Marc Wayshak

APRIL 17, 2024

Do you ever feel like there’s something holding you back from reaching the top of your sales game ? It could be as simple as your sales mindset. In this video, I’ll teach you the 9 sales mindsets of the most successful salespeople out there. If I lose a sale, so what? Losing sales is part of the game.

Sports 102

Sports eBook Sales Goal Up-Sell 102

KO Advantage Group

JANUARY 3, 2022

What’s scarier than staring at a virtually empty pipeline after coming back from a break? In traditional sales teams, this often led to management telling the team just to go “knock on doors” or “make more cold calls”. Reviewing your ideal client persona is vital to the health of your pipeline. What activities will pay off?

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Pipeline Ideal Customer Profile LinkedIn Video 62

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.

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Discount Quota Sports Objections 361

RAIN Group

OCTOBER 1, 2020

There aren't any in-person networking events, tradeshows, travel, or opportunities to grab dinner, a cup of coffee, or attend a sporting event together.

Opportunity 104

Opportunity Sports Pipeline Travel 104

Score More Sales

SEPTEMBER 15, 2013

This is the time of year to talk about America’s sport and the love of football. If you are not a sports enthusiast, please read on, because even if you know nothing about football you could benefit from this post, and learn more about how sports conversations can help you in business. . So what does this have to do with sales?

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Sports Lead Rank Lead Scoring Outbound 221

Zoominfo

SEPTEMBER 11, 2020

I hate the Dog Days of Summer excuse – it always felt like a cheap way for an underperforming sales rep to make an excuse for a slow month. Sales Rep : Yeah, just not a lot of movement in my pipeline – it’s the dog days of summer. But, by that logic, why is December always so good for sales? You get it.

Demand Generation 189

Demand Generation Demand Generation Targets Sports Trends 189

Pipeliner

MAY 9, 2022

In this Expert Insight Interview, Lance Tyson discusses his book The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal. Lance Tyson is the CEO of The Tyson Group , a top sales training company. This Expert Insight Interview discusses: The human factor in sales.

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Video Sports Face-to-face Social Selling 98

Sales Hacker

MARCH 15, 2023

There are many benefits of the marketing and sales teams working together. But how do you align marketing and sales strategy? In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. Noteworthy: Mariana is known for building strong alignment with sales.

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Company Marketing Sports Forecasting 68

The Pipeline

JANUARY 6, 2014

This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill. We’ve all seen it or lived through it, the end of quarter (or other sales period) deal coral and round up time. Tibor Shanto.

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Top of Funnel Pipeline Sports Funnel 276

The Pipeline

JULY 3, 2014

Most major sports have significant dates through the year when it comes to proactively developing the team, building a roster that will help you win now and into the future. With sales being a team experience at most companies, it is not all that different in this respect, save a couple of key areas. What’s in Your Pipeline?

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Hiring Sports Sales Talent Territories 275

Score More Sales

JUNE 29, 2012

Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Sales leadership is a role much like the coach or manager of a professional sports team.

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Pipeline Hiring Lead Rank Lead Scoring 183

Sales Hacker

MAY 3, 2019

Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. I recently met with the VP of Sales of a large, publicly traded company who told me that nobody gets fired for missing quota in their company. Keep reading to learn a simple, 3-step method for doing pipeline reviews that work.

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Pipeline Forecasting Lead Rank Engineering 99

SalesforLife

MAY 20, 2019

Many people have been in the workforce for less than 10 years, so this will be the first time that many sales leaders will be managing a situation like this. If you’re a leader who has never experienced this, how are you going to maintain the most vital leading indicator to your sales department, which is centered around sales pipeline ?

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Pipeline Margin Sports Lead Generation 76

Pipeliner

MAY 19, 2023

In this podcast episode, John Golden interviews Tommy McNulty, founder and CEO of Rhythm , about how to use sales P&L to be a people-first leader. They also discuss the impact of sales tools on sales performance and the importance of understanding the financial game of the business. on all major podcast stations.

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Maximizer Hiring Sports Segment 52

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. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. Just A Sec.

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Objections Sports Up-Sell Buyer 291

Product Management University

MARCH 14, 2017

There’s a good reason why athletes in contact sports wear protective pads. If product management is a contact sport, what’s your organization’s risk of injury? Delivering, marketing and selling products in B2B is a contact sport in many ways. Sales credibility is the #1 reason you’re customers buy.

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Sports Demand Generation Agencies SME Engineering 40

The Pipeline

DECEMBER 10, 2012

Sports have trade deadlines, sales organizations have trade season, usually at the start of the year, just after bonuses are paid. What I never understand is why companies, and sales leaders participate in this silly ritual. Unlike sports, there is no free agency where top players can go to the highest bidder.

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Hiring Wireless Sports Territories 254

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. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in. By Tibor Shanto. Customer Value Management.

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Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Pipeliner

OCTOBER 22, 2019

Instead of simply hiring employees to sell our product, Pipeliner CRM, and paying them as such, we are partnering with people globally and, when they sell, actually letting them keep a really healthy portion of whatever the final selling price is. They could be a local sports trainer, or serve on a school board, for example.

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Pipeline Travel Education Enterprise 69

Zoominfo

NOVEMBER 4, 2020

For lots of sales professionals that seem to suit a management path, a Team Lead position is usually the next step. In the last year alone, we’ve had members of the SDR team join departments ranging from the account management team, to sales team management, to marketing and learning & development.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

The Pipeline

AUGUST 12, 2013

Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. Consider that in North America, there is an average 1,760 hours of active sales time.

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Hiring Sales Qualified Lead Quota Sports 305

Pipeliner

MAY 19, 2023

In this episode, I had the pleasure of interviewing Tommy McNulty, founder and CEO of Rhythm , the first platform dedicated to helping sales leaders scale themselves and their teams, enabled managers, and deliver a culture of performance at any stage of growth. We talked about the importance of using sales P&L to be a people-first leader.

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Maximizer Scale Video Hiring 52

The Pipeline

APRIL 2, 2014

Those of you who have followed this blog for a while are more than familiar with Dan Waldschmidt , we have done webinars and other events, and his guest post a couple of years back Retarded Sales Behavior and The Reasons We Under-Perform , had one of the biggest responses I have had to a guest post. What’s in Your Pipeline?

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Conversion Sports Webinar Metrics Face-to-face 292

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!

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Lead Rank Lead Scoring Guidelines Sports 219

Score More Sales

FEBRUARY 4, 2014

This time I had a stake in it – although I now live in greater Boston, my birthplace was Seattle - the sports-tortured city. Since many of you felt indifferent to the particular game that just happened, I want to tie in some important sales lessons from the winning quarterback and the losing quarterback, plus some thoughts from others.

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Lead Rank Lead Scoring Sports Outbound 225

Pipeliner

SEPTEMBER 29, 2023

In a sport, we want to know if someone is cheating. In sales, ethics is equally as important. Ethics in Business and Sales In such times, a business must have a moral compass of some kind. Sales is a whole other level of ethics problems, thanks to the reputation of corruption that fiction, plays, and films have given it.

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Face-to-face Film Consumer Journal 107

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Your forecasting and pipeline management process.

Hiring 101

Hiring Sales Management Lead Rank Hubspot 101

The Pipeline

OCTOBER 25, 2021

Mareo McCracken is the Chief Revenue Officer at Movemedical, where he guides the sales, marketing, and customer success efforts. Outside of family, reading, food, travel, church service and sports—driving organizational and individual growth are his passions. The episode includes Overtime segment not seen on live broadcast.

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Sports Travel Segment Education 156

Xvoyant

AUGUST 28, 2019

Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. I recently met with the VP of Sales of a large, publicly-traded company who told me that nobody gets fired for missing quota in their company. Keep reading to learn a simple, 3-step method for doing pipeline reviews that work.

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Pipeline Forecasting Lead Rank Engineering 48

Understanding the Sales Force

MAY 31, 2012

Understanding the Sales Force by Dave Kurlan I borrow heavily from sports. There are just so many similarities to sales that it's difficult for me to refrain from making the associations. However, there is one area of sports for which there is no sales analogy. More importantly, most people enjoy them.

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Sports Competition ACT Up-Sell 180

Zoominfo

SEPTEMBER 11, 2020

I hate the Dog Days of Summer excuse – it always felt like a cheap way for an underperforming sales rep to make an excuse for a slow month. Sales Rep : Yeah, just not a lot of movement in my pipeline – it’s the dog days of summer. But, by that logic, why is December always so good for sales? You get it.

Demand Generation 100

Demand Generation Demand Generation Targets Sports Trends 100

SalesLoft

SEPTEMBER 5, 2023

You already know that an optimized workflow can make or break your sales team. If not, we’ve got you — OurSales Engineering Manager Chris Turner and RVP of North American Commercial Sales Keith Cordeiro recently held a webinar on this very topic. That’s why the technology your sales team uses is so critical.

Ideal Customer Profile 52

Ideal Customer Profile Webinar Metrics Sports Pipeline 52

Vengreso

MAY 11, 2020

Consider this metaphor for your B2B sales team. If you follow sports, you know that there are games played during the regular season and then there’s the offseason. Let’s consider our current shelter-in-place order to be our sales team’s offseason. During this offseason, sales leaders are faced with two choices.

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B2B Ideal Customer Profile Face-to-face Hiring 121

Alice Heiman

OCTOBER 14, 2020

No matter what industry you are in , the game of sales has changed. Most Important Job of the Sales Manager . With that in mind, the most important job for sales managers is to coach their salespeople to close business. They need to provide performance , pipeline, and deal coaching one on one and with their team. .

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Sales Coaching Coaching Quota Sports 167

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 .

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Face-to-face Sports Objections Territories 288

SalesforLife

JUNE 27, 2019

What we’ve found in talking to our customers, is that BDRs, SDRs, and account executives are increasingly creating compelling events to drive pipeline creation. These events could be localized events, sporting events, experiential events, conferences, trade shows, or user conferences.

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Campaigns Ideal Customer Profile Strategy Trade Show 95

SalesLoft

SEPTEMBER 5, 2023

Go from chaos to control in your sales process with Salesloft’s Sales Engineering Manager Chris Turner and RVP of North American Commercial Sales Keith Cordeiro. You already know that an optimized workflow can make or break your sales team. Technology in a vacuum cannot solve this problem.

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Ideal Customer Profile Webinar Metrics Engineering Sports 52