Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? In the world of sports, the role of a coach in impacting the success of elite athletes is universally acknowledged. This same principle holds true in sales leadership. Let’s explore this analogy to understand why even the most successful sales leaders need great coaches.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. The challenge for many sellers is defining Objectives. When you think sales, most think CRM, and most are often disappointed in the popular offerings.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Jeffrey Gitomer

APRIL 14, 2011

Join Me At The Collectors Showcase Sports Card and Memorabilia Show on April 15-17. Tweet Share I am going to the Collectors Showcase Sports Card and Memorabilia Show at the Oaks Expo Center outside of Philadelphia the weekend of April 15-16-17. – email me – Jeffrey@gitomer.com , or message me on Twitter ( @gitomer ). Sales Videos.

Sports 177

Sports Hiring Social Media Loyalty 177

Steven Rosen

JANUARY 18, 2021

As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results. However, this technology is taking you away from what is critical – delivering on your sales objectives.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Marc Wayshak

JANUARY 13, 2021

If you’re making cold calls—or any type of prospecting call, for that matter—chances are you’re dealing with a lot of objections. In fact, cold calling objections are just a natural part of making dials. Of course they’re going to push back and have objections, trying to get off the phone as quickly as possible.

Cold Calling 70

Cold Calling Objections How To Call-back 70

The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. Words can kill you, your pipeline, and career. Just A Sec. I’m in the latter.

Objections 291

Objections Sports Up-Sell Buyer 291

Sales and Marketing Management

OCTOBER 30, 2019

When we look at the best performers in sports, each is far from perfect. In sports and in business, true professionals bring honed skills to the arena. In the sales profession, we risk failure or success by taking a shot at making a sale. And, in sales the odds are definitely not always in the salesperson’s favor.

Sports 136

Sports Sales Qualified Lead Sales Objections 136

The Pipeline

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends. But as is the case when we evolve, one can emerge with a third, better alternative.

Discount 361

Discount Quota Sports Objections 361

Jeffrey Gitomer

MARCH 19, 2019

The average professional sports team wins more than 75% of the games they play on their home court. Sales games are no different than sports games. You win more sales when you sell them at home. Here are the elements of the plan: The goals and objectives – What do you want to happen, and when do you want it to happen?

Sports 250

Sports Scale Proposal Call-back 250

The Pipeline

NOVEMBER 3, 2014

No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Face-to-face 288

Face-to-face Sports Objections Territories 288

Sales and Marketing Management

JUNE 3, 2019

Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

The Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. The objective with each conversation is for you to create trust and confidence. Sales is not a solo activity; sales is a team sport, and that means having quality connection with everyone you interact with.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

The Pipeline

NOVEMBER 15, 2020

It’s hard to step back from the fray and be objective about things when you’re in the thick of it. To have an objective look and assessment, it is best to do it when removed from the action and emotion. It’s important to find a time when you can be objective about focusing on one thing – Readiness. . Once Removed.

Prospecting 241

Prospecting Call-back Quota Objections 241

Zoominfo

DECEMBER 10, 2020

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.

Channels 246

Channels Energy Motivation Face-to-face 246

Adaptive Business Services

FEBRUARY 28, 2024

I received my first formal B2B sales training in 1977. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. A blood sport. I don’t know where I first heard this but it is my personal mantra … “The close is the natural result of a sale done right!” Five years later we were.

Closing 71

Closing Sports Buyer Selling Skills 71

SalesProInsider

AUGUST 13, 2020

Whether they are face-to-face or virtual, productive sales conversations are not a sideline sport. This episode of virtual selling, concrete results will help YOU make it a participative sport! Think about the last sporting event you watched…the key word is watched. Buyers Want to Get on the Court. He wanted to play!

Buyer 127

Buyer Conversion Strategy Sports 127

Understanding the Sales Force

APRIL 5, 2016

If you follow sports - even a little - then you know about special sports achievements. On yesterday's huddle, we achieved the equivalent of one of those great sports moments when we had a Quadruple Ditto. Yes, I know I left out Soccer - again - but I just don't know enough.

Scale 120

Scale Sports Motivation Lead Rank 120

Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection.

Sales Talent 263

Sales Talent Hiring Sports Tools 263

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

Allego

SEPTEMBER 27, 2023

But if you have the right sales coaching tactics and technology and your sales reps have a positive mindset, you can transform your fresh sales reps into prospecting powerhouses who thrive in the world of cold calling. It helps them appreciate sales calls as a process and workflow, and something that can become repeatable.

Cold Calling 77

Cold Calling Jigsaw Call-back Face-to-face 77

Understanding the Sales Force

APRIL 4, 2016

Other than birthdays, anniversaries, holidays and sporting events, how many occasions are there when you have repeated an event, in one form or another, for at least 22 years. This past weekend, I hosted 130 sales experts from around the world as part of Objective Management Group's 22nd Annual OMG Conference. Not many, right?

Sports 120

Sports Conference Closing Groups 120

The Pipeline

MAY 29, 2013

As in sports, music or other crafts, focusing on the most basic aspects is as important as mastering the big things, your messaging, value props, etc. For prospecting calls, it is important to practice how you will respond to and manage objections potential buyers have. Sales Process Sales Skills sell better Tibor Shanto'

Prospecting 296

Prospecting Cold Calling Handbook Sports 296

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up. You can always upgrade later.

Training 62

Training Face-to-face Education Negotiation 62

Janek Performance Group

AUGUST 26, 2022

In sports, teams must create their identity. As sales pros, you might not steamroll, bully, or otherwise menace clients. It’s a defined methodology of goals, decisions, practices, and actions for how reps meet needs and achieve objectives. Here are several tips to develop a winning sales strategy: Define Goals.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

Bernadette McClelland

OCTOBER 3, 2019

For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. In other words, 94% of elite salespeople don’t make any excuses or blame, compared to those 20% who, perhaps, shouldn’t be in sales. . Both in equal doses! Responsibility and accountability! Same horse.

Account 301

Account Sports SalesForce Conference 301

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

Braveheart Sales

OCTOBER 21, 2021

I grew up playing sports. But no matter how much I’ve encouraged the idea, my daughters have never wanted to play sports. Then out of the blue, my oldest told me she wanted to play a sport in high school. I’ll explain what all this has to do with sales in a moment. Tennis and Sales? Don’t worry. A Very Long Wait.

Prospecting 75

Prospecting Sports Objections Groups 75

Sales Evangelist

JANUARY 12, 2024

Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry. Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices.

Company 40

Company Sports Hiring Hubspot 40

Janek Performance Group

JULY 26, 2022

Salespeople make sales calls. But the best sellers know each sales call is an opportunity. For most sellers, sales is a process-oriented profession. However, the best outcomes begin with the best process, and the best sales calls start with a plan. As part of discovery, sales calls follow prospecting.

Decision Maker 62

Decision Maker Objections Sports Social Media 62

Zoominfo

DECEMBER 14, 2021

Sales plays an outsized role in driving growth at many organizations. Yet despite its importance, recent data suggests that sales as a profession is facing a looming hiring crisis. Data from ZipRecruiter indicates that sales vacancy listings are reaching unprecedented highs , up 65 percent to more than 700,000 listings as of July 2021.

Hiring 100

Hiring Face-to-face Sports Scale 100

Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. This model is a four-step pyramid.

Coaching 160

Coaching How To Sales Coaching Film 160

Sales and Marketing Management

MARCH 18, 2019

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Effective sales negotiations, however, are fundamentally proactive. B2B sales are typically more complex than B2C. It starts with a single question: What should my B2B sales process look like? It shouldn’t be complicated.

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

The Pipeline

JUNE 10, 2013

When I talk to sales people about how they start sales meetings with new potential buyers (first time they meet), most (not all) tell me they “break the ice with some small talk”, then they “get in to it!” Return on Time ROT Sales Process sell better Tibor Shanto'

Sports 296

Sports Meeting Exercises Buyer 296

The Pipeline

MAY 3, 2018

The piece – SalesBlocks – Engineering Sales – starts by James sharing “I am an engineer who found sales and fell in love. For disruptive learning in sales, I like to look to music and sports; partly art, partly not. I still have an engineer’s mind, however. What’s On Top.

Airlines 206

Airlines Sports Health Care Analysis 206

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification. Image Source.

Sales Qualified Lead 131

Sales Qualified Lead How To Motivation Lead Rank 131

Shari Levitin

MARCH 9, 2023

I’m not a sports nut, so I don’t know if this is true, but I do believe in a similar philosophy: everything you need to know in life can be learned from immersing yourself in nature. Here’s a crazy idea: what if you bring up an objection first? At least, that’s the case for me. Uncovering obstacles in your discovery requires courage.

ACT 118

ACT Territories Sports Cold Calling 118