The Pipeline

MAY 3, 2018

For disruptive learning in sales, I like to look to music and sports; partly art, partly not. Differences that come down to the tool and the skill with which that tool is played, and the arrangement, which in sales is likely Sales Enablement. In sports, it is better to look at something better replicates ale than the usual.

Airlines 206

Airlines Sports Health Care Analysis 206

Sales Evangelist

JANUARY 12, 2024

Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential. Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales.

Company 40

Company Sports Hiring Hubspot 40

Allego

SEPTEMBER 27, 2023

Whiteboard session call structure, scripts, and objections There’s nothing quite like getting a marker pen in your hand and drawing a process out on a whiteboard. It enables them to better understand the pitfalls and likely moments of calls where objections are going to pop up. Doing this face to face is false and unnatural.

Cold Calling 77

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

Mereo

DECEMBER 13, 2023

“Success is peace of mind which is a direct result of self-satisfaction in knowing you did your best to become the best that you are capable of becoming.” — Coach John Wooden, UCLA Basketball These famous words work for sports, but how can they apply to revenue targets with Wall Street or your board of directors?

Revenue 74

Revenue Sports Ideal Customer Profile Coaching 74

Mindtickle

JUNE 29, 2021

Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. They’re a proven way to boost a seller’s confidence in new material, familiarize themselves with messaging and learn how to handle objections in a risk-free environment. . Objection handling.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Partners in Excellence

JANUARY 4, 2024

Or it may be a methodology, process, objection handling technique. It could be certain metrics, comp systems, or “THE” right tools. As much as I hate sports analogies, the very best teams have plays. Or it might be the formula for the sequence and timing of touches in your prospecting. to the particular solution.

Ideal Customer Profile 95

Ideal Customer Profile Guidelines Lead Rank Lead Scoring 95

The Pipeline

FEBRUARY 13, 2017

In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue!

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Jeffrey Gitomer

JANUARY 15, 2019

After I wrote an article on getting your foot in the door, Traci Miller of A Basket of Carolina, wanted to tell me that a gift basket was a good tool, so she hand delivered one with personalized items. Favorite sports teams. The objectives. The tools to be used. The objections – scripted responses. which one?).

Sports 177

Sports Call-back Networking Follow-up 177

Hubspot Sales

MARCH 15, 2021

Gamification is another strategy and, while it may seem like a fad, is a valuable tool to consider because it plays on basic psychological principles of motivation. Here’s an example of a gamification tool leaderboard from Heptaward. Kenco implemented a sales gamification tool that gave them a 45% increase in bottom-line sales margin.

Sales Qualified Lead 131

Sales Qualified Lead How To Motivation Lead Rank 131

Partners in Excellence

NOVEMBER 22, 2020

We have a fascination with that which appears new and different, we are attracted to bright shiny objects. Past training programs, last year’s tools (which we never used anyway), many things that were highly effective and some which weren’t are no longer valid, displaced by this year’s version. Soccer is the same.

Fashion 109

Fashion Face-to-face Sports Consultative Selling 109

Zoominfo

APRIL 19, 2023

Sales teams are also leveraging AI-driven tools, like conversation intelligence , in new ways to optimize the coaching process and improve performance. Sales coaching techniques are surprisingly easy to learn and apply — with the right tools. For this reason, most great sales coaches are very data-driven.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Janek Performance Group

SEPTEMBER 12, 2022

And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps. Like sports cars, high-performing sales organizations are made of many interconnected moving parts working together.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Mindtickle

JUNE 29, 2021

Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. They’re a proven way to boost a seller’s confidence in new material, familiarize themselves with messaging and learn how to handle objections in a risk-free environment. Objection handling.

Negotiation 72

Negotiation Exercises Objections Coaching 72

Julie Hanson

DECEMBER 7, 2021

They require no new tools or technology. If you’ve ever played any fast-paced sports, like basketball, soccer, or football, you may have even relied on that peripheral vision to identify open teammates or avoid opponents. Peripheral vision gives us the ability to see objects upon which we are not directly focused.

Face-to-face 98

Face-to-face How To Sports Objections 98

The Sales Hunter

JANUARY 4, 2013

The information might be something pertaining to the industry they’re in or economic news or even a sporting event. The options are varied and the beauty is that with search engines, Linkedin and other tools, you can uncover information quickly.

Cold Calling 242

Cold Calling Referrals Sports Engineering 242

Nutshell

JANUARY 31, 2024

Of course, to make your images the best they can be, you’ll want a good photo editing tool—preferably a free one. Today, photo editing tools are available on desktop computers and mobile devices. Good freemium tools must offer all the basic features in their free versions. Keep reading to see the tools on both lists!

Social Media 71

Social Media Software Software Follow-up 71

Sales and Marketing Management

OCTOBER 29, 2018

Example : This article by Kris Putnam-Walkerly, a global philanthropy advisor, is aimed at helping foundation board members ensure the CEO’s objectives are in line with the foundation’s. The video is essentially a tutorial, but also serves as a great promotional tool aimed at business consumers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Zoominfo

DECEMBER 14, 2021

When I think about how we ramp salespeople into our business, it’s about giving them the proper tools to be successful, both from a technology perspective and from a value perspective.” Sales is very much a team sport at ZoomInfo. ‘Eat what you kill.’ These qualities align strongly with changing expectations in the workforce.

Hiring 100

Hiring Face-to-face Sports Scale 100

Allego

MARCH 30, 2021

Practice, role playing, call coaching, reinforcement—all the traditional tools in a sales coach’s arsenal—have typically been done in person. Chester: “I think about it from a sports metaphor, where you have to give coaching during a practice session, as well as give feedback after the big game. This model is a four-step pyramid.

Coaching 160

Coaching How To Sales Coaching Film 160

Pipeliner

MARCH 22, 2021

Counter-Strike is a famous cyber-sport discipline that features popular tournaments and impressive financial rewards. CS: GO remains one of the most popular cyber-sport disciplines and one of the most popular games in general. Each team has a wide variety of guns, grenades, armor, and tools for offense and defense.

Sports 98

Sports Maximizer Competition Follow-up 98

Hubspot Sales

DECEMBER 26, 2022

This type of talk can be simple, harmless topics of discussion like: Bringing up the latest sports event. Learn to talk through an objection to a solution. Downs emphasizes that when you listen to a potential customer’s fears,you need to lean into their words, acknowledge the objection, and guide them to the right solution.

Conversion 76

Conversion Face-to-face Sports Objections 76

Anthony Cole Training

FEBRUARY 27, 2012

dealing with objections (7). sales tools (25). When I played sports, having sales success was the furthest thing from my mind. I loved sports, I was good at sports, I went to college to play football, but found one thing that kept me from being pro (and I am convinced it was just one thing)- You cant coach BIG.

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Women Sales Pros

MARCH 29, 2019

I suppose most employers look at it differently, though, if they don’t have a predictive tool to hire salespeople correctly. Use a predictive assessment to get an objective read of the candidate. She loves to explore the parallels between sport and sales performance. And, the negative statistics are staggering.

Hiring 89

Hiring Sports Compensation Conference 89

Women Sales Pros

AUGUST 10, 2018

They’re merely marketing tools, often professionally created and filled with hype or outright lies. Complete an objective assessment tool before reviewing resumes. Use of a predictive, objective assessment, like the Objective Management Group battery of tools designed specifically for sales roles.

Hiring 90

Hiring Case Study Lead Rank Lead Scoring 90

Hubspot Sales

MARCH 23, 2018

Just like sports, the use of science to develop elite performers also applies in sales. In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). Make it About You Too.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Anthony Cole Training

OCTOBER 14, 2014

When I was coaching at Iowa State University, I was interviewed by a local TV sports reporter about my role as the strength and conditioning coordinator for the varsity athletics. Do we have people that work well with our corporate objectives? Is our closing ratio improving? Are we selling more today than we did last year?

Intent 199

Intent Motivation Coaching Sports 199

Allego

JANUARY 14, 2020

As a manager, you may be missing out on one of the most valuable training tools: the interactions your salespeople are having. You might change processes or even create tools that improve your ability to grow your business. There’s a good chance you’ve taken a lesson for a hobby or sport. Let’s take golf for example.

ROI 93

ROI Sports Channels System 93

SalesforLife

JUNE 27, 2019

These events could be localized events, sporting events, experiential events, conferences, trade shows, or user conferences. You need to engage using tools that help you understand buying intent. Engagement. Randomly emailing people or placing phone calls doesn’t work.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Hubspot Sales

JULY 25, 2023

74% report using AI in some form in their role, and 60% say they believe AI tools are important to their overall strategy. Content Creation Generative AI tools like HubSpot’s Content Assistant can write copy for sales messages, proposals, or custom landing pages. 72% of sales professionals say it helps them build rapport faster.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Sales Hacker

NOVEMBER 17, 2020

Many people forget that selling is a team sport, especially where BDRs are concerned. Objectives: What are you committing to this week? if you aren’t using AI tools, there is no better time to start than now! Make sure all your data lives in one place and that the tools that support or enrich it integrate seamlessly.

Prospecting 97

Prospecting Analytics CRM Sports 97

Salesmate

AUGUST 18, 2020

Whether it is sports, politics, or business, there is a podcast for everything. Jeb Blount is a sales leader and author of famous sales books like “ Fanatical prospecting,” “Objection” and “Sales EQ”. 16 million people in the US are “avid podcast fans”. Are you one of them too? If yes, then here’s the good news.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

SBI

OCTOBER 15, 2019

In sports (particularly football), playbooks are an integral contributor to a team’s success. There might also be common buyer objections sales is likely to hear. You’ll also have to decide what objectives or content to focus on in your playbook and what team members should be tasked with creating it. What is a playbook?

Scale 101

Scale Sales Cycle Quota Sports 101

Anthony Cole Training

OCTOBER 14, 2014

When I was coaching at Iowa State University, I was interviewed by a local TV sports reporter about my role as the strength and conditioning coordinator for the varsity athletics. Do you have people who work well with your corporate objectives? Is your closing ratio improving? Is your team selling more today than they did last year?

Sports 120

Sports Coaching Motivation Segment 120

Sales Hacker

JUNE 1, 2022

No longer will sports banter cover up the fact that a particular seller’s product doesn’t offer the same level of ROI as their competitor’s solution. Know your prospect’s current tech stack and create a customized video to explain how your proposed solution will add value or increase effectiveness of their tools.

Buyer 93

Buyer Collateral Case Study Follow-up 93

SBI

JULY 9, 2019

The fact is, selling isn’t really a team sport anymore; it’s individual. The same research states that in the majority of firms (55%), managers are the most influential in developing sales learning objectives. The content has to be specific to the salesperson’s job, objectives, and always aligned with business goals.

Training 93

Training Face-to-face Sales Enablement Objections 93

Fill the Funnel

APRIL 7, 2014

Refresh gives you the confidence to enter any meeting, ready to not only accomplish your objectives but also to continue to build on the relationships involved by delivering a dossier- a collection of documents about a particular person or event 30 minutes before you meet with them. Web Tools dossier iPhone mobile Refresh'

Social Media 113

Social Media Top of Funnel Ideal Customer Profile Sports 113

Janek Performance Group

OCTOBER 25, 2023

It’s knowing their favorite sports team and the names of their children. However, clients can be too close to their situations to see problems objectively. Also, consider survey tools, such as SurveyMonkey. It’s taking an interest in your client’s life. This is a seller’s advantage.

Account 62

Account Survey Analysis Scale 62