sales quota

In this episode, we'll look at how you can beat your sales quota in a downturn using Jobs-to-be-Done (JTBD) . And today, we have a very special guest, Paul Stansik, an operating partner with private equity firm ParkerGale. Paul was previously at Bain and Company, and he was VP of sales at ITG.

✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 👉 https://www.thrv.com/jobs-to-be-done-white-paper

Key moments from today's topic on how you would beat your sales quota in a downturn:

00:00 How would you beat your sales quota in a downturn?

03:19 How the up market can hide weakness in your process?

07:12 Less data more often is the answer.

12:13 The customer’s Job-to-be-Done.

14:32 How to be more curious about your product?

18:46 How to build a buyer’s guide.

21:02 How do you choose a product category?

25:22 How do you tap into the customer's needs?

29:50 Knowing what you can’t do and being honest about it.

✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 👉 https://www.thrv.com/jobs-to-be-done-white-paper

Learn more about JTBD: https://www.thrv.com/jobs-to-be-done
Youtube: youtube.com/channel/UCEKeVWAeyQeMPzq9HfbUa5w
Linkedin: https://www.linkedin.com/company/thrv-com/
Twitter: https://twitter.com/thrvapp
Follow Jay Haynes on Linkedin: https://www.linkedin.com/in/jayhaynes/
Follow Jared Ranere on Linkedin: https://www.linkedin.com/in/jaredranere/

Christian Krause is an account executive at Salesforce. If you’re struggling with sales and closing deals, you’re not alone. Christian has been there, and he knows the challenges you face, from lack of training to anxiety about picking up the phone.

But with his experience at Salesforce, one of the largest and most competitive SaaS sales organisations, he’s figured out how to overcome those hurdles and close more deals. He became an over-achiever and got promoted 4 times in 2 years, sourcing and closing nearly $2 million in revenue.

Our podcast breaks down exactly how to prospect, nail discovery calls, negotiate and close more deals while developing a sales mindset. You’ll learn how to increase your prospecting skills and fill your pipeline with high-quality meetings.

⏺️ Voics: https://www.voics.co/

🎙️ Podcast University: https://bit.ly/3Dqip2S

🎤 Podcast Accelerator: https://bit.ly/3f1ir81

📞 Schedule Free Call: https://bit.ly/3GsNyTU

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(00:00) Introduction
(04:18) Prospecting Success: Finding Leads
(08:38) Maximizing Sales with Automated Outreach & Sequencing
(11:25) Analyzing Sales Pipeline Health
(14:58) Fundamentals of Sales Principles
(16:22) Overcoming Pipeline Generation Challenges
(18:36) Standout Cold Outreach Strategies
(22:45) Maximizing Sales with Email Sequences & Call to Actions
(28:12) Winning Deals in the Discovery Phase
(35:12) Overcoming Objections & Price Sensitivity
(40:50) Creating Revenue through Selling
(42:40) Developing a Sales Mindset
(45:30) Taking Customer Feedback for Improved Sales
(50:35) Building Trust with Clients for Sustained Growth

Socials:
- LinkedIn: https://bit.ly/3FCS3JA

- Twitter: https://bit.ly/3ExJ26Z

- YouTube: https://bit.ly/3HleVy2

PROCRASTINATION AND QUOTA

These are two opposing forces that salespeople have to deal with every day. How do I avoid procrastinating? How do I make sure I hit my quota? These are the questions that Stoyan will answer today in this latest episode of Sales Transformation.

Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! 

Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

TRANSFORMING MOMENTS

STOYAN: HOW TO DEAL WITH YOUR PROCRASTINATION

“I would recommend you look at it holistically. First of all, who are you what is your personality? What motivates you? And you got to find the why man, like it's now become like a cliche, right? Like, why do I do what I do? Do I have a bigger purpose? Why should I wake up in the morning and actually do something Why do I do this thing”

STOYAN: IT TAKES DISCIPLINE AND MANNING UP

“You gotta man up, man. You got to build discipline, And the way I don't know about, you know, again, if I work with you one on one, we might be able to get into different directions. But I can talk about myself, I need to sleep, I need to have healthy habits.”

Connect with Stoyan: 

StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast 

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PROCRASTINATION AND QUOTA

These are two opposing forces that salespeople have to deal with every day. How do I avoid procrastinating? How do I make sure I hit my quota? These are the questions that Stoyan will answer today in this latest episode of Sales Transformation.

Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! 

Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

TRANSFORMING MOMENTS

STOYAN: HOW TO DEAL WITH YOUR PROCRASTINATION

“I would recommend you look at it holistically. First of all, who are you what is your personality? What motivates you? And you got to find the why man, like it's now become like a cliche, right? Like, why do I do what I do? Do I have a bigger purpose? Why should I wake up in the morning and actually do something Why do I do this thing”

STOYAN: IT TAKES DISCIPLINE AND MANNING UP

“You gotta man up, man. You got to build discipline, And the way I don't know about, you know, again, if I work with you one on one, we might be able to get into different directions. But I can talk about myself, I need to sleep, I need to have healthy habits.”

Connect with Stoyan: 

StoyanYankov.com | LinkedIn | IG | YouTube | Productivity Mastery Podcast 

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

The key takeaways are...

• Overcome the fear of self-doubt during cold outreach
• How to bring your feet back up after losing a deal
• Create your own ‘trust framework’ in sales 
• Looking at the key factors that make sales trustworthy
• The buying decisions in SMBs Vs. Enterprises 
• Longer buying cycles - The advantages 
• Weathering with the recession - How salespeople can deal with it

Grab a copy of Cory's sales works: 
Book 1: Triangle Selling: Sales Fundamentals to Fuel Growth - https://amzn.to/3yIMBnp
Book 2: The Sales Enablement Playbook - https://amzn.to/3fMpf9M

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Dial Session here!

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

• #1 Thing For Sellers To Crush Quota
• How to practice consistency in sales activities
• Other areas to utilize consistency

QUOTES

Collin: "One of the biggest things to be consistent with your revenue generating activities is to schedule them in your calendar. So maybe you have two prospecting blocks a day, maybe one in the morning, maybe one in the afternoon. If it's not on the calendar, it's so easy to make excuses for it to not get done.”

Collin: "Consistency applies in all sales activities, not just in prospecting. However, prospecting I find is one of the things that sellers often have the most difficulty being consistent with.”

Collin: "Consistency is key to crushing your quota. Sellers often have a hard time with this. It's such a simple thing, but so difficult.”

Learn more about Collin in the link below: 

• LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Book Your Free Revenue First Podcast Strategy here!

Get Your Free Dial Session here!

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

• #1 Thing For Sellers To Crush Quota
• How to practice consistency in sales activities
• Other areas to utilize consistency

QUOTES

Collin: "One of the biggest things to be consistent with your revenue generating activities is to schedule them in your calendar. So maybe you have two prospecting blocks a day, maybe one in the morning, maybe one in the afternoon. If it's not on the calendar, it's so easy to make excuses for it to not get done.”

Collin: "Consistency applies in all sales activities, not just in prospecting. However, prospecting I find is one of the things that sellers often have the most difficulty being consistent with.”

Collin: "Consistency is key to crushing your quota. Sellers often have a hard time with this. It's such a simple thing, but so difficult.”

Learn more about Collin in the link below: 

• LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

If you're looking for a good template and mental framework on how to set goals, this episode is 100% for you. This is an Instagram and TikTok live training session I did on goal setting, that can be 100% applied to any sales pro or business owner out there looking for a new and creative way to achieve their goals.

What you will learn in this episode: 

• How to set MTO goals - Minimum, Target, Outrageous
• How our subconscious habits set the actions, which typically don't align with our goals. 
• Why you need to measure everything, so you can manage anything. 

I mentioned a sales framework / template I did for my primary company, DayPorter. You can find that template here (no email required)

Recently, TikTok and LinkedIn have been very kind to me. I'm committing to posting regular content on these platforms in 2022. Connect with me below. 

• For sales and entrepreneurship content on TikTok, click here. 
• For more LinkedIn sales and entrepreneurship content, click here. 

If you found this podcast of any value, a like, rating, or share of this show will immensely help us expand our reach and is appreciated more than you know.

Hello and welcome to the first episode of The RevOps Show! Revenue Operations is invigorating and exhausting, so our hosts, Jess and Doug, will be coming at you every week with a new episode to help you navigate this new concept. Whether it's answering questions, working through scenarios, or something else, you'll receive the knowledge and actions to work through your RevOps issues.

The main focus today is on sales quotas, their definition, how most companies go about setting a quota for their sales team, and options to stray away from setting a quota while maintaining motivation.

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @jesscardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.