Partners in Excellence

MARCH 12, 2024

You initiate the work: securing meetings, creating opportunities with prospects and clients, and closing deals that produce revenue for your company (and income for you). I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process. Maybe it’s my sports background!

Face-to-face 115

Face-to-face Sports Territories Forecasting 115

The Pipeline

JUNE 25, 2015

How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? But I see sales people do this very thing on a regular basis, but instead of a five dollar bet, what is on the line is their income. By Tibor Shanto – tibor.shanto@sellbetter.ca . back to work).

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Prospecting Call-back Sports Proposal 120

No More Cold Calling

MAY 19, 2015

Your birthday, favorite sports team, or hometown could help you seal the deal. The same goes for people with similar political agendas, passions, or hobbies, or who like the same sports teams? Unfortunately, social selling is usually misunderstood as navigating the sales process using only tools like Twitter, Linkedin, or Facebook.

Social Media 120

Social Media Prospecting Sports SAP 120

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI.

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Sales Process Cold Calling Call-back Cancellation 103

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. This one just might be. in the mid-1990s. That’s how good it is.

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Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

criteria for success

JANUARY 14, 2020

Before we get into what makes the best sales process for professional services, we need to dispel the head trash most professional services have about selling. The Best Sales Process for Professional Services Companies. Whether you’re a consulting firm or a law practice, one thing is for sure: you need a sales process.

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Sales Process Company Top of Funnel Sales Qualified Lead 52

The Pipeline

MAY 15, 2014

To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core. Let’s explain what I mean by binary.

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Pipeline Top of Funnel Funnel Sports 300

Sales Evangelist

AUGUST 2, 2020

How a Power Dialer Streamlines Your Sales Process and Improves Productivity Power dialers improve your sales process and productivity. This means that 80% of the time sales reps are not doing revenue-generating tasks. Sales is a contact sport so we have to become proficient in making calls.

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Sales Process CRM Follow-up Scale 52

SBI

FEBRUARY 18, 2014

Mastering the art of selling, I imagine, is not unlike mastering the sport of Skeleton. Think of selling as a sport. Think about what you can do to get a faster starting time with your prospects, how you can execute the run better than your competitors, and how you can continue to improve your rankings. The start matters.

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Sales Process Lead Rank Lead Scoring Sports 115

Understanding the Sales Force

JANUARY 22, 2013

Understanding the Sales Force by Dave Kurlan. I wrote this article on the difference between Sales Process and Sales Methodology and this article on how Sales Models are different from Process and Methodology. Sports and Selling are both professional activities. Do you remember algebra?

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Sports Sales Methodology Consultative Selling Video 191

The Pipeline

SEPTEMBER 18, 2013

Just the plain simple fact that we are measured on our success with numbers, leads to the integral, if sometimes inconvenient fact that sales is a numbers driven sport. I bring this up because of reaction to my piece the past Monday on how to deal with prospects who are reluctant to commit. Sales Success Tibor Shanto'

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? When I work from home I work out of my home office and there’s lots of movie and sport memorabilia on the wall. If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance.

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Sales Meeting Meeting Face-to-face Skype 194

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

Sales Hacker

FEBRUARY 10, 2021

We all know competitiveness goes a long way in sales, and probing at an interest in sports, general competitions, and awards for academia, sports, or skill can be a way to assess this trait. Having a solid base of sales knowledge, methodology, and how the candidate runs their sales process is standard.

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Hiring Sports Decision Maker Face-to-face 139

Understanding the Sales Force

MAY 31, 2012

Understanding the Sales Force by Dave Kurlan I borrow heavily from sports. However, there is one area of sports for which there is no sales analogy. I'm talking about a greater competition - your actual prospects - who are sometimes competing directly with you! Say it isn't so! They will be there!

Sports 180

Sports Competition ACT Up-Sell 180

Anthony Cole Training

SEPTEMBER 24, 2014

I love to cook (and eat) and I love selling and coaching sales management. I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports.

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Sales Management Sports Motivation Coaching 200

SalesLoft

SEPTEMBER 5, 2023

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. They spoke about how to manage the unpredictable whirlwind that is the sales process these days — and most importantly — how to prioritize sales workflows to see results.

Ideal Customer Profile 52

Ideal Customer Profile Webinar Metrics Sports Pipeline 52

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. There are countless variables at play that make some of your prospects A-level, B-level, or C-level.

Ideal Customer Profile 52

Ideal Customer Profile Webinar Metrics Engineering Sports 52

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.

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Top of Funnel Pipeline Sports Funnel 276

No More Cold Calling

JULY 7, 2017

Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals. So, what can sales leaders learn from America’s favorite pastime? My point is simply this: Baseball is a team sport, and great account based sales reps understand that sales is, as well.

Account 179

Account Referrals Lead Rank Lead Scoring 179

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

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

The Pipeline

AUGUST 21, 2013

These are leaders are sales people who exemplify the best practices captured in you company’s sales process, and their willingness to share their experience with other willing and open minded members of the team. Sales managemment Sales Process Sales Success Tibor Shanto'

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Janek Performance Group

FEBRUARY 21, 2023

Naturally, we don’t want to admit we don’t have the answer because it could be viewed as a sign of weakness with a new prospect. Many sales professionals are indeed perfectionists, and this is a costly mistake. Instead of trying to be perfect in front of prospects, focus on being real.

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Sales Qualified Lead Sports Intent Enterprise 62

The Pipeline

DECEMBER 18, 2018

But there is a fundamental question that salespeople fail to take into account, and if they did, they would find it changes the way they see the prospect, and how the prospects respond as a result and become customers. Home Team Disadvantage. Finally, knowing that clients are slow to act, cautious, also gives you the luxury of time.

Buying Cycle 247

Buying Cycle Buyer Objections Face-to-face 247

Anthony Cole Training

FEBRUARY 27, 2012

open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21).

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

MTD Sales Training

FEBRUARY 1, 2012

You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. Instead of: Sales Person. Try… Sales Person.

Sports 283

Sports Up-Sell Positioning Follow-up 283

The Pipeline

MAY 8, 2013

Certainly there are parts of the sales cycle that you can remove yourself somewhat from the emotions of the sale, usually during the prospecting stage, especially if you are a proactive rather than a passive prospector. The ability to step back, assess the circumstance, and move on to the next sale. Tibor Shanto.

Top of Funnel 276

Top of Funnel Sports Funnel Buyer 276

Pipeliner

AUGUST 25, 2019

One of the Fox Sports broadcast crews which consisted of ex-players dissected a pivotal corner kick from the standpoint of the playbooks of both the offense and the defense. Since we’re all not aficionados of the sport, let’s first consider the value of a corner kick. Now, you might say, “We have a documented sales process already”.

Sports 73

Sports Guidelines Face-to-face Pivotal 73

The Pipeline

MAY 3, 2018

The differentiators continue to be execution, made up of a dynamic process as James highlights, and skills training. For disruptive learning in sales, I like to look to music and sports; partly art, partly not. In sports, it is better to look at something better replicates ale than the usual. What’s On Top.

Airlines 206

Airlines Sports Health Care Analysis 206

Janek Performance Group

NOVEMBER 3, 2021

Meeting current customers and networking with new prospects face to face is what we do in sales. Taking clients out for dinner and building new relationships is an aspect of sales that will never change. Just like any sales process, you want this mapped out prior to the event.

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Trade Show Face-to-face Sales Qualified Lead How To 118

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

Alice Heiman

JULY 15, 2021

4 Strategies CEOs Should Embrace to Ensure Sustainable Sales in Today’s Environment. In general, companies are moving slowly to change their sales process in order to serve the buyers the way they want to buy. Here are four strategies CEOs and their sales leaders can embrace and employ to turn their team into a sales powerhouse.

Strategy 91

Strategy Cold Calling Buyer Lead Rank 91

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).

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Call-back Ideal Customer Profile Sports Social Media 145

Understanding the Sales Force

JULY 8, 2013

One of the symptoms of Need for Approval is that people with this weakness are unable to ask good, tough, timely questions because they are afraid that if they do, it will upset their prospect and jeopardize their chances of getting the business. The only thing more detrimental to sales success than Need for Approval is #1, their ego.

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

Steven Rosen

AUGUST 10, 2015

Picking the Individual over the Team – While comparing sales to sport is overdone to the point where it’s become cliché, there is some truth to it. Sales is a team sport and many new sales managers fail because they focus on leading individuals rather than leading the team.

Sales Management 120

Sales Management Hiring Sports Promotion 120

Understanding the Sales Force

SEPTEMBER 23, 2014

Understanding the Sales Force by Dave Kurlan. I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. In selling, there are even more options for shortening the sales cycle. They need to shorten the timeline by asking when the prospect would like their problem solved.

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Sales Cycle Proposal Decision Maker Sports 199