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. Get ready to filter like that in your sales funnel.).

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

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 103

Sales Process Cold Calling Call-back Cancellation 103

No More Cold Calling

MAY 19, 2015

Your birthday, favorite sports team, or hometown could help you seal the deal. I’ve often called these types of connections “ affinity networks ”—meaning our natural, cultural, geographic, or special-interest connections that can lead to new and increased sales. Personal connections couldn’t be more important in sales.

Social Media 120

Social Media Prospecting Sports SAP 120

Sales Hacker

SEPTEMBER 28, 2020

If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action. Nice going, Sport….

Prospecting 125

Prospecting Face-to-face Sports ACT 125

Partners in Excellence

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. Sales IS business. It isn’t prescribed for you.

Face-to-face 112

Face-to-face Sports Territories Forecasting 112

Sales Gravy

JUNE 22, 2023

Human Connection Is Irreplaceable In this episode of the Sales Gravy podcast, Jeb Blount talks to Will Yarbrough, VP of Sales at Fleetio, about what it means to be a human seller in modern society. Jeb and Will also dive into the importance of having organic conversations versus over-engineering the sales process.

System 97

System Hiring Demographics Comparison 97

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? Do it wrong and it can completely ruin the sale! See if you can bunk off work early and say you’ve got a sales meeting somewhere”. When I work from home I work out of my home office and there’s lots of movie and sport memorabilia on the wall.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

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. And if everyone is expected to bring in business, but no one truly “owns” sales, lack of accountability is sure to creep in. The Ultimate Guide to Sales Targeting.

Sales Process 52

Sales Process Company Top of Funnel Sales Qualified Lead 52

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

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 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. Yet one of the hardest things is to get sales to practice and prepare.

Prospecting 120

Prospecting Call-back Sports Proposal 120

Sales Evangelist

AUGUST 2, 2020

How a Power Dialer Streamlines Your Sales Process and Improves Productivity Power dialers improve your sales process and productivity. Sean has a background in long sales cycle sales, specifically in the process automation where they are selling automation software.

Sales Process 52

Sales Process CRM Follow-up Scale 52

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?

Sports 191

Sports Sales Methodology Consultative Selling Video 191

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

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.

Top of Funnel 276

Top of Funnel Pipeline Sports Funnel 276

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

Anthony Cole Training

SEPTEMBER 24, 2014

I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. Thus my attempt to find another way to explain concepts of sales management: COOKING! Thus my attempt to find another way to explain concepts of sales management: COOKING!

Sales Management 200

Sales Management Sports Motivation Coaching 200

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.

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

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.

Ideal Customer Profile 52

Ideal Customer Profile Webinar Metrics Engineering Sports 52

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.

Sports 180

Sports Competition ACT Up-Sell 180

SBI

FEBRUARY 18, 2014

While the profession of sales (usually) doesn’t put one at risk, it can certainly feel that way. Mastering the art of selling, I imagine, is not unlike mastering the sport of Skeleton. In B2B sales, the start is just as important. The first is that the beginning of the sales cycle is when buyers conduct their due-diligence.

Sales Process 115

Sales Process Lead Rank Lead Scoring Sports 115

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." I''ve written about Sales Methodology before.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Janek Performance Group

FEBRUARY 21, 2023

Every lost sale starts with good intentions. While selling, the best intentions cannot counteract sales mistakes. No matter how great the product or service is, sales mistakes prevent reps from reaching their potential. This article reviews five costly sales mistakes and how sales reps can avoid them.

Sales Qualified Lead 62

Sales Qualified Lead Sports Intent Enterprise 62

Janek Performance Group

MAY 24, 2023

Sports fans obsess over shots made, batting average, and greens in regulation. For sales organizations, these numbers are expressed in raw data we call leading and lagging indicators. Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 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 is a guide for building processes and positioning products to close more deals. It is a guide for building processes and positioning products to close more deals. Value Proposition.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

Vengreso

JUNE 12, 2023

Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. They engage less frequently with sellers and when they do, it is much later in the sales cycle.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Although hiring is the hardest job we have to do as sales leaders, it’s certainly one of the most important tasks to get right.

Hiring 139

Hiring Sports Decision Maker Face-to-face 139

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

The Pipeline

SEPTEMBER 18, 2013

Most would agree that sales is not strictly a numbers game, but as with other issues such as closed ended questions , the pendulum at times seems to swing too far in one direction. I bring this up because of reaction to my piece the past Monday on how to deal with prospects who are reluctant to commit.

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

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. Sales will not just fall in your lap because you have a booth at an event.

Trade Show 118

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

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

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. What about sales? Sales playbooks are a great place to start.

Sports 73

Sports Guidelines Face-to-face Pivotal 73

Anthony Cole Training

FEBRUARY 27, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Pipeliner

NOVEMBER 11, 2020

The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. There is also an endless list of material on sales management—and as anyone who has read my previous writings on the subject knows, I consider that management is management. In sales, it all begins with leads.

Pipeline 98

Pipeline CRM Sales Management Sports 98

Alice Heiman

JULY 15, 2021

A couple of months ago, I had the privilege of being on the Sales Hustle podcast with Colin Mitchell. We talked about what CEOs need to be thinking about to lead their sales teams in a post-pandemic world. As a #CEO are you finding it hard to ensure sustainable #sales in today’s selling environment? Tweet This!

Strategy 91

Strategy Cold Calling Buyer Lead Rank 91

Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. Just like sports, the use of science to develop elite performers also applies in sales. On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. 15 Expert Phone Sales Tips. 15 Expert Phone Sales Tips. Get Emotional.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145