not being nasty, but why not have a bake-off with a couple of copier reps, or call me for the name of a SaaS rep who offered me a discount on the first intro call. ” The silence also works and wares on the prospect too. Silence Sucks.

Vendor 255

Vendor Discount Insurance Insurance 255

Hubspot Sales

APRIL 26, 2018

Avoid Discounts of More Than 50%. Avoid Discounting Outside Traditional Guidelines. Know what you’re willing to give up and what you stand to gain by offering a sales promotion to a prospect. You might be considering discounts, extended payment terms, bundles, add-ons, coupons, or extended-use terms.

Promotion 119

Promotion Discount Negotiation Guidelines 119

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Hitting your sales targets early in the year is vital as Q2 fast approaches and applies to each monthly quota.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

B2B 87

B2B Ideal Customer Profile Top of Funnel Prospecting 87

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Prospect, prospect, prospect. According to Colleen Francis, founder and president of Engage Selling , the secret to beating quota month after month is to maintain a consistently full pipeline. Set up Google alerts for your prospects' companies to keep abreast of any major announcements.

Data 124

Data How To Call-back Collateral 124

Sales and Marketing Management

MAY 12, 2019

Can they commit to more technology to earn a higher percentage discount? Can they pay faster to earn a higher discount? You’re not a charity - and given these levers are all things your company and your compensation plan care about, they are also things you are likely willing to pay them for in the form of a discount. .

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

The Pipeline

MARCH 6, 2017

Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. Many shy away from the term hunting, saying it not a pretty picture, and says something negative to and about the prospect.

Ideal Customer Profile 210

Ideal Customer Profile Travel Discount Webinar Metrics 210

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. We've all been there.

Negotiation 116

Negotiation Hiring Margin Buyer 116

Hubspot Sales

JANUARY 7, 2019

Conducts little to no research on a prospect before a call. Maybe they're a new rep who's close to hitting their quota but is just shy each month. Relies too heavily on discounts, resulting in lower margins. Prospecting and presentation skills are improving, but they rarely hit their monthly quota.

Sales Management 131

Sales Management Quota Margin Hubspot 131

Hubspot Sales

DECEMBER 4, 2023

Stalled deals are often a byproduct of a salesperson locking in on more superficial, symptomatic issues their prospects are dealing with — as opposed to the actual problem those issues stem from. Misaligned problem-solving often stalls deals — and not getting to the why behind a prospect's problems is often where misalignment starts.

Hubspot 84

Hubspot Closing Hiring Cold Calling 84

Hubspot Sales

OCTOBER 16, 2017

Quota and OTE. Setting quota. Reduce discounting frequency. Reduce average discount size. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. Absolute commission plan. Relative commission plan. Straight line commission plan. Accelerators and decelerators. When to pay commission.

Compensation 128

Compensation Hiring Salary Commission 128

The Pipeline

SEPTEMBER 11, 2018

” Good salespeople think the same way, understanding that time works differently for quota killers. Perhaps it speak to their attire when they are asked to telephone prospect). Or as others do, turn up the heat and watch the prospect burn, some may come out edible, but most, again not appetizing enough to commit.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Hubspot Sales

OCTOBER 19, 2017

Percentage of sales team hitting quota. 1) Percentage of sales team hitting quota. Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. As a rule of thumb, your quotas are likely unrealistic if less than 60% are hitting.

Top of Funnel 128

Top of Funnel Hiring Quota Funnel 128

Gong.io

MARCH 17, 2021

This was a MONSTER deal that would get her and the team to quota. Our previous research shows that top performers – those above 120% of quota – have a talk-to-listen ratio of 43:57. That’s right, women outperform men in two important areas: Achieving quota (source: Xactly Insights ). Aside from discounts.).

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Hubspot Sales

AUGUST 19, 2019

When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. But what about the prospects that express interest and then go quiet? It’s as if the prospect is doing their version of a car test drive. What’s your historical discounting rate throughout the year?

Pipeline 102

Pipeline Discount Top of Funnel Pivotal 102

Engage Selling

JULY 5, 2019

???????????????????????I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having a fire sale. We’re doing everything we can right now, … Read More »

Discount 70

Discount Strategy Groups Sales 70

Partners in Excellence

JUNE 3, 2020

We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Sales performance numbers continue to decline (for example % of sales people making quota). Perhaps, it’s for those reasons that we tend to overlook or discount it. Billions are spent on training of all sorts.

Churn 126

Churn Maximizer Discount Negotiation 126

Janek Performance Group

OCTOBER 18, 2021

Though goals and quotas are set at the beginning of the year, it’s a good idea to re-evaluate these in the fourth quarter. Maybe it’s more targeted prospecting, better use of collateral, or a late-game value offer, like an unexpected trick play, but coaching can motivate reps to push themselves. This is not to say change them.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Partners in Excellence

JUNE 26, 2023

We struggle to close deals–discounts/concessions are the answer. We have a problem which we immediately “triage” with a “band-aid.” ” It may be anemic pipelines—more emails, more dials–we have to fill the pipeline. We aren’t getting enough responses–even more emails and dials.

Scale 78

Scale Hiring Discount Pipeline 78

Hubspot Sales

AUGUST 28, 2019

Are you struggling to get to hit your sales quotas? This can give your team an extra level of motivation and urgency to meet and exceed their quota. People don't always need a promotion or discount. Are you following up with your prospects with value-add content that matters to them? Your prospects can feel it.".

Hubspot 139

Hubspot Infusion Call-back Discount 139

PandaDoc

APRIL 26, 2023

As such, your prospective employees will judge whether your company can be a good fit. As a team, they generated $120k, exceeding the established quota of $100k. It is designed to prevent sales representatives from using discounts too often, as the commission is tied to the final cost. Let’s dig in.

Commission 52

Commission Salary Margin Scale 52

Mindtickle

DECEMBER 8, 2022

Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. These kinds of insights help plan the allocation of prospects to various team members based on their historical performance and skills.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98