MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Coaching 149

Coaching Sports Objections Up-Sell 149

HeavyHitter Sales

JULY 1, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Favorite Sales Blogs & Web Sites. (My

Study 163

Study Lead Rank Lead Scoring Penetration 163

Anthony Cole Training

FEBRUARY 27, 2012

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

LevelEleven

JANUARY 9, 2019

Then there’s the possibility their prospects will be on vacation. A deal may be close to closing as the holidays approach and then, out of nowhere, the prospect goes dark! This also offers the opportunity to approach your prospect with a new technique. Ask your prospect what their plans and goals are for 2019.

Prospecting 54

Prospecting Trade Show Social Media Collateral 54

LevelEleven

JANUARY 9, 2019

Then there’s the possibility their prospects will be on vacation. A deal may be close to closing as the holidays approach and then, out of nowhere, the prospect goes dark! This also offers the opportunity to approach your prospect with a new technique. Ask your prospect what their plans and goals are for 2019.

Prospecting 48

Prospecting Trade Show Social Media Collateral 48

Score More Sales

JUNE 9, 2014

Have you ever been to a sports event where the hometown fans “boo” one of its own players? By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Help your sales manager do their job by getting them what they ask for in a timely manner.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Talk about things you have in common (golf, sports, college, home state) as much as you can. Get Sales Blog Updates. Sales Management. Sales Videos. Tweet Share There are 4.5 GREAT food. Awesome idea.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Anthony Cole Training

JUNE 14, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Janek Performance Group

JULY 5, 2022

In this article, we look at the lighter side of sales. If you’ve had a tough day and need a laugh, this blog post is for you. Using Humor in Sales. This saying breaks the tension when a prospect complains about a current vendor or provider, without putting down the competition. The honest artist answers, I steal them.”

Cold Calling 62

Cold Calling Up-Sell Software Software 62

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Sales Hunter

MARCH 18, 2012

As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Back then, a sales manager and I once drove 45 miles to see one of my early-stage prospects. Along the way, we talked about sports, our past jobs and life in general.

Groups 186

Groups Call-back Sports Selling Skills 186

Anthony Cole Training

MARCH 24, 2014

In a previous blog, I talked about my own motivation as it related to my athletic career. I don’t mean that you have to fawn over them because they prospected. That’s like passing out participation trophies in youth sports (you don’t want to get me started on THAT discussion.). Why is sales management so damn hard?

Motivation 218

Motivation Hiring Sports Compensation 218

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. It is really hard to be completely unemotional and unbiased, especially about sports like college football.

Sports 52

Sports Sage Revelation Face-to-face 52

SalesforLife

JUNE 27, 2019

These events could be localized events, sporting events, experiential events, conferences, trade shows, or user conferences. If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. Build a Total Addressable Market (TAM) for the event.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. So, what tips do you have for sales reps looking to be more productive and get more done? Keenan’s expertise isn’t limited to the sales world. He’s an avid Boston Sports fan. KeenanTakeover ”. Keenan’s response?

Journal 171

Journal Case Study Influencer Sports 171

Anthony Cole Training

NOVEMBER 2, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 120

Hiring Sports Ideal Customer Profile Webinar Metrics 120

Your Sales Management Guru

OCTOBER 2, 2017

Recently I happened to have heard a sports talk radio host discuss Brain Waves in terms of what winning football players must exhibit, he specifically discussed using powerful Brain Waves to get into the head of their opponent allowing the one player to dominant. They all relate to having the correct Brain Waves.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Zendesk Sell

DECEMBER 17, 2019

The prospect of a trip is something your team can look forward to. Give your team a reason to keep their “eye on the prize” with travel sales incentives. Tickets to concerts or sporting events. Dangle a ticket to a playoff or a high-stakes rival game and die-hard sports fans will go crazy. Fine dining experience.

Incentives 83

Incentives Incentive Motivation Sports 83

Janek Performance Group

OCTOBER 25, 2023

Here, let’s examine some tips to build better relationships in account planning: Know Your Clients All sales organizations qualify prospects. As sales environments shift, so do organizations. It’s knowing their favorite sports team and the names of their children. A win-loss analysis is typically used for new prospects.

Account 62

Account Survey Analysis Scale 62

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Anthony Cole Training

FEBRUARY 12, 2013

Unfortunately, sales managers may find that their "LP has a scratch" and their "needle is stuck". A quick review of previous articles: Coaching Sales People and Raising the Bar. The Bell Curve Dilemma in Sales Management. Performance Management - Building Successful Sales Teams.

Hiring 189

Hiring Coaching Sales Coaching Sports 189

Anthony Cole Training

OCTOBER 24, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 180

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 180

Your Sales Management Guru

JUNE 14, 2010

Changes in Selling or Sales management? Living in the Southeast where football is a lifestyle, the radio sports talk shows and the newspapers sports pages are covered with discussions regarding the changing PAC 10, Big 12 and even Nebraska going to the Big 10 and the potential impact on the SEC.

Social Media 51

Social Media InsideView Sports Media 51

Anthony Iannarino

APRIL 21, 2020

Both you and your prospective client have something at risk as you enter into the sales conversation. The framework below is from The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. Everything is on the line here, but having made it this deep into the sales conversation, a yes should be easy.

eBook 91

eBook Proposal Sports Conversion 91

Tony Hughes

FEBRUARY 21, 2018

Make no mistake, selling is an extreme sport. You could call 50 prospects and get nothing from it - just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. 20% is valuable.

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

Apptivo

APRIL 27, 2023

Some noteworthy aspects include: Contact management Sales Management Marketing Automation Analytics and Reporting Customization and flexibility Mobile Access Integration with other systems Scalability User Friendliness Contact management Contact management is similar to a well-coached sports team.

Software 52

Software Software CRM System 52

No More Cold Calling

SEPTEMBER 15, 2015

My sense is that most salespeople, especially women in sales, would jump at the opportunity to learn how to win at team negotiations. to guest blog this month. The following is Carol’s advice for women in sales: “As clunky as it can seem, sometimes negotiation must be a team sport.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Your Sales Management Guru

JULY 21, 2014

You see it in college sports — the top teams tend to recruit the top performers. 1 job of management. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and development.

Hiring 87

Hiring Training Sage Vendor 87

HeavyHitter Sales

MAY 23, 2009

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Sales Tips. 7 Reasons Why Indy Racing is Like Sales.

Penetration 60

Penetration Sports Software Software 60

Anthony Cole Training

SEPTEMBER 22, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 185

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 185

Anthony Iannarino

NOVEMBER 14, 2019

Media : If you care about sports, entertainment, politics, global affairs, or some popular television show, there is no end of options of things that have nothing to do with your goals. Learn how to sell without a sales manager. You need to make sales. You can think of this as a metric we might call “ time against goal.”.

Lead Rank 90

Lead Rank How To eBook Energy 90

Sales Hacker

OCTOBER 26, 2020

Every successful sports coach will tell you that games aren’t just won on the field or court. The same can be said for sales enablement. Creating a high-performing sales culture can establish the groundwork for success. Sales Acumen: Talk to employees about target prospects, how to find them, and the general sales cycle.

Sales Enablement 104

Sales Enablement Top of Funnel Hiring Ideal Customer Profile 104

Braveheart Sales

AUGUST 27, 2020

As an avid golfer, I am intrigued by the parallels the sport has to sales. I am drawn to those who are not the epitome of sales excellence but still execute well. It takes a well-thought-out process to proceed through sales conversations again and again. I will get to why it matters after I set the stage.

Sports 52

Sports Sales Qualified Lead Follow-up Up-Sell 52

Partners in Excellence

MAY 14, 2017

Yes, I’ve whined about them many times in my blog and on LinkedIn. I’ve thinly disguised the lamest emails and recounted misguided conversations I’ve had with these poor sales people. SDR bashing and shaming has become one of the latest “sports” in social media.

Sports 52

Sports Social Media Follow-up Outbound 52

Your Sales Management Guru

JULY 26, 2010

By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. This will build team work and shows appreciation for everyone that serves sales during the rest of the year. What should you be thinking and doing, here’s a quick checklist.

Decision Maker 64

Decision Maker Sports Sales Leadership System 64

Anthony Cole Training

JUNE 14, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 136

Hiring Sales Qualified Lead Ideal Customer Profile Webinar Metrics 136

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. which is a platform that helps you track all your sales activity & the communication between your salesperson & the prospect. Jill is a sales force you need in your LinkedIn feed. He is the founder of Close.io

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76