How the Sales Process Compares to Olympians Spiraling Head First at 80mph

Smart Selling Tools

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. Think of selling as a sport.

These Are the 12 Best Sales Process Tips of All Time

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. Prospecting is your first step in the sales process.

These Are the 12 Best Sales Process Tips of All Time

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. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Get your sales manager on a call.

3 More Tips For Effective Telephone Prospecting

The Pipeline

As in sports, music or other crafts, focusing on the most basic aspects is as important as mastering the big things, your messaging, value props, etc. Sales Process Sales Skills sell better Tibor Shanto by Tibor Shanto –

It Is Personal

The Pipeline

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. Sales Process Sales Skills Selling to Executives Tibor Shanto

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March Madness: 5 Small Business Lessons to Take Away

The Pipeline

It can, and you don’t have to run a popular sports bar; nearly any business can learn some valuable lessons from the month of madness, some even as simple as the power of simplifying your sales. March Madness is unlike other sporting events because it attracts non-sports fans.

Would You Watch An Autonomous F1 Race?

The Pipeline

Not as hard as you might imagine, if you are willing to let go and assume you were doing something entirely different but required similar thought, analysis and decision process. For disruptive learning in sales, I like to look to music and sports; partly art, partly not.

Sales Data Or Insight Driven?

The Pipeline

The other day I go a resume that had a familiar phrase in it, “John Smith – A Data Driven Sales Professional. Sales is impacted by this as much as any part of business, but there some unique opportunities for sales and sales departments, both good and not so good opportunities.

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Never Let A Good Plan Get In The Way Of Success!

The Pipeline

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. I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Trade Deadline Sales Style

The Pipeline

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. But let there be no doubt sales leaders do review their rosters at critical times in the year.

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You Don’t Need To Be Manager To Be A Leader

The Pipeline

I hope we can all agree that in sales, manager are better leading from the front than behind the desk. The major cause continues to be that managers come from the ranks of the best sales people on the team. Sales managemment Sales Process Sales Success Tibor Shanto

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3 B’s Of Pipeline Success

The Pipeline

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.

Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Happy buying extends to vacations and even sporting goods. Dave Kurlan sales process Closing Sales b2b sales selling skills B2C SalesImage Copyright iStock Photos. I just returned from the local car dealer.

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Small Talk Is For Small People – Sales eXchange 204

The Pipeline

When I talk to sales people about how they start sales meetings with new potential buyers (first time they meet), most (not all) tell me they “break the ice with some small talk”, then they “get in to it!” by Tibor Shanto –

Your Funnel Should Be A Horn Of Plenty

The Pipeline

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. Walking away is not forever, it for your sales success. Sales Success Tibor Shanto

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Go For That Hail Mary Now – Sales eXchange 233

The Pipeline

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. Sales Process Sales Success Tibor Shanto

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Sales Apprenticeship – Sales eXchange 212

The Pipeline

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. A standard that would not be bad for sales either.

Sales Manager Survival Guide – Book Review

The Pipeline

One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle.

Trade Deadline Sales Style

The Pipeline

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. But let there be no doubt sales leaders do review their rosters at critical times in the year.

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A Conversation With Doug Davidoff Part I: Understanding and Optimizing the Concept of Sales Playbooks


It’s rare to find a sales professional who actually grew up with a goal to be in sales, but Doug Davidoff is one of those individuals. Sales is a great place to actually break the rules and work on your own timeline.”. What is your personal definition of a sales playbook?

A Conversation With Doug Davidoff Part II: The Art of Optimizing Sales Playbooks


For Doug Davidoff, the Founder and CEO of Imagine Business Development , a playbook-focused customer acquisition platform, understanding how sales works on a fundamental level is the lifeblood of the company. Can you give a real-world example of your playbook creation thought process?

Put On Your Game Face and Talk Sporty To Me

Bernadette McClelland

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. This week in Melbourne, I had a very sporting weekend!

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Prevent the Drought of Summer Sales

A Sales Guy

Your kids are in sports and they expect you to make it to the games. All of these demands and those on the sales front make it tough to make your number. How is your sales team looking? I love talking shop with talented sales leaders and sales people.

What a Golfer’s Mind Can Teach Us About Sales

Braveheart Sales

I’ve been rereading it, as I do occasionally, and keep observing so many parallels to sales and the emotional discipline it takes to truly be the best one can be, that I feel the need to write about it. The sport is different from most others in that the golfer alone initiates the shot.

Top Sales Lead Management Mishaps


Despite this, research shows that sales reps typically do a poor job of managing their leads, at the expense of their company’s revenue potential. Each sales lead management mishap affects your bottomline, so it’s important to address each one.

Sales Playbooks – Roadmaps to Victory


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?

9 Questions Managers Ask That Kill Sales

Keith Rosen

If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? “If you stay focused on the results, keep your eyes on the prize and on our sales targets, we will get there faster.”

4 tips to grow and develop your inside sales team


We’ve blogged recently about the importance of leveraging the skills of your inside sales team and playing to each reps strengths like a good coach. In fact, our research shows that after implementing a skill-based routing program, skilled sales reps more than double their conversion.

The Rush of Fools to Increase Sales

Increase Sales

With only 2% of all sales being closed or earned during that first meeting, have you ever consider you may be a fool rushing in, tripping over yourself just to increase sales? This is why social media has become so critical to the overall sales process.

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To Sell More – Ignore Your Sales Goals and Trust Your Process

Keith Rosen

Of course, we’re not going to abandon our sales goals, just the toxic thinking that surrounds them! What if the real source of prospecting failure is focusing too much on the result rather than your process. ” The Lesson: The Result IS the Process!

The Real Competition

Bernadette McClelland

ow”, as sports psychologists describe a state of alert concentration in which the body moves by pure instinct, like a ?sh Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author.

The One Behaviour Salespeople And Sales Leaders Need To Stop Hiding From…

Bernadette McClelland

For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. In other words, 94% of elite salespeople don’t make any excuses or blame, compared to those 20% who, perhaps, shouldn’t be in sales. .

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Knowing What to Do and Knowing How to Do It are Two Entirely Different Things

A Sales Guy

I know a lot about sales. I have enough information about selling, sales leadership, coaching, negotiation, client interaction, sales process and more to write a book. It doesn’t take much to know what it takes to manage a sales team, be CEO, run a professional sports franchise, implement a new commission plan, or develop a new sales process. Execution Foundry Group Knowledge Sales Sales Process Seth Levine

5 Reasons Sales Pitching is NOT Selling


Sales Pitching as part of a Sales process is a common sight on reality TV shows such as the Apprentice and Dragons Den, and they are indeed entertaining. Television shows are however contrived for entertainment, and watching some over confident, and some might say arrogant, young "professional" stumble in front of a group of buyers is great sport, and inevitably drives the ratings that the TV companies are looking for. Sales Pitching is all about you.

Baseball's Huge Impact on Sales Performance

Understanding the Sales Force

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.

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Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Here are my Top 10 Reasons Why New Sales Managers Fail.

Do You Have a Recipe for Sales Management Success?

Anthony Cole Training

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!

Contractual Obligation is a Missing Link of Sales Success

Understanding the Sales Force

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.

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Wanna get lucky? Wanna make more sales in less time? Then I seriously want you to meet someone….

Bernadette McClelland

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Her writings have shed light on all of us in sales.

Negotiating a B2B Sale? Be Proactive versus Reactive

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Effective sales negotiations, however, are fundamentally proactive. B2B sales are typically more complex than B2C.