How to Enter Your Sales Deals into atQuota

Posted by Matthew Fradette

Mar 13, 2013, 3:41 PM

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For those of you that are new to atQuota or for those of you who are just coming around to wanting to manage your sales pipeline with us, lets get you started!

Managing your deals in atQuota is extremely easy and it won't take any time at all.  When logged into atQuota just look for the " Add deal or Import from Salesforce" button and select the option that you prefer and simply follow these steps below.

Your First Sales Hire Will Make or Break Your Company

Posted by Ryan Neu

Mar 12, 2013, 10:35 AM

You have a startup, some sort of Minimum Viable Product and maybe a few bucks in angel or seed fundingmark_roberge.

"You are ready to make your very first sales hire. Who should it be?"

Last week in Dublin, Ireland, I had the chance to hear HubSpot's Mark Roberge give a talk about how to build a predictive and scalable revenue model.

The Ideal Sales Hire: An Instinctive Workhorse

Posted by Matthew Fradette

Mar 6, 2013, 12:25 PM

There is a misconceived notion that good salespeople are born and not developed. I am a firm believer thatSales workhorse success in sales is a function of both skill and process. A salesperson without a concrete process will inevitably be lapped by the person staying true to their process each time. When hiring salespeople it is imperative to identify candidates who possess a combination of qualities that aid in development and lend to success in any organization.

How to Not Lose a Deal in 10 Days

Posted by Ryan Neu

Mar 4, 2013, 7:43 AM

Losing a deal is never fun. We've all lost deals for a variety of reasons. However, if you take a step back, you may notice certain trends that have led to Closed Lost. 

What Big Data Means for your Sales Pipeline

Posted by Matthew Fradette

Feb 20, 2013, 8:59 AM

 

Big data is a hot topic. In 2012 it was a $3.2 billion dollar industry and is set up for tremendous growth in the coming years. Big data refers to data sets that are typically too large to be processed by basic database management tools or traditional data processing applications.

The most dangerous word in sales

Posted by Ryan Neu

Feb 15, 2013, 7:51 AM

Game. Set. Match. In sales, the word 'yes' is incredibly dangerous. Some will argue that the word yes expresses affirmation, which in turn, leads to an eventual sale. Sales people always get caught up in the word yes and most often, it leads to nothing but Closed Lost. Here's why.

Prospect Personalities: Are you Speaking to a Deal Killer?

Posted by Chad Levitt

Feb 14, 2013, 1:56 PM

Sales reps beware. There are some types of prospect personalities that might never buy from you. Yes, that's right, sometimes the best thing you can do in sales is realize its best to move on. Focus your efforts on the sales opportunities that have a realistic chance of closing.

As sales reps, we've all been on calls with these two personalities - the raving fan and the miserable grump.  What do these prospect personalities have in common? They will rarely buy from you. No matter what you do or say, no matter how perfectly fit your offering is for their personal aspirations or company. The key is recognizing it early in the sales process, asking the tough questions, and moving on if need be. 

The acclaimed sales author Steve Martin (yes, same name as the actor, different guy though) notably points out in his excellent blog post: Understanding Why You Lose Deals

How to Find the Right Inside Sales Job

Posted by Ryan Neu

Feb 14, 2013, 7:48 AM

Sales is sales. Every day, month, quarter and year is a grind. All of your activities, including calls, voicemails, and emails, are tracked; you are held to a strict quota; and all of your numbers are transparent within your organization. Not everyone is cut out for sales.

What does Marketing Automation mean for Sales?

Posted by Ryan Neu

Feb 12, 2013, 5:10 PM

Marketing automation is the automated process of nurturing leads down the sales funnel until they become a Marketing Qualified Lead, or commonly referred to as "MQL". As its name implies, marketing automation is generally intiated and managed by a company's marketing department. However, when executed properly, marketing automation can be a huge asset for sales professionals. I've found a few ways to leverage marketing automation to help close more business.

Product Update: Custom Sales Pipeline Stages

Posted by Matthew Fradette

Feb 1, 2013, 12:51 PM

sales pipeline stages

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