The Pipeline

AUGUST 21, 2013

Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. As in sports, it is a good thing to have great coaching leaders and great teammate leaders, they can coexist and serve the greater good. What’s in Your Pipeline?

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Hubspot Sales

APRIL 19, 2019

When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. It's a sales strategy where two-plus members of an organization working together to win business. The name serves two purposes: It's based on their sales territory/region.

Promotion 93

Promotion Territories Hubspot Sports 93

Alice Heiman

OCTOBER 14, 2020

Let’s take an example straight from sports. The coach sets the strategy and then helps the players understand how to implement it. The manager sets the strategy for the territory and helps the salespeople implement it. What does a great coach do? . A coach takes the team to victory one game at a time.

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

Score More Sales

AUGUST 10, 2012

You can’t look at any of the categories of sport without finding lessons in inspiration, determination, focus, and massive efforts. One business lesson that was revealed by Misty May Trainor’s husband, Matt Trainor (a professional athlete as well) was that Misty and Kerri worked on new communication strategies.

Sports 201

Sports Territories Outbound Engineering 201

Sales Training Connection

JANUARY 31, 2014

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. The second is executing it. ©2014 Sales Momentum® LLC.

Face-to-face 106

Face-to-face B2B Sports Territories 106

Zoominfo

OCTOBER 6, 2020

By splitting your team, you’ve been able to deploy measurable processes to maximize strategies, as well as identify areas for iteration to improve results. . But the team lead role, for my money, is part of the reason we’ve been able to build out a world-class go-to-market strategy. Now, is it perfect? Then again, nothing in sales is.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Zoominfo

OCTOBER 6, 2020

By splitting your team, you’ve been able to deploy measurable processes to maximize strategies, as well as identify areas for iteration to improve results. But the team lead role, for my money, is part of the reason we’ve been able to build out a world-class go-to-market strategy. Now, is it perfect? Then again, nothing in sales is.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Hubspot Sales

MARCH 20, 2020

Just like a sports coach, a sales coach is focused on an individual's development. While building coaching competency, an excellent strategy is to rely on professional coaches and experienced sales reps to augment their managers' coaching capacity. Coaching for Revenue Results. Check out The Ultimate Guide to Sales Coaching.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Hubspot Sales

JANUARY 24, 2018

There are four strategies that’ll help you make small talk in any situation. You don’t want the conversation to devolve into a boring comparison of what you do -- which it quickly will unless you steer toward more interesting territory. Some people could talk about sports all day. Small talk is light, informal conversation.

Conversion 141

Conversion Sports Networking Conference 141

Sales Hacker

JUNE 26, 2019

Below, I’ll share some advanced strategies for building a referral program… how to ask for referrals… who to ask… and more. The strategy behind creating your Referral Machine starts with a very happy end user who doubles as your point of contact at any particular firm. Find the territory within your territory.

Referrals 63

Referrals Face-to-face Territories Networking 63

A Sales Guy

OCTOBER 16, 2012

Like sports, fail in the fourth quarter and that’s it, you’re done. Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. Strategy: If only one effort is going to focus on the new year, then it has to be strategy.

Margin 117

Margin Territories Channels Sports 117

Xactly

AUGUST 30, 2018

Instead, they have to shift their focus to their sales reps–providing effective sales management strategies to promote higher returns on their sales efforts. They should instead take individual personalities and abilities into account and adjust their management strategies according to an individual’s personality.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. But managing our deals, pipelines and territories are much more complex. Increasingly, sales is a collaborative team sport. While some of the vendors would claim it’s important, the goal of CRM is not system utilization.

System 89

System CRM Territories Vendor 89

SBI

OCTOBER 1, 2014

Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. Now you can run exceptional sales contests modeled on fantasty sports. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Xactly

SEPTEMBER 20, 2018

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Felberg enjoy sports, mainly the NFL and loves to ski and camp. Sales planning entails many important factors.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. If you’re inside of a big corporation it’s M&A, strategy, competitive intelligence, investor relations, BD, corp comms.

Hiring 40

Hiring Territories Scale Top of Funnel 40

Tony Hughes

FEBRUARY 21, 2018

Make no mistake, selling is an extreme sport. Revenue itself is a lagging, "rearview" metric, and not one that can be moved by the SVP of Sales barking at the team to walk through the pipeline strategy again each week. Most salespeople have less than 3 on-site meetings in their territory per week. 20% is valuable.

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

Highspot

MAY 8, 2020

From delivering winning doses of inspiration to transforming rookies into all-stars, coaches are a key component of any winning team — and not just in sports. Account or territory planning. Strategy review. Monday check ins/Friday check outs. Role play sessions. Win/loss reviews. Targeted competency workshops. Field ride-alongs.

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

Pipeliner

AUGUST 15, 2018

Make no mistake, selling is an extreme sport. Revenue itself is a lagging, “rearview” metric, and not one that can be moved by the SVP of Sales barking at the team to walk through the pipeline strategy again each week. Most salespeople have less than 3 on-site meetings in their territory per week. 20% is valuable.

Top of Funnel 64

Top of Funnel Distribution Call-back Lead Rank 64

Partners in Excellence

JUNE 7, 2012

So we go into calls unprepared, we don’t know what are the most important next steps in the deal, we don’t take the time to analyze our pipelines, we don’t have territory or account plans. Opportunity/Deal Plans, Pipeline Management, Account/Territory Plans, Sales Call Plans are all forms of Standard Work.

Marketing 90

Marketing Hiring Maximizer Top of Funnel 90

Mindtickle

APRIL 26, 2016

If you have a heroic theme, Snyder suggests, “The keynote speakers are like the personal hero, the sports hero, the military hero. Snyder also notes, “You often see the rumors around, like we’re going to split up territories, these meetings are about dispensing with those rumors and announcing the new.”. Outwit, Outlast, Outplay!”

Hiring 52

Hiring How To Objections Scale 52

Mindtickle

APRIL 26, 2016

If you have a heroic theme, Snyder suggests, “The keynote speakers are like the personal hero, the sports hero, the military hero. Snyder also notes, “You often see the rumors around, like we’re going to split up territories, these meetings are about dispensing with those rumors and announcing the new.”. Outwit, Outlast, Outplay!”

Hiring 52

Hiring How To Objections Scale 52

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well. The school is sending videos.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Zoominfo

AUGUST 12, 2020

Sales is no longer an individual sport. They conduct business in numerous territories and attend conferences, trade shows, and other relevant events. The ultimate goals of channel strategies are to improve communications and product exposure by enabling prospects to discover your brand. Poor clarity for expectations and goals .

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

AUGUST 12, 2020

Sales is no longer an individual sport. They conduct business in numerous territories and attend conferences, trade shows , and other relevant events. The ultimate goals of channel strategies are to improve communications and product exposure by enabling prospects to discover your brand. But it’s not so simple.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

The Pipeline

FEBRUARY 27, 2012

Stored in Attitude , Business Acumen , Communication , Communication Strategy , Marketing , Proactive , Sales 2.0 , Sales Management , Sales Success , Sales eXchange , execution. The first was a sports magazine that was a companion to their TV sport network. Communication Strategy. Sales Strategy. Appointments.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Sales Hacker

APRIL 26, 2019

Or political science, because of the strategy involved in politics.). You can add sports by saying, “I am an avid runner and competitive water skier”, etc. Mention any sales success you have had and how sports relates to it. I tripled the client base in my territory in the first year, yielding revenue gains of over $1.2

Hiring 21

Hiring How To Skype Promotion 21

SaaStr - Sales Strategy

MARCH 12, 2019

Why does Erica believe that enterprise is a “company sport?” But I do want to ask, you said before to me that enterprise is a company sport, each department needs to replatform. If we take those in turn, first, what did you mean by enterprise is a company sport, Erica? Erica Schultz: Yeah that’s a really tricky question.

Scale 81

Scale Enterprise Enterprise Oracle 81

Mindtickle

APRIL 7, 2022

As the enterprise sales director at Splunk, Reid has found a few different leadership strategies that work for him and his team. But pairing that with kind of playing a lot of sports, being competitive, maybe even just a general business interest, I thought that salesman made a ton of sense. Who is Reid Oliver?

Enterprise 52

Enterprise Enterprise Lead Rank Up-Sell 52

Hubspot Sales

NOVEMBER 6, 2019

Your organization needs an effective sales hiring strategy to survive. Previously successful: Has a track record of success, whether in sales or sports, school, another job, etc. Once you’ve built a comprehensive profile of your ideal salesperson, come up with interview strategies to measure each trait in your candidates.

Hiring 73

Hiring Salary Scale Referrals 73

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. Successful sales enablement is a team sport! Here are some common methods: Build a long-term, strategy that includes roles specific tools, processes and scalable, repeatable best practices. Sales Enablement Examples.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Tony Hughes

MARCH 7, 2018

I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. And when I say steal, it's like stealing the ball in sports; it's a fair play. Technology levels the playing field but technology mixed with strategy is unstoppable. Reinvigorated by this article? So what now?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Jeff Shore

NOVEMBER 28, 2018

You know, it’s a team sport. Ignore the, the best, uh, accounts in your territory because they’re cold. It just isn’t a great strategy and I wrote about this on the blog last week or the week before. Um, not a great strategy. Anthony Iannarino: 02:28 Very, very happy with the results. You know it.

Call-back 79

Call-back Hiring Lead Rank Banking 79

Sales Hacker

OCTOBER 21, 2019

I was exposed to so many different companies, people, and strategies. Ultimately I discovered new strategies that totally changed the game — and then I finally wrote the books. I think hope is good for positive thinking, but not as good as a career strategy. It was very different from what I’d anticipated. I don’t hope.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Jeff Shore

SEPTEMBER 12, 2018

I’ve helped boost the performance of teams selling products and services as diverse as complex multi-million dollar communications networks to collectible professional sports memorabilia. I’ve worked with raw technology start-ups and Fortune 1000 companies and everything in between.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65