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JUNE 9, 2014

Have you ever been to a sports event where the hometown fans “boo” one of its own players? In a world where you are the one bringing new and better ideas to people who are not familiar with your brand or are all set with the status quo, your mental and emotional foundation is critical.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

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SEPTEMBER 3, 2012

Just like professional sports, there are jobs on the line for sales leaders (coaches) and individual contributors (players) if they don’t hit promised and forecasted numbers. It’s crunch time for B2B sales teams everywhere working to close deals by the end of Q3, and by the end of the calendar year.

Sports 208

Sports B2B Distribution Commission 208

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JULY 6, 2012

Study your favorite great athlete (in any sport), scientist, or inventor. Dissect lost deals to learn where you could have presented in a different way, or gained visibility sooner through a different marketing process.

How To 208

How To Sports B2B Study 208

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AUGUST 10, 2012

You can’t look at any of the categories of sport without finding lessons in inspiration, determination, focus, and massive efforts. This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics.

Sports 201

Sports Territories Outbound Engineering 201

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APRIL 22, 2013

Deliberate practice, as talked about by Julliard-trained violinist (now sports psychologist) Noa Kugeyama is intentional and purposeful. In this Lifehacker post he discusses five ways to accelerate skill development. Just as it works for musicians, deliberate practice will work for you in selling, too.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

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AUGUST 30, 2012

The sports analogy I like to use is that it’s about blocking and tackling – the fundamentals that seem to trip up otherwise smart sales people time and time again. If you are in sales, you’ll have your opinions about that. Mike has written a book about the basics.

Prospecting 173

Prospecting Hiring Sports Cold Calling 173

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AUGUST 30, 2012

The sports analogy I like to use is that it’s about blocking and tackling – the fundamentals that seem to trip up otherwise smart sales people time and time again. If you are in sales, you’ll have your opinions about that. Mike has written a book about the basics.

Prospecting 146

Prospecting Hiring Sports Cold Calling 146

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JUNE 29, 2012

Sales leadership is a role much like the coach or manager of a professional sports team. They have had their forecasts adjusted, some more than once – and have done a number of things to help their companies succeed. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

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NOVEMBER 30, 2012

Good last-minute gifts include sports event tickets and for the right techy sales pro, a one-month or 60 day subscription to a cloud-based tool which could help them sell more. This is truly a procrastinator’s dream, but if you have the time you can find many great resources online and locally.

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

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MAY 31, 2012

Just like a very talented athlete, being drafted into a (choose your major league sport) team doesn’t assure activity will happen to the extent needed, and neither does it guarantee results. Many aspects of planning and creating an environment for sales accomplishment come from non-judgmental, regularly scheduled sales coaching.

Sales Coaching 200

Sales Coaching Coaching Lead Rank Ideal Customer Profile 200

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NOVEMBER 11, 2011

Tickets for Charity is a Boston based company that obtains tickets from sports organizations (like the Boston Red Sox) and sells them with a percentage of the proceeds going to support that sports organization’s charity. In the case of the Red Sox, over a million dollars has been raised for their foundation.

Lead Rank 141

Lead Rank Lead Scoring Sports B2B 141

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AUGUST 18, 2010

My desperate parenting strategy as a young single mom was to try to keep him interested in school, and also to keep him busy and active – especially focused on sports. One sport he loved above all was ice hockey. Fortunately he loved anything athletic, and couldn’t get enough of most activity.

Lead Rank 120

Lead Rank Lead Scoring Sports Top of Funnel 120

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JUNE 20, 2014

COMPETE WITH YOURSELF: I love sports like track and field because they teach you to compete with yourself. If you have co-workers or managers who side-track you from this, you need to learn ways to better protect your selling time and let everyone around you know (or remind them of) what your focus is.

Lead Rank 237

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 237

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SEPTEMBER 22, 2013

David was a great sport and I believe I am now 2 and 0 when it comes to debating my sales colleagues. The issue was for each of these whether art (the human element) was more involved or science (tools, metrics, measurement)? Happily art won – as we all agreed that BOTH are critical for success.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

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DECEMBER 13, 2010

For example, when i go to a sporting event in a stadium or arena, I see the ads around the building and the “opportunities” for what I perceive as “leaving money on the table” Flying by the seat of your pants is common for entrepreneurs, don’t you think? link] Lori Richardson.

Lead Rank 120

Lead Rank Lead Scoring Top of Funnel Revenue 120