A Sales Guy

NOVEMBER 4, 2016

Think Moneyball for soccer. The Numbers Game , like Moneyball for baseball, turns the conventional wisdom on what’s required to win in Soccer on its head. Weak link suggests that a team is only as good as it’s weakest players. Strong link suggests, a team is only as good as it’s strongest players.

Sports 60

Sports Hiring Revelation Scale 60

Highspot

OCTOBER 21, 2019

As the sales enablement category rapidly evolves, community has never been more important as practitioners, marketers, and salespeople alike look to each other to discover what “good” looks like. Empowering All Customer-Facing Teams. Modern sales enablement needs to stretch beyond sales and marketing.

Sales Enablement 40

Sales Enablement Face-to-face Analytics Sports 40

Hubspot Sales

NOVEMBER 6, 2018

Beane knew if he was going to build a contending team, he would not be able to do it the traditional way. Beane’s strategy -- as depicted in the 2011 film, “Moneyball” -- has traversed beyond the world of baseball to nearly all sectors of business and has become synonymous with making data-driven decisions. Call activity.

Incentives 85

Incentives Incentive Lead Rank Sales Cycle 85

Mindtickle

APRIL 12, 2022

You’re likely familiar with the “80/20” selling philosophy, or the belief that 20% of reps make 80% of total sales for your organization. In other words, sales leaders pin their hopes on the top-performing salespeople to drive the most revenue. You can even give your rep a fun name like Rockstar Rachel or Moneyball Mike.

Ideal Customer Profile 52

Ideal Customer Profile How To Up-Sell Engineering 52

Sales Hacker

JULY 1, 2019

If you want to compete in the modern sales world, your team and your strategy must be powered by data. Track the sales metrics that drive success for your org, and you’ll bring instant alignment to the sales floor — because everyone will know exactly where they stand and what’s expected of them. Identify your sales KPIs.

Strategy 69

Strategy How To Lead Rank Lead Scoring 69

Chorus.ai

JANUARY 8, 2020

Sales trainer John Barrows interviews Chris Voss, former FBI negotiator and author of Never Split the Difference, about how to improve your negotiations. How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue" Kevin Mckeown from Cision puts it plainly: Sales Forecasting is an essential chore.

Webinar Metrics 79

Webinar Metrics Scale Negotiation Lead Rank 79

A Sales Guy

AUGUST 2, 2013

As we’ve seen, with the increased interest in Moneyball and sabermetrics, sports has become an accountants world, accounting for the good and the bad of every at bat, every throw, every steal, every missed basket, every carry, shot taken, and more. Unfortunately sales seems to view things differently.

Lead Rank 121

Lead Rank Lead Scoring Sports Quota 121

LeadFuze

DECEMBER 31, 2021

How to Create a Customizable Sales Metrics Strategy in Just 6 Steps. In order to compete in the modern sales world, you need a team that is aligned with your company’s best sales metrics. This means data driven strategies and performance reviews for each individual on your team. This is worrying.

Strategy 52

Strategy Hiring Churn Lead Rank 52

SBI Growth

AUGUST 31, 2012

Information you also need to align with sales and be on the same page about customers. Your teams are saying we need dollars for a new content marketing initiative. Your sales leader is banging on the door because he or she wants a specific lead generation program that is sure to be a home run. What do you do?

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. If management can’t be bothered to get their act together, can we really fault sales people/team?

Lead Rank 121

Lead Rank Hiring Sales Management Lead Scoring 121

SalesLoft

APRIL 20, 2016

Find out the sales development books that helped put Derek Grant on the map! To build up the sales development community and serve the needs of revenue generating teams around the world, an organization’s VP of Sales must be a fearless leader. And then finally, Moneyball.

Hiring 52

Hiring Engineering Consumer Video 52

Highspot

DECEMBER 6, 2019

Developed in partnership with Sales Enablement PRO , the Sales Enablement Soirée, which began as a way to unite and encourage networking among our industry’s practitioners, has evolved into an event attended by thousands. Every sales enablement practitioner knows that inventing the future comes with challenges.

Sales Enablement 40

Sales Enablement Sports Scale Analytics 40

Partners in Excellence

FEBRUARY 8, 2018

We tend to forget, we are in control of our own personal performance, that of our teams, and that of our organization. This past weekend, we witnessed (at least in the US) the Superbowl with two great teams (the Eagles and Patriots). Teams that are designed for top performance. We will all work the same 40-50-60 hours a week.

Quota 63

Quota Study Coaching Tools 63

Miller Heiman Group

JULY 9, 2018

But here’s the problem: No sales technology on the market is connected to a successful sales methodology. Without that linkage, we continue to see lackluster sales technology adoption rates and general frustration with data and analytics that don’t move the organization forward. Want to know more?

Groups 51

Groups Sales Methodology Analytics Sales Technology 51

Lessonly

MARCH 17, 2021

Simply put, a sales candidate’s cultural contributions will impact a team much more than their individual talent will. Finding a skills sales trainer. Just like Billy Beane says to his old school baseball scouting department in the movie Moneyball : “Adapt or die.” Your sales training curriculum.

Hiring 26

Hiring Course Ideal Customer Profile Training 26

SalesLoft

MAY 5, 2016

The sales development process is evolving, and power players like Birst’s Chris Pham and SnackNation’s Kevin Dorsey are helping lead the charge. Salesloft’s Kevin O’Malley spent an action-packed hour webinar with the two pros to hear some of their wisdom around outfitting a killer SDR team.

Buyer Persona 52

Buyer Persona Scale Webinar Metrics Call-back 52

Gong.io

FEBRUARY 4, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Your team can’t afford to wait while you learn through trial and error. Skills development : Get your team to watch game tape.

Coaching 127

Coaching Sales Coaching Data How To 127

SBI

JANUARY 16, 2018

Sales is a sport. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Sales needs the right players, and those players need the right tools. Who are the sales MVPs? Frequently, sales teams bring apps on board to improve their performance.

Sports 139

Sports Analytics Follow-up Tools 139

Gong.io

APRIL 25, 2022

In the 2011 movie Moneyball , Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.”. This article will explore sales automation , specifically focusing on how Gong’s Assist product will help you win more and more often. What is Gong’s Sales Automation?

Sales Automation 62

Sales Automation Top of Funnel How To SalesForce 62

Gong.io

MARCH 3, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Only a small number of sales pros become truly effective negotiators. . Moneyball for sales. I squirmed.

Negotiation 139

Negotiation How To Call-back Conference 139

John Barrows

OCTOBER 9, 2019

You may well have heard of GirlsClub , it was set up by Lauren Bailey to help coach and celebrate women in sales and their success’ in the profession. Women in sales being one, getting a good start in your sales career and a look into why being a hunter in sales is harder now than ever…. So, remember Moneyball.

Hiring 98

Hiring Sales Qualified Lead Call-back Social Media 98

Braveheart Sales

DECEMBER 2, 2019

I recently spent two days with about 40 sales leaders from across the country who primarily lead outside sales teams. And for sales leaders this can be difficult – for they have tried and true ways of doing things. Generally, sales managers come from the ranks of the sales staff. Our theme was “Adapt or Die.”

Lead Rank 52

Lead Rank Lead Scoring Hiring Objections 52

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale. This is a sequel to The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Hubspot Sales

AUGUST 2, 2018

The Best Sales Movies of All Time. Moneyball (2011). Kurt Russell plays a hotshot used car hustler who dreams of running for state senate in Robert Zemeckis’s outrageous sales satire. Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective.

Film 111

Film Epiphany Insurance Insurance 111

Sales Hacker

MAY 21, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Why cheap sales tricks don’t work. Avoid hacky sales (09:21). ? No more generic sales pitches (17:31). ? I’m also the host of the Conversations With Women In Sales podcast. We’re so honored to claim her as one of our own.

Top of Funnel 121

Top of Funnel Sales Qualified Lead Buyer Call-back 121

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. 7 Sales Best Practices. Some aspects of sales, however, don’t.

Data 86

Data Hiring Analytics Top of Funnel 86