The Quota

The Quota

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How Larry Ellison grew Oracle into a multi-billion dollar behemoth
Article
How Larry Ellison grew Oracle into a multi-billion dollar behemoth
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10 Things to Consider About Being the First Sales Hire at a Start-up
Article
10 Things to Consider About Being the First Sales Hire at a Start-up
When to use emotions to make a sale, and when to use facts
Article
When to use emotions to make a sale, and when to use facts
Advice: "My company brought in a new VP. His changes are hurting the sales team"
Article
Advice: "My company brought in a new VP. His changes are hurting the sales team"
4 things salespeople can learn from a former FBI hostage negotiator
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4 things salespeople can learn from a former FBI hostage negotiator
Sales Fails: "I gave a limited time discount, they asked me to honor it after it expired. I lost the deal"
Article
Sales Fails: "I gave a limited time discount, they asked me to honor it after it expired. I lost the deal"
How to Follow Up After Sending A Sales Proposal
Article
How to Follow Up After Sending A Sales Proposal
How Charles Ponzi sold a lie and had a scheme named after him
Article
How Charles Ponzi sold a lie and had a scheme named after him
The 2024 Q1 Sales Salary Guide
Article
The 2024 Q1 Sales Salary Guide
Advice: "I really don't like one of the reps who works for me, but he hits quota. Can I get rid of him?"
Article
Advice: "I really don't like one of the reps who works for me, but he hits quota. Can I get rid of him?"
What it's like to be a B2B sales rep in Japan
Article
What it's like to be a B2B sales rep in Japan
Advice: "I'm making great money in sales, but I don't enjoy it. How can I transition into a new career without taking a huge paycut?"
Article
Advice: "I'm making great money in sales, but I don't enjoy it. How can I transition into a new career without taking a huge paycut?"
Advice: "I just got a new job but I'm completely uninspired to do sales anymore. What should I do?"
Article
Advice: "I just got a new job but I'm completely uninspired to do sales anymore. What should I do?"
Sales Fails: "My prospect's fiance threated me after he thought I was flirting with her"
Article
Sales Fails: "My prospect's fiance threated me after he thought I was flirting with her"
Advice: "I was promised a raise, but my boss gave me a 'better' job title instead. What should I do?"
Article
Advice: "I was promised a raise, but my boss gave me a 'better' job title instead. What should I do?"
An interview with Jeff McDonough, Vice President of Enterprise Sales at Mindtickle, a Sales Readiness Platform
Article
An interview with Jeff McDonough, Vice President of Enterprise Sales at Mindtickle, a Sales Readiness Platform
How a sleazy and dishonest sales culture is threatening the solar industry
Article
How a sleazy and dishonest sales culture is threatening the solar industry
Advice: "I'm in my third year in sales and I'm still not making six-figures"
Article
Advice: "I'm in my third year in sales and I'm still not making six-figures"
Sales Fails: "The prospect told a joke and I accidently spit water all over him"
Article
Sales Fails: "The prospect told a joke and I accidently spit water all over him"
But Wait, There's More: The Story of Legendary Pitchman Billy Mays
Article
But Wait, There's More: The Story of Legendary Pitchman Billy Mays
Advice: "My company is full of sales bros. The culture is not for me. What should I do?"
Article
Advice: "My company is full of sales bros. The culture is not for me. What should I do?"
Salesforce Signals the End of Cushy Tech Sales Jobs
Article
Salesforce Signals the End of Cushy Tech Sales Jobs
Advice: "My wife hates that I work so many hours, but my job is supporting our family"
Article
Advice: "My wife hates that I work so many hours, but my job is supporting our family"
Advice: "I'm selling a product that no one seems to want. What can I do?"
Article
Advice: "I'm selling a product that no one seems to want. What can I do?"
At Cox, Career Growth is Par for the Course
Article
At Cox, Career Growth is Par for the Course
Advice: "My sales manager wants us to make 100 usesless calls a day. How can I tell him it doesn't work?"
Article
Advice: "My sales manager wants us to make 100 usesless calls a day. How can I tell him it doesn't work?"
The story of Napoleon Hill, controversial creator of the personal success genre
Article
The story of Napoleon Hill, controversial creator of the personal success genre
Advice: "I joined a startup, but they don't have product-market fit and I'm not closing any deals"
Article
Advice: "I joined a startup, but they don't have product-market fit and I'm not closing any deals"
Advice: "My coworkers and prospects are incompetent, and it's driving me crazy"
Article
Advice: "My coworkers and prospects are incompetent, and it's driving me crazy"
According to the Harvard Business Review, here's what today's professional services rainmakers do differently
Article
According to the Harvard Business Review, here's what today's professional services rainmakers do differently
Here's the average base salary and quota attainment data for sales reps in November 2023
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Here's the average base salary and quota attainment data for sales reps in November 2023
Advice: "I'm in retail sales but want to get into B2B. How do I break in?"
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Advice: "I'm in retail sales but want to get into B2B. How do I break in?"
The story of Zig Ziglar, the quintessential American salesman
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The story of Zig Ziglar, the quintessential American salesman
Here's how much Account Executives and Sales Development Reps are making in each major U.S. City
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Here's how much Account Executives and Sales Development Reps are making in each major U.S. City
An interview with Ian Koniak, the former #1 AE at Salesforce and our preferred sales training partner
Article
An interview with Ian Koniak, the former #1 AE at Salesforce and our preferred sales training partner
Sales reps are overwhelmed by new technology, according to the Harvard Business Review
Article
Sales reps are overwhelmed by new technology, according to the Harvard Business Review
An interview with Tony Ausick, an SVP of Sales at a courtroom visual animation company
Article
An interview with Tony Ausick, an SVP of Sales at a courtroom visual animation company
Advice: "Procrastination is holding me back from being a top performer. What can I do?"
Article
Advice: "Procrastination is holding me back from being a top performer. What can I do?"
Advice: "I found out the new reps are making more money than me. What should I do?"
Article
Advice: "I found out the new reps are making more money than me. What should I do?"
Advice: "My friend wants me to run sales for his startup. Should I take a pay cut in exchange for equity?"
Article
Advice: "My friend wants me to run sales for his startup. Should I take a pay cut in exchange for equity?"
Advice: "My sales manager is pushing me to be overly aggressive on the phone, and it's costing me deals"
Article
Advice: "My sales manager is pushing me to be overly aggressive on the phone, and it's costing me deals"
Data shows that female salespeople outperform men, but are missing from leadership roles
Article
Data shows that female salespeople outperform men, but are missing from leadership roles
How Edgar Sanchez Built the Foundation for a Great Sales Career
Article
How Edgar Sanchez Built the Foundation for a Great Sales Career
Advice: "The new rep I've been mentoring just got promoted over me and it's really bothering me. What can I do?"
Article
Advice: "The new rep I've been mentoring just got promoted over me and it's really bothering me. What can I do?"
An interview with Dan Webster, a former Director of Sales who started his own brewery
Article
An interview with Dan Webster, a former Director of Sales who started his own brewery
Advice: "The top salesperson on my team is lying to prospects. What should I do?"
Article
Advice: "The top salesperson on my team is lying to prospects. What should I do?"
Sales Fails: "I was selling door-to-door and accidently let the prospect's dog escape"
Article
Sales Fails: "I was selling door-to-door and accidently let the prospect's dog escape"
Sales Fails: "I got up at 5AM for an international client call. They canceled the contract"
Article
Sales Fails: "I got up at 5AM for an international client call. They canceled the contract"
A new study shows that many of the sales challenges of four years ago remain today
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A new study shows that many of the sales challenges of four years ago remain today
Advice: "I'm dealing with personal family issues and it's affecting my ability to sell. What should I do?"
Article
Advice: "I'm dealing with personal family issues and it's affecting my ability to sell. What should I do?"
An interview with Jay Staler, a fly fishing instructor turned technology Account Executive
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An interview with Jay Staler, a fly fishing instructor turned technology Account Executive
Advice: "My new manager is micromanaging me like crazy. What can I do?"
Article
Advice: "My new manager is micromanaging me like crazy. What can I do?"
"I currently work in sales support. How can I transition into an AE role?"
Article
"I currently work in sales support. How can I transition into an AE role?"
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"I made a joke while selling a car and the prospect walked out on me"
Article
"I made a joke while selling a car and the prospect walked out on me"
Here are the questions you should ask after you lose (or win) a deal, according to Harvard Business Review researchers
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Here are the questions you should ask after you lose (or win) a deal, according to Harvard Business Review researchers
Quota attainment is down in all sales roles except two. Here's who's hitting quota and who's not.
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Quota attainment is down in all sales roles except two. Here's who's hitting quota and who's not.
"I've been selling successfully for 3 years, but I can't shake off my self-doubt. What should I do?"
Article
"I've been selling successfully for 3 years, but I can't shake off my self-doubt. What should I do?"
Advice: "I want to build a personal brand. How can I get started?"
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Advice: "I want to build a personal brand. How can I get started?"
Advice: "I hired a LinkedIn influencer for a sales role. He doesn't do any actual selling. What should I do?"
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Advice: "I hired a LinkedIn influencer for a sales role. He doesn't do any actual selling. What should I do?"
An interview with Brian Shimkus, a former engineer who made the transition into IT sales and hasn't looked back
Article
An interview with Brian Shimkus, a former engineer who made the transition into IT sales and hasn't looked back
The 8 best sales influencers to follow on LinkedIn 2023
Article
The 8 best sales influencers to follow on LinkedIn 2023
A New Report from ringDNA Reveals the Best Times to Call and Email Prospects
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A New Report from ringDNA Reveals the Best Times to Call and Email Prospects
Sales Fails: "My sales manager wouldn't shut up on a sales call. There was no deal."
Article
Sales Fails: "My sales manager wouldn't shut up on a sales call. There was no deal."
Having a sense of humor boosts sales, according to a report from The Wall Street Journal
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Having a sense of humor boosts sales, according to a report from The Wall Street Journal
Advice: "I Googled my coworker and found something really bad. Should I tell HR?"
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Advice: "I Googled my coworker and found something really bad. Should I tell HR?"
Advice: "I joined a promising startup expecting an IPO, but the job is miserable. What should I do?"
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Advice: "I joined a promising startup expecting an IPO, but the job is miserable. What should I do?"
Advice: "I have two competitive job offers. Which one should I take?"
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Advice: "I have two competitive job offers. Which one should I take?"
Advice: "My coworker and I were both working on the same deal. My manager gave it to him."
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Advice: "My coworker and I were both working on the same deal. My manager gave it to him."
According to a Harvard Professor, this is why salespeople struggle at leading
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According to a Harvard Professor, this is why salespeople struggle at leading
Here's how to boost your sales reps' performance, according to a study from the University of Missouri
Article
Here's how to boost your sales reps' performance, according to a study from the University of Missouri
Advice: "My friend makes a good living in sales, but he's terrible at budgeting. What should he do?"
Article
Advice: "My friend makes a good living in sales, but he's terrible at budgeting. What should he do?"
American Express is under investigation. Its salespeople say they're being made to take the fall.
Article
American Express is under investigation. Its salespeople say they're being made to take the fall.
Sales Fails: "I partied too hard the night before going door-to-door. The prospect had to call an ambulance."
Article
Sales Fails: "I partied too hard the night before going door-to-door. The prospect had to call an ambulance."
Bret Taylor's failed Play to Become Salesforce's Sole CEO
Article
Bret Taylor's failed Play to Become Salesforce's Sole CEO
An interview with Andrew Leachman, Senior Sales Manager at Feazel, a roofing, home exterior, and solar roofing company.
Article
An interview with Andrew Leachman, Senior Sales Manager at Feazel, a roofing, home exterior, and solar roofing company.
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Here's how sales reps can take better breaks at work, according to the Harvard Business Review
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Here's how sales reps can take better breaks at work, according to the Harvard Business Review
Advice: "I'm graduating from college and have two job offers for entry-level sales roles. Which one should I take?"
Article
Advice: "I'm graduating from college and have two job offers for entry-level sales roles. Which one should I take?"
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Sales Fail: "I lost a deal due to a colleague's primal screaming in the background"
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Sales Fail: "I lost a deal due to a colleague's primal screaming in the background"
Advice: "I took a new job, but it's not all I imagined. How can I get my old job back?"
Article
Advice: "I took a new job, but it's not all I imagined. How can I get my old job back?"
An interview with Matthew Bach, a Partnership & Growth Manager who lives and works in South Africa
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An interview with Matthew Bach, a Partnership & Growth Manager who lives and works in South Africa
Advice: "I was passed over for a promotion in favor of less qualified candidates. What should I do?"
Article
Advice: "I was passed over for a promotion in favor of less qualified candidates. What should I do?"
"I've been at the same company for 7 years. I like 90% of the job, but I feel like I should explore other opportunities"
Article
"I've been at the same company for 7 years. I like 90% of the job, but I feel like I should explore other opportunities"
Advice: "My sales manager started giving me the cold shoulder. What should I do?"
Article
Advice: "My sales manager started giving me the cold shoulder. What should I do?"
An interview with Morgan Shelly, an account executive at Deel, an all-in-one HR platform.
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An interview with Morgan Shelly, an account executive at Deel, an all-in-one HR platform.
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Sales Fails: "My sales manager tried to help me close a deal. He got into an argument with the prospect instead"
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Sales Fails: "My sales manager tried to help me close a deal. He got into an argument with the prospect instead"
Aston Martins, Cartier watches, and electric BMWs – Salesforce CEO Marc Benioff lavishes expensive gifts on his top executives
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Aston Martins, Cartier watches, and electric BMWs – Salesforce CEO Marc Benioff lavishes expensive gifts on his top executives
Advice: "I've been growing my LinkedIn audience like crazy. But I'm still not hitting quota."
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Advice: "I've been growing my LinkedIn audience like crazy. But I'm still not hitting quota."
Advice: "My wife says I work too much. Should I take a pay cut to make her happy?"
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Advice: "My wife says I work too much. Should I take a pay cut to make her happy?"
An interview with Neild Agius, Director of Streaming and Partnerships at NBCUniversal.
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An interview with Neild Agius, Director of Streaming and Partnerships at NBCUniversal.
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The 2023 Sales Salary Guide, from RepVue
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The 2023 Sales Salary Guide, from RepVue
Advice: "I just started my first white collar job in sales. I love the money, but I hate the day-to-day. What should I do?"
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Advice: "I just started my first white collar job in sales. I love the money, but I hate the day-to-day. What should I do?"
"My coworker keeps messaging me about nonsense during the workday. How can I make him stop?"
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"My coworker keeps messaging me about nonsense during the workday. How can I make him stop?"
Sales Fails: "I got my friend a job in sales, but he quit on his first day and hid in the woods"
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Sales Fails: "I got my friend a job in sales, but he quit on his first day and hid in the woods"
"My manager sent me an innappropriate message and then deleted it. It made me uncomfortable. Should I bring it up?"
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"My manager sent me an innappropriate message and then deleted it. It made me uncomfortable. Should I bring it up?"
Sales Fails: "My cold call turned into a wake up call, literally"
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Sales Fails: "My cold call turned into a wake up call, literally"
"I feel bad about selling people cars that they probably can't afford. What should I do?"
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"I feel bad about selling people cars that they probably can't afford. What should I do?"