Marc Wayshak

APRIL 17, 2024

Recognizing sales as a game or a sport shifts your perspective from a life-or-death scenario to a more enjoyable activity. Successful salespeople accept the sales mindset that losing deals is inevitable and move on without dwelling on them. Activity and process > closing. I can go toe-to-toe with any CEO.

Sports 102

Sports eBook Sales Goal Up-Sell 102

Alice Heiman

APRIL 23, 2024

09:55] Conquering Sales – Clate recounts his early sales challenges and the transformative advice from his father. [11:27] 11:27] Automating Success – How the implementation of automated follow-ups revolutionized the company’s sales process. [13:39]

Scale 62

Scale Small Business Small Business Sports 62

Adaptive Business Services

FEBRUARY 28, 2024

A blood sport. I don’t know where I first heard this but it is my personal mantra … “The close is the natural result of a sale done right!” If I have followed my buyer-centric sales process correctly and I have built a relationship with that client and my services match their needs … “So, what do you think?”.

Closing 71

Closing Sports Buyer Selling Skills 71

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.

Sales Process 52

Sales Process Company Top of Funnel Sales Qualified Lead 52

Partners in Excellence

MARCH 12, 2024

I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process. I am a firm believer in following a documented sales process, but at the same time realizing it’s not a prescribed robotic assembly line type of process that works the same way every time. I HATE to lose!

Face-to-face 114

Face-to-face Sports Territories Forecasting 114

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. So cue the superhero music.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

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. Sales Effectiveness characteristics of top sellers Sales Process sales skills Sochi Olympics' Both require a deep passion, a desire to be the best, and a fierce competitive nature.

Sales Process 115

Sales Process Lead Rank Lead Scoring Sports 115

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. Human Factor.

Video 98

Video Sports Face-to-face Social Selling 98

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.

Sales Process 52

Sales Process CRM Follow-up Scale 52

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. A key difference between sport GM’s and sales leaders, is the fact that VP’s of Sales cannot trade players for other talent or future considerations.

Hiring 275

Hiring Sports Sales Talent Territories 275

Pipeliner

JULY 22, 2021

To start this playbook conversation, let’s build our understanding through one of our favorite methods – the sports analogy. I wrote an article a while back comparing sales playbooks to soccer corner kicks. In a sport with very few settled situations, they present unique opportunities for strategy. We have a sales process”.

Sports 90

Sports Guidelines Course Buyer 90

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

The Pipeline

MARCH 12, 2021

Just like any salesperson would recommend to their favorite sports franchise. But sales leaders would rather lead a big army than the right army. Longer than most sales cycles, certainly longer than the 9-to-18-month effort required by the entire organization. Silence, no takers.

Data 386

Data Sales Leadership Quota Sports 386

The Pipeline

MAY 29, 2013

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' Today I offer up some other basic things you can do, to improve your success in some simple ways.

Prospecting 296

Prospecting Cold Calling Handbook Sports 296

Sales Hacker

MARCH 15, 2023

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. They talk about why buying needs to be a team sport, why forecasting won’t lead to the growth you need, and the importance of diversity in technology.

Company 67

Company Marketing Sports Forecasting 67

Membrain

AUGUST 30, 2020

As an avid golfer, I am intrigued by the parallels the sport has to sales. The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. Yes, there have likely been hundreds if not thousands of articles written about these parallels.

Sports 127

Sports Sales Sales Process 127

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. Sales Process Tibor Shanto'

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

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.

Hiring 139

Hiring Sports Decision Maker Face-to-face 139

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. More and more companies are going down this route especially those that sell software, SAAS products and online services.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

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.

Sales Management 200

Sales Management Sports Motivation Coaching 200

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

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 Growth

JANUARY 28, 2013

He made more money than your sales leader. In the sports world, we often hear this from athletes. In sales, it’s a different story. We regularly survey sales forces. Sales process issues. Take a read through some attributes of the top 10: “Sports contests”. day of sports, mental challenges and laughs.

Sports 332

Sports Compensation Lead Rank Lead Scoring 332

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

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

SalesProInsider

SEPTEMBER 20, 2023

Well, in looking at these “blocks,” and from our experience, it could be you.

Energy 155

Energy Sports Motivation Training 155

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. So cue the superhero music.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Zoominfo

DECEMBER 14, 2021

Sales is very much a team sport at ZoomInfo. But sales leaders view their salespeople more as a long-term investment and not individual rock stars who can move the revenue needle quickly. Strickland believes this will become increasingly commonplace as sales continues to mature as an industry. “Our

Hiring 100

Hiring Face-to-face Sports Scale 100

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

The Pipeline

FEBRUARY 26, 2015

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. Photo via flickr.com.

Small Business 120

Small Business Small Business Sports Social Media 120

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

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

The Pipeline

MAY 8, 2013

The ability to step back, assess the circumstance, and move on to the next sale. No different than the expectation and practice in professional sport. First you can evaluate how well you did execute you plan and process and understand why perhaps you lost the deal. Tibor Shanto.

Top of Funnel 276

Top of Funnel Sports Funnel Buyer 276

Understanding the Sales Force

OCTOBER 2, 2017

Happy buying extends to vacations and even sporting goods. When you installed the swimming pool, bought the boat, renovated the kitchen, painted the house, bought new furniture, the flat screen TV, or a new wardrobe? It never ends! The excitement from these purchases tends to last much longer than the moments themselves.

Sports 149

Sports Customer Buyer B2C 149

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

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

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. Pipeline and deal management Chris and Keith posed a question to their live audience: what’s the difference between a sales methodology and a sales process?

Ideal Customer Profile 52

Ideal Customer Profile Webinar Metrics Engineering Sports 52