Why Speed on Base Wins in Baseball and Sales


Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series. Sales Management Sales Methodology

How To Get Board Buy-in On Social Selling

Sales Benchmark Index

and 2004 when it was 60.3. According to Spencer Stuart , the average age of a board member in corporate America is 63. This is an increase over 2008 the average age was 61.2 What does this mean for the sales leaders and CXOs? It potentially means your board may be operating from an antiquated perspective about sales and marketing. Social Selling CEO CEO Resources Social Media


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Let’s discuss the Energy Star Multifamily High-Rise Program


The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star.

How to Improve Sales Productivity


In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output. However, measurement across industries is difficult. For example, measuring productivity in the manufacturing industry is straightforward — inputs and outputs have clear definitions.

Brexit for cold calling?

Sales 2.0

Back in 2004 I ran an outsourced calling firm like Vorsight. You may know I’m a Brit. At the time of this post, the UK government is going through it’s 27th vote on Brexit. Actually I don’t know how many votes there have been. It’s unlikely anyone could agree on the definition of “vote” ). I’m involved in helping companies sell more effectively. There is an issue in sales that is a lot like Brexit.

The #1 Thing I Would Tell My 22-Year-Old Self

John Barrows

The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The second thing was to A/B split test everything you do. I’ve written and spoken a lot about how we need to become more scientific with our approach to selling to learn, succeed and survive in sales.

How do You React to Adversity?

Mr. Inside Sales

In fact, in 2004 ESPN named her “Comeback Athlete of the Year.”. Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t go your way? The answer is to have a vision or goal that will keep you moving forward and on track no matter what.

How Will You Sell With A Restrictive US Privacy Policy Act?


In 2004, I got bit by the entrepreneurial bug and started Sales for Life to help the sales community solve its some of these problems. 2004 - Facebook launched in February 2004. Even with the launch of Facebook and LinkedIn in 2003 and 2004, this had virtually zero impact on the sales community yet!

Adapter’s Advantage Podcast: Episode 15 Featuring Jon Tota


As co-founder of Edulence in 2002, he created Knowledgelink, one of the first video training platforms in 2004. Welcome to Adapter’s Advantage : Breakthrough Moments that Lead to Success.

The Coaching Effect


In 2004, Bill accepted a job as Senior VP of Business Development for a publicly-traded healthcare organization. Bill Eckstrom’s primary passion is growth – especially how coaches and leaders impact the growth and performance of individuals and teams. This passion inspired Bill to launch the EcSell Institute, a research-based organization that works with leaders internationally to help them better understand, measure, and elevate coaching’s impact on performance.

InsideSales Rebrands to XANT


Founded in 2004, InsideSales has had a solid base in Utah. Originally posted on Silicon Slopes. Up and to the right- always. This is a quote that takes Chris Harrington to the next level. As CEO of XANT, formerly known as InsideSales, Harrington announced the rebrand and new direction of the company, with a new leadership team at the helm.

You Can Do It

Mr. Inside Sales

In 2004, he couldn’t walk any longer. Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners.

TSE 1373: Best Metrics to Help B2B Companies Gauge Success

Sales Evangelist

He got involved in sales training and launched a sales training company in 2004. There are many metrics in measuring B2B success. In this episode, Darrell Amy brings us some of the best metrics for B2B companies. Getting to know Darrell Amy Darrel Amy helps companies grow their revenue.

Does Social Media Really Generate Revenue?


Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more.

3 Ways to Grow Sales Inspired by Olympians

Score More Sales

She had competed in 2004, winning Silver, and 2008, also winning Silver. This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics. There are so many inspiring stories – and what seem to be Herculean efforts to win a medal for one’s country. You can’t look at any of the categories of sport without finding lessons in inspiration, determination, focus, and massive efforts.

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Lessons Mark Bouris and Julie Cross have gallantly taught me this week

Bernadette McClelland

Mark is the Chairman of Yellow Brick Road, a financial services company, founder of Wizard Home Loans that was sold to GE Money for $500million in 2004 and he was also the successful host of the Australian series of The Celebrity Apprentice. Lessons Mark Bouris and Julie Cross have gallantly taught me this week. They say when the student is ready then the teacher will come.

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Syntegration & The Future Of Management


From 1974 to 2004 he was teaching at the University of St. About Pro. Dr. Fredmund Malik: Fredmund Malik is an Austrian economist with a focus on management science and the founder and chairman of a management consultancy (Malik Management) in St. Gallen. Malik applies systems theory and cybernetics to analyze and design management systems. Gallen, where he is a titular professor for general management, leadership, and governance. Fredmund has written a number of books too.

As Good as Your Last Successful Hire - 10 Tips for Consistency

Understanding the Sales Force

They finished last after 10 years of playoff appearances and World Series titles in 2004 and 2007. Understanding the Sales Force by Dave Kurlan. Most executives struggle at maintaining any kind of successful momentum when it comes to consistently hiring salespeople that actually succeed. It''s easy to hire a great salesperson who, when all is said and done, sucks. It''s difficult to hire any salesperson who, in the end, performs great.

Sales Lessons from Baseball's 2013 World Series

Understanding the Sales Force

It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. Several readers emailed me this week to ask why I hadn''t yet written anything about the World Series, especially when my favorite team, the Boston Red Sox, are participants. I said it had to "hit" me first.

The Ramen Lifestyle

Grant Cardone

He settled on a 2004 Chevy Impala that costs him now $84 a month, but the big expense is the insurance which sets him back $170 a month. Meet Greg. He’s 27-years-old and lives in San Diego, California. He graduated college in 2013 with a useless degree in communications from Cal State Fullerton and has bounced around from job to job over the past 4 years to where he now makes more than he ever has—$40,000 a year salary.

Is a Lost Sale Better for Salespeople Than a Win?

Understanding the Sales Force

The two that excited me the most were the Red Sox' 2004 World Series victory and the Patriots' 2001 Super Bowl win. Understanding the Sales Force by Dave Kurlan In the past decade Boston's sports teams have won a number of championships. When I reminisced about those long-awaited championships, I was suprised at how little time I spent savoring those wins, compared with how much time I spent mourning the huge losses.

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How you manage makes a difference

Sales and Marketing Management

Dynamic spread of happiness in a large social network: longitudinal analysis over 20 years in the Framingham Heart Study,” British Medical Journal, 2004. Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers.

5 Ways to Improve Sales Efficiency

Hubspot Sales

What do jellyfish , a Dyson AM09 Fan Heater , and Peyton Manning's 2004 regular season have in common? And Peyton Manning broke the NFL record for Adjusted Net Yards per Pass Attempt in 2004 before losing to Tom Brady in the playoffs. They're all outrageously efficient. Jellyfish are the most efficient swimmers in the ocean. The Dyson AM09 Fan Heater was one of the results that came up when I searched "most efficient space heater" on Google.

Memorializing Our Heroes


I also want to take the time to honor a couple of soldiers…In 2004, a leader I know had a knock at her family door. A holiday weekend is ahead…and I often forget it’s not about weekend barbeques or the “official” start of summer in the Midwest… nope, it’s about our freedom. And while many of us aren’t feeling very free during our times of COVID, we are free in the ways that really matter. I wrote a post in 2009 about Memorial Day.

How many inquires does it take to make quota?


i Obermayer, James, Sales and Marketing 365, Racom Communications, 2004, page 17 Number 12. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Formula to Predict Inquiries Needed to Make Quota i. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

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How to Cater a Sales Strategy to Millennials

Hubspot Sales

with over 73 million people yet only held 3% of the country’s wealth — half of what Gen X held at the same median age in 2004 and far less than the 21% of wealth the Baby Boomer generation held at the same median age in 1989. As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation.

Leadership Matters [Note to CEO, EVP Sales, Sales Leaders]

A Sales Guy

That is until Steve Spurrier took over in 2004. I’m watching college football today and can’t escape all the pre-game hype around the 5th ranked Georgia Bulldogs and the 6th ranked South Carolina Gamecocks. What makes this grid-iron war so unique to me is that the Gamecocks have been perennial losers in the SEC. Since Spurrier took over the program, the Gamecocks have gone 60 -35. That is a 64% winning percentage.

Will Robots Steal Your Sales Rep Job? We Asked HubSpot Experts

Hubspot Sales

Do you remember that Will Smith movie from 2004 called I, Robot ? If you've never seen it, here's a very high-level synopsis of the film. It takes place in the year 2035, and humanoid robots basically do all the jobs humans don't want to do. Eventually, they become self-aware and revolt against all humanity. And Will Smith, who plays a police detective, stops them. At least I think he does. Admittedly, I don't remember the movie that well — except for one scene.

Episode #076: Creating Great Customer Sales Environments with Eric Chester

Jeff Shore

Eric Chester has delivered more than 3000 paid keynote speeches on three continents and is a 2004 inductee into the National Speakers Association’s acclaimed Hall of Fame. In This Episode of The Buyer’s Mind with Jeff Shore: Eric Chester, best selling author and speaker, and Jeff talk about why those motivational posters on your company walls may not be enough. Company culture affects the sales environment you create for your customer.

How to Be One of the Few to Avoid Business Failure

Increase Sales

Back in 2004, the SBA identified the launch of 580,900 new employer businesses and the closing of 576,200. Why do small businesses fail? The Small Business Administration (SBA) has researched small business failure extensively. This report suggests that every minute one business is closing while one is opening. Credit www.gratisography.com. More current research suggests this small business failure rate is in decline.

OpenSymmetry Named in the First-Ever Inc. Best Workplaces Awards


Founded in 2004, OpenSymmetry is head quartered in Austin, Texas with offices in London, Sydney, Chennai, and Kuala Lumpur. Magazine Introduces the Inc. Best Workplaces Awards. OpenSymmetry was named in Inc.’s s inaugural 50 Best Workplaces, the first such measurement of American companies with up to 500 employees that deploy state-of-the-art techniques to keep their staff happy and productive. Working with employee engagement and culture experts Quantum Workplace of Omaha, Nebraska, Inc.’s

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

I joined LinkedIn in March 2004 and Twitter in May 2009, and I often write about the benefits of social selling (and the pitfalls). But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. I don’t usually use the word “crap” in my writing.

Your Change: Shout It Out

No More Cold Calling

It was January, 2004. I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post. The following excerpts are from Jonathan’s blog : ““ Year’s end is neither an end nor a beginning but a going on, with all the wisdom that experience can instill in us.” – Hal Borland. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010.

Decision Intelligence Selling: Transform Your Sales Team for the Future

Sales Hacker

In 2004, he earned a PhD for his work in transformative learning and change. Sales is the somewhat dark art of convincing people to buy stuff. I hope that rubbed you the wrong way. Maybe you almost jumped out of your seat to write a strongly worded comment about why that’s wrong.

3 Steps to Transform Your Mindset and Overcome Any Challenge

Sales Hacker

In 2004, he earned a PhD for his work in transformative learning and change. Mindset is the driving force behind sales performance, and as sales professionals, we all have to be pretty mentally tough. But mindset matters even more during a crisis like COVID-19. If you find yourself anxious and stressed , you’re not alone. But remember, you’re no stranger to challenge. You’ve had targets assigned that seemed unachievable. You’ve had game-changing deals fall through.

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The Challenge of the Challenger Sales Model - The Facts

Understanding the Sales Force

The Challenger Model is not a sales model; it''s a name they came up with to describe an elite salesperson that OMG identified two decades ago and I described as a selling milestone in Baseline Selling in 2004. Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review.

What is a CRM model?

Zendesk Sell

Developed by Peppers and Rogers in 2004, the IDIC model is made up of four actions to strengthen personal relationships, from prospects to customers. Your company has a serious problem. Customers are leaving left and right, taking streams of revenue with them. You can’t figure out what’s going on — your product/service receives great reviews, your sales team is qualifying prospects every day, and people are reading the material sent by marketing.

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Executive Coaching Can Bring You BIG Results!

Steven Rosen

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and simple. The case for executive coaching is that it’s working.

Yes Social Media Works for Small Business Owners

Increase Sales

My first action was to become a member of LinkedIn in 2004. Yes, social media works as evidenced by my own results for the last nine years. Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy. Along the way, I reviewed books over at Amazon; opened a Twitter account; Facebook and several others. Finally in February of 2010, I started this blog.

“Consistency Selling” by Weldon Long [Book Review]

Adaptive Business Services

In 2004, he opened his own company, and in 2009 that company was selected by Inc. Powerful Sales Results. Every Lead. Every Time”. Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello” ? The author of this book, Weldon Long, had me at his dedication page …. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession.