Bernadette McClelland

DECEMBER 31, 2018

Why have I introduced both Jen and sports into this conversation? According to Jen, ‘ sports should be your go-to because of its versatility, popularity and ongoing storylines. Finally, because sports and business have a common link – one of ethics – it is important to differentiate between winning and competing.

Face-to-face 286

Face-to-face Sports Up-Sell B2B 286

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.

Sports 40

Sports Demand Generation Agencies SME Engineering 40

Highspot

DECEMBER 6, 2019

Developed in partnership with Sales Enablement PRO , the Sales Enablement Soirée, which began as a way to unite and encourage networking among our industry’s practitioners, has evolved into an event attended by thousands. Every sales enablement practitioner knows that inventing the future comes with challenges.

Sales Enablement 40

Sales Enablement Sports Scale Analytics 40

The Pipeline

JANUARY 2, 2017

In sports, it could be measures like goals against, team batting average, or in our favourite sport, average deal size, time to recover cost of acquisition or leads to opportunities converted. Many sales organisations are not as adventurous as others in what they choose to compare (benchmark), or who they benchmark themselves against.

Sports 209

Sports Sales Enablement Account Based Marketing Exercises 209

Highspot

OCTOBER 21, 2019

As the sales enablement category rapidly evolves, community has never been more important as practitioners, marketers, and salespeople alike look to each other to discover what “good” looks like. Enablement is the answer. Modern sales enablement needs to stretch beyond sales and marketing.

Sales Enablement 40

Sales Enablement Face-to-face Analytics Sports 40

Zoominfo

JANUARY 28, 2021

Breaking News: Broadcast Sports Sales Updates Live. Sporting bow ties and fancy formalwear, with virtual fireworks lighting up their Zoom backgrounds, our sales enablement team emceed the marathon event. The live portion of the event was comprised of a few key elements that gave it the feel of a sporting event.

Hiring 130

Hiring Sports Nonprofit Segment 130

SalesFuel

MARCH 11, 2024

Photo by: Kevin Woblick SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Advertising 98

Advertising Advertising Research Social Media 98

Mindtickle

DECEMBER 5, 2016

Its sales team has become increasingly complex as it has grown; 325 salespeople are located across the 3 major offices in the US, internationally in Europe and Asia, and with some remote roles working from home offices across the country. There are five distinct sales roles within the sales team that each have their own unique challenges.

Sales Enablement 52

Sales Enablement Conversion Hiring Face-to-face 52

Mindtickle

DECEMBER 4, 2016

Its sales team has become increasingly complex as it has grown; 325 salespeople are located across the 3 major offices in the US, internationally in Europe and Asia, and with some remote roles working from home offices across the country. There are five distinct sales roles within the sales team that each have their own unique challenges.

Sales Enablement 52

Sales Enablement Conversion Hiring Face-to-face 52

Pipeliner

FEBRUARY 9, 2018

Imagine instead a sport like baseball or football, and the importance of the scoreboard. A good sales scorecard provides a read-out of all the key activity- and results-based metrics required to achieve predictable and sustainable success, both on an individual and team roll-up basis. Pipeliner CRM empowers precision sales enablement.

System 45

System Sales Enablement Hiring Top of Funnel 45

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. What’s On Top. in appointments over and above the stack.

Airlines 206

Airlines Sports Health Care Analysis 206

Sales Hacker

FEBRUARY 10, 2021

There are many adult learning methodologies, but uncover if the rep is coming from a well-established sales enablement program or if they’ll have to figure things out and take ownership of learning the intricacies of the role. Sales is a sport where your competitors are always working on their craft. Coachability.

Hiring 139

Hiring Sports Decision Maker Face-to-face 139

SalesFuel

MARCH 8, 2024

Photo by: LARAM SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement And, arguably most important, 50% of consumers say that they’re likely to make purchases from brands with ads near appropriate content.

Cancellation 52

Cancellation Ideal Customer Profile Marketing Consumer 52

Lessonly

AUGUST 25, 2020

I’ve worked for multiple companies in different sales roles, so I’ve seen the good, the bad, and the ugly of sales enablement strategy. And I’ve used all kinds of sales enablement tools along the way. From my experience I’ve been asked, “Can you give a clear sales enablement definition ?

Sales Enablement 26

Sales Enablement Software Software Training 26

Janek Performance Group

SEPTEMBER 18, 2023

Athletes and sports teams often talk about reviewing the game tape. In sales, this is called a win-loss analysis. This is a process in which they revisit a game to see why they either won or lost. And it’s one of the most important evaluations an organization can conduct.

Analysis 77

Analysis Webinar Metrics Sports Groups 77

Partners in Excellence

NOVEMBER 22, 2020

It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. Every season, every sports team and athlete always starts with the basics. Related Posts: Tilting The Revenue Curve Perhaps Artificial Intelligence Really Is What If Sales Enablement Is A "Rotational Assignment?" 'Tis

Fashion 111

Fashion Face-to-face Sports Consultative Selling 111

Corporate Visions

MAY 9, 2023

I’m of the age that I once relied on the next day’s newspaper to get sports scores. Today, all that information comes to me live in real time, enabled by apps that send me information about what I’m interested in, when it […] Same goes for stock prices. And world events. And pretty much everything else.

Lead Rank 52

Lead Rank Lead Scoring Analytics Sports 52

Bernadette McClelland

OCTOBER 3, 2019

Just as kids we learnt our times tables, understood currency, sang our alphabet and represented our School House in some kind of sports, it was preparing us for our future. . · The adult – someone who asks rational questions, who listens, gives the benefit of the doubt, holds people accountable and demonstrates patience and respect.

Account 301

Account Sports SalesForce Conference 301

BrainShark

JULY 4, 2023

Sales managers use their domain expertise along with social, communication, and questioning skills to facilitate conversations with their team members that allow them to discover areas for improvement and possibilities to break through to new levels of success.” Related: Why is Sales Enablement Important?

Sales Coaching 62

Sales Coaching Coaching Hiring Video 62

Allego

MARCH 30, 2021

With over twenty years in the software industry, nearly ten in sales enablement , and an MBA from the MIT Sloan School of Management, Chester has a proven track record of building successful sales enablement teams and programs. >>Watch To dive into this topic, we sat down with Chester Liu, VP of Growth at Allego.

Coaching 160

Coaching How To Sales Coaching Film 160

Membrain

AUGUST 21, 2019

But as any skier knows, it’s a sport with some very specific risks. I love to ski. It’s one of my top “flow” activities, and I especially love the alps, which has some of the best ski slopes in the world. One of the most dangerous things that can happen, is to get caught in an avalanche.

Sports 96

Sports Training How To Sales 96

Zoominfo

DECEMBER 21, 2020

Lululemon — a sports apparel retailer — was one of those firms, as it bought in-home fitness startup Mirror for $500 million in June 2020. Kustomer also hired more senior account executives and sales enablement folks. “We The dip — a 29% drop from 2019 to 2020 — stems from the pandemic and damaged economy.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Understanding the Sales Force

JANUARY 22, 2014

Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow. Five Things VP’s Must Do To Insure Sales Enablement Has Impact. If we refer to baseball, the best sport for sales analogies, there''s a word that ball players and managers use quite often: Execute.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

SBI

FEBRUARY 5, 2019

Modern sales learning combines consumer technology and learning science. It’s true in selling like it is in sports. Forward-thinking sales leaders are transforming their sales cultures from lone-wolf hunting to team success. It not only works, but also reduces cost and time out of field.

Sales Enablement 93

Sales Enablement ROI Retention Video 93

Mereo

APRIL 14, 2021

Mediocre buyer conversations can leave reps with unrealistic expectations of future sales, resulting in ongoing frustration. Improving selling skills and sales enablement may go neglected – degrading long-term performance. Sales leadership must perfect both the science — and art — of sales.

Strategy 88

Strategy Sales Leadership Quota Face-to-face 88

Janek Performance Group

JANUARY 3, 2023

Sales coaching starts with challenging and supporting groups and individuals to achieve more. In some ways, it’s more personal than sales management. If managers deal with the macro-level of sales enablement and performance, a coach’s primary concern is micro. Attending, mastering, and reinforcing sales training.

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

SBI

JULY 9, 2019

This year’s SMA research had some findings that I found particularly interesting given my role at Qstream, which is a mobile microlearning solution designed to improve knowledge retention and proficiency in industries like enterprise sales. The fact is, selling isn’t really a team sport anymore; it’s individual.

Training 93

Training Face-to-face Sales Enablement Objections 93

BrainShark

SEPTEMBER 20, 2022

Convenience, and with over 2,000,000 podcasts there is a treasure trove of choices, giving listeners easy access to engaging shows that cover every topic imaginable – from sports and crime thrillers to business and comedy. The sales world is no exception. Sales Influence ( Key Episode: Sales Enablement Obsession ).

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

Accent Technologies

MAY 14, 2019

See Also : Sales AI Solves Low CRM Adoptions and Delivers Pipeline Visibility and Insight. Alignment matters — it is a team sport. Peter Ostrow, Senior Research Director of Sales Enablement Strategies for SiriusDecision. See Also : Creating Sales and Marketing Alignment: An Accent Starter Guide.

ROI 65

ROI Sports Research Sales Enablement 65

Mereo

APRIL 28, 2022

Every sports team has this unity — and B2B organizations also possess this culture and strategy. Yet, unlike college sports teams that consistently “bleed,” for example, green and gold — many organizations remain fragmented across organizational disciplines and / or geographies. We find community and purpose that lasts a lifetime.

Lead Rank 36

Lead Rank Lead Scoring Revenue Leads 36

SalesforLife

JUNE 27, 2019

These events could be localized events, sporting events, experiential events, conferences, trade shows, or user conferences. 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.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

LeadFuze

NOVEMBER 30, 2021

I†ve worked on a lot of sales talent enablement projects over the years, and I know what it takes to make sure they are successful. So, today we†re going to look at the five key aspects of sales enablement positions through planning and preparation. Talent Enablement, Assessment, and Acquisition.

Sales Talent 52

Sales Talent Hiring Lead Rank Sales Enablement 52

Mereo

OCTOBER 24, 2019

While effective when properly administered, there is ample amount of malpractices and over-promises when it comes to sales training. Read on to learn about the top sales training myths and their counterpoint facts. Sales Training Is Only One Part of Sales Enablement. Learn more about sales enablement here.

Training 53

Training Sales Enablement Sports Coaching 53

Partners in Excellence

MAY 13, 2019

Sometimes we experience it in sports. Sometimes, it’s in a sales call, you connect with the customer, you are in perfect synchronization with her. ” In sports, when this comes naturally, we refer to it as “muscle memory.” I’m sure you’ve experienced something that gives you a “rush.”

Sports 78

Sports Coaching ACT Training 78

Hubspot Sales

DECEMBER 26, 2022

This type of talk can be simple, harmless topics of discussion like: Bringing up the latest sports event. Patrick Downs , a former PandaDoc Sales Enablement and Training Manager, discusses how to speak to prospects with reservations in this HubSpot Academy interview. Asking if they've seen [insert recent big movie].

Conversion 76

Conversion Face-to-face Sports Objections 76

Hubspot Sales

DECEMBER 19, 2017

In the past, you could usually get away with pretending you were a major sports fan or using cut-and-paste techniques. Every year, it seems like Sales Enablement rolls out a new tool for the sales team. Cotton explains many sales reps are still tactical order-takers, rather than strategic consultants.

Analysis 129

Analysis Scale Film Video 129

Zoominfo

DECEMBER 21, 2020

Lululemon — a sports apparel retailer — was one of those firms, as it bought in-home fitness startup Mirror for $500 million in June 2020. Kustomer also hired more senior account executives and sales enablement folks. “We The dip — a 29% drop from 2019 to 2020 — stems from the pandemic and damaged economy.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130