The Pipeline

JULY 9, 2015

One example is territory optimization, and not just in the traditional sense, but by matching types of buyers with types of sellers. With the right analysis, you can take this to a level of alignment that could more than likely allow you to run leaner, making up for additional costs that have led to traditional territory make ups.

Data 120

Data Hiring Margin Buyer Persona 120

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. While some “leaders” feel hampered by their targeted headcount, feeling that if they are at full count there is little they can do other than train.

Hiring 120

Hiring Sports Sales Talent Territories 120

Steven Rosen

AUGUST 22, 2016

Without strong coaching and training, you are sending a lamb to the wolves. What we saw in 2016 was that: Only 32% of organizations had training to support the transition from sales rep to sales manager. In essence, two-thirds of new sales managers are given no formal support or training. What is their favorite sport/team.

Sales Management 120

Sales Management Promotion Sports Territories 120

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. What is the gold in your territory and your sales plan? This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics.

Sports 201

Sports Territories Outbound Engineering 201

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. learning professionals responsible for sales training, uncovered that coaching is a long-term investment, but there is a payoff.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

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. 7. Leveraging institutional resources – B2B sales is becoming a team sport, the day of the lone wolf is over. The second is executing it.

Face-to-face 106

Face-to-face B2B Sports Territories 106

The Sales Hunter

JANUARY 21, 2014

Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. Men also have a desire to compete, which means a lot of time a conversation in their mind turns into a sporting event where someone will come out a winner and the other a loser.

Hiring 278

Hiring Negotiation Sports Motivation 278

Closer's Coffee

MAY 28, 2019

The role has certainly evolved in these last nine years for me and for the company from the initial focus on training people through our methodology. Now it involves technology, talent assessments, hiring and developing, consulting sales performance, competency design, compensation design, and territory realignment.

Sports 72

Sports Hiring Trends Decision Maker 72

Hubspot Sales

JANUARY 24, 2018

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. There are a few rules of thumb for discussing sports. Small talk topics. Your location or venue. Shows, movies, plays, etc.

Conversion 141

Conversion Sports Networking Conference 141

Pipeliner

MAY 16, 2019

Is it a day off once a month to be able to watch their kids play, prime seats to a sporting event or a concert, a month of meal delivery, or maybe a cleaning service? Take the time to ask what type of rewards would most motivate your current team. The answers are worth their weight in gold.

Hiring 75

Hiring Ideal Customer Profile Journal Motivation 75

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Now you can run exceptional sales contests modeled on fantasty sports. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Training Connection

AUGUST 12, 2011

It’s true in sports; it’s true in leadership and it’s true in selling. In many cases the sales team needs sales skills training to adjust and adapt to selling the new product. As you move from a complex sale at the territorial level to one at the major or global account level, the nature of the sale changes qualitatively.

Hiring 70

Hiring Health Care Sports Sales Qualified Lead 70

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. In the scheme of sales training and sales readiness , coaching lives between sales onboarding and sales training. Account or territory planning. Role play sessions.

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. It could include a spa, a lunch/dinner, treat for them, sporting event tickets, or giving them a day off. And, the more insight they have access to, the better.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Crunchbase

JUNE 18, 2020

A successful sales leader is well versed in all forms of leadership, from business to sports, politics to military, to education and training. This is somewhat unchartered territory for many of the B2B sales leaders (including me), but there are some major influencers who add a lot of value on the platform.

Scale 123

Scale Twitter LinkedIn Video 123

The Brooks Group

FEBRUARY 7, 2016

The struggle for skilled performers to teach others what they know is a phenomenon that is seen both in sports and sales organizations, and can be explained by human psychology : When your performance flows largely outside of your conscious awareness, your memories of what you've done are just not that good.

Promotion 40

Promotion Sales Qualified Lead Sports Coaching 40

Mindtickle

APRIL 26, 2016

Are you reps in need of some motivation after a challenging year, or is training your main focus at the moment? If you have a heroic theme, Snyder suggests, “The keynote speakers are like the personal hero, the sports hero, the military hero. This then opens the way for your reps to focus on the training without fear.

Hiring 52

Hiring How To Objections Scale 52

Mindtickle

APRIL 26, 2016

Are you reps in need of some motivation after a challenging year, or is training your main focus at the moment? If you have a heroic theme, Snyder suggests, “The keynote speakers are like the personal hero, the sports hero, the military hero. This then opens the way for your reps to focus on the training without fear.

Hiring 52

Hiring How To Objections Scale 52

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. Train your new hires to smash their next job. Territory Planning and Territory Creation. Show Agenda and Timestamps.

Hiring 40

Hiring Territories Scale Top of Funnel 40

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

Sales Hacker

JUNE 9, 2020

Taking the right approach to training and coaching. Taking the right approach to training and coaching [28:46]. 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. What You’ll Learn.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Zoominfo

AUGUST 12, 2020

Inadequate training or onboarding processes. But one of the most important parts of training sales professionals is teaching the same sales methodology. One of the best ways to burn out sales reps is inconsistent (or nonexistent) training. One of the best ways to burn out sales reps is inconsistent (or nonexistent) training.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

AUGUST 12, 2020

Inadequate training or onboarding processes Your typical sales onboarding process includes learning team guidelines, utilizing tech stacks, and familiarizing accounts. But one of the most important parts of training sales professionals is teaching the same sales methodology. Sales is no longer an individual sport.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Jonathan Farrington

OCTOBER 5, 2012

All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. You need to calibrate your sales efforts with laser-like precision based on a meticulous analysis of your territory, and the ideal customer profile.

Ideal Customer Profile 34

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 34

Sales Hacker

JANUARY 29, 2019

Build Teams Like a Pro Sports Recruiter. Professional sports organizations think about building their teams in a very specific way. Think about the true value and revenue potential of training salespeople and making them great. But train like crazy. Clarity on territories. Make it fun. Clarity on comp plans.

Hiring 60

Hiring Sports Real Estate Scale 60

The Pipeline

FEBRUARY 27, 2012

The first was a sports magazine that was a companion to their TV sport network. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Sales Hacker Training

APRIL 30, 2018

times more effective at linking sales actions to revenue, 83% more effective at improving productivity using technology, and, 58% more effective at finding, training, and retaining talent. Some will say the it’s training. Successful sales enablement is a team sport! 23% higher lead conversion rate. 2) Key functions.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

LeadFuze

MAY 17, 2021

That turnover costs money in time and training, so make a winning comp plan from the beginning. Reason #4: Inability to include transfers , which have a big impact on every territory, into the monthly reports to reps and daily sales reports to managers. Your job as a sales leader is much like that of a sports franchise general manager.

Compensation 52

Compensation Hiring Incentives Incentive 52

Hubspot Sales

NOVEMBER 6, 2019

Previously successful: Has a track record of success, whether in sales or sports, school, another job, etc. Resume: Look for objective markers of success, like a promotion or membership on a sports team. How territories are allocated. How you approach training. Intelligent: Able to master a subject.

Hiring 73

Hiring Salary Scale Referrals 73

Close.io

AUGUST 28, 2018

This largely confined sales reps to owning specific geographic areas, or territories that they could personally visit and cultivate relationships within over time. The value of that is we could quickly test sub-segments of verticals.” — Joshua Waller, VP of Sales at Blue Star Sports. Why sales productivity tools work so damn well.

Outsourcing Services 91

Outsourcing Services Hiring Call-back Lead Rank 91

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. You are simply getting to know the whales, identifying them before you go after them again. Reinvigorated by this article?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Jeff Shore

SEPTEMBER 12, 2018

More about our guest Andy Paul: I almost didn’t make it past the sales training class in my first job out of college. 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.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65

Sales Hacker

OCTOBER 21, 2019

I had to let go of my well-trained staff and focus on healing. I’ve been in sales for 20+ years between sales leadership and sales training leadership. My greatest achievement has to be supporting a family as a single parent (which included paying for elite sports) while being a professional seller and sales leader.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

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. You just train people that you’re going to go away for 90 days when they ignore you. And I think on the back of a and the strength of your previous books, you must be thrilled with the results. You know it.

Call-back 79

Call-back Hiring Lead Rank Banking 79