Understanding the Sales Force

JANUARY 22, 2013

Consider the following formula: Sports is to Selling as Baseball is to Consultative Selling as Pitching and Defense are to Baseline Selling. Sports and Selling are both professional activities. You can use this free tool to measure the effectiveness of your existing sales process. c) Copyright 2013 Dave Kurlan

Sports 201

Sports Sales Methodology Consultative Selling Video 201

Pointclear

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. The EDGY Strategy. Extreme Behavior.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

No More Cold Calling

MARCH 18, 2014

Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner. However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. Look at Me or Lose Out.

Customer 244

Customer Journal Sports Cold Calling 244

The Pipeline

OCTOBER 1, 2019

I know what you mean when you say to a prospect: “I just need a few minutes” or the popular “I just need a quick 15 minutes.” As soon as you say ‘just’ you’re taking a diminutive and subservient posture, bad form is a sport of peers. Or when you have a prospect on the phone, and you say “I was hoping to set a time…” Hoping?

Objections 291

Objections Sports Up-Sell Buyer 291

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Sales Hunter

JANUARY 4, 2013

The information might be something pertaining to the industry they’re in or economic news or even a sporting event. The options are varied and the beauty is that with search engines, Linkedin and other tools, you can uncover information quickly.

Cold Calling 242

Cold Calling Referrals Sports Engineering 242

Anthony Cole Training

FEBRUARY 27, 2012

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales tools (25). When I played sports, having sales success was the furthest thing from my mind. Ive participated in sports since I was 9 years old. The 8 steps process for prospecting calls.

Hiring 163

Hiring Sports Ideal Customer Profile Webinar Metrics 163

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. The market and out prospects continue to evolve, treating your playbook and process as though they are impervious to change will only lead to more work, and over time diminished results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

No More Cold Calling

MAY 19, 2015

Your birthday, favorite sports team, or hometown could help you seal the deal. The same goes for people with similar political agendas, passions, or hobbies, or who like the same sports teams? Unfortunately, social selling is usually misunderstood as navigating the sales process using only tools like Twitter, Linkedin, or Facebook.

Social Media 120

Social Media Prospecting Sports SAP 120

Sales and Marketing Management

SEPTEMBER 15, 2019

Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. This can be a very powerful approach if combined with the right skill sets, resources and tools.

Sports 184

Sports Call-back Pivotal Intent 184

Zoominfo

SEPTEMBER 10, 2020

Streamlined Prospecting. Additionally, when paired with a CRM platform, your sales dialer can manage each prospect and customer journey across the buying cycle. Everyone knows that sales is a contact sport, and ZoomInfo Engage makes contact easier. That way, they have more time to prospect. a busy signal.

Closing 264

Closing Call-back How To Outbound 264

The Pipeline

NOVEMBER 30, 2021

What’s in their core, amore importantly, what’s at the core for the prospect. With more tools at hand than Batman had on his utility belt, yet he seemed to do better. With more tools at hand than Batman had on his utility belt, yet he seemed to do better. Prospects are no better, playing games, intentionally or not.

Sports 188

Sports Intent B2B Quota 188

SBI

JANUARY 16, 2018

Sales is a sport. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Sales needs the right players, and those players need the right tools. Just as sports has been “ Moneyball-ed “, sales is being scrutinized in new ways to arbitrage the best people and tools.

Sports 139

Sports Analytics Follow-up Tools 139

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. In sports, it is better to look at something better replicates ale than the usual.

Airlines 206

Airlines Sports Health Care Analysis 206

Score More Sales

SEPTEMBER 22, 2013

Always be prospecting. In addition to hearing about the tools her team uses to maximize selling time, she reminded us that a LinkedIn InMail message is 7 times more effective than sending an email message. Steve Richard of Vorsight discussed the prospect universe, showing a great chart with 28 million firms on it.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

Pipeliner

AUGUST 8, 2022

How to Personalize Your Prospecting. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting. What is personalized prospecting? Automation.

Prospecting 92

Prospecting Ideal Customer Profile Sports Social Media 92

Sales 2.0

FEBRUARY 21, 2024

You will likely need to tag your list into sub-lists before you can do any kind of decent job of even the roughest personalization during outreach, for example sending emails that show you know even the slightest thing about your prospect. What spectator sports do they like–sports and teams? What are their vacation habits?

Real Estate 195

Real Estate Sports Segment Outbound 195

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Understanding the Sales Force

SEPTEMBER 23, 2014

I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Nailing down the money they will spend - most proposals and quotes are for amounts that prospects have no intention of spending. They need to shorten the timeline by asking when the prospect would like their problem solved.

Sales Cycle 209

Sales Cycle Proposal Decision Maker Sports 209

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Zoominfo

DECEMBER 20, 2019

Sometimes, prospects will give me their personal email address, after a good phone call, because it will get lost if I email their business account!”. For example, we sell to sales and marketing, so the fiscal calendar year drives decisions for our prospects. For our prospects, an example might be ‘summer slump.’ Seasonality.

B2B 243

B2B Hubspot Marketo Account Based Marketing 243

Zoominfo

AUGUST 11, 2021

It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. Your sales pipeline is perhaps your business’ most critical tool, certainly as far as your bottom line and general decision-making go. Expectations prospects have for your product or service.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Score More Sales

MAY 31, 2012

When are sales teams making time for ongoing, regular learning about some of these topics: Messaging – how well is our message resonating with prospective customers? Prospecting – with our great messaging, how good are we at identifying more probable buyers, rather than long-shot, long-term, “need to educate” future customers?

Sales Coaching 200

Sales Coaching Coaching Lead Rank Ideal Customer Profile 200

Anthony Cole Training

JUNE 14, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales tools (25). But he is arguably the best sports announcer in the business today. Jim decided early on in life - high school and then college- that he wanted to be a sports broadcaster.

Hiring 163

Hiring Ideal Customer Profile Sports Webinar Metrics 163

Score More Sales

JUNE 29, 2012

Sales leadership is a role much like the coach or manager of a professional sports team. They used cloud-based sales tools as tools and understood their lack of value without process, plan and methodology. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

Score More Sales

NOVEMBER 30, 2012

your prospect [helpful, value-added]. You rarely can go wrong with any ONE of these, and if you did the trifecta, well – you could shine this holiday season: THE GIFT OF AN INTRODUCTION (or two) – Who can you connect one of your clients, prospects, or partners to that would help them and their business?

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

Pipeliner

NOVEMBER 17, 2020

Going back half a century or so, it was really only possible for the hunter prospect in person. At the same time, sales letters and prospecting through the mail evolved. My personal sport is swimming. We also connect up through APIs to many other tools that can be used, too. Sure, there are the champions.

Tools 98

Tools Sales Qualified Lead Quota Pipeline 98

Sales Hacker

NOVEMBER 17, 2020

3 Ways to Engage Prospects and Move Deals Forward. Many people forget that selling is a team sport, especially where BDRs are concerned. That’s why, with my team, I start each week with a TONE meeting , which stands for: Targets: Where do you currently stand with prospects? Here’s how we did it. Set the TONE for the Week Ahead.

Prospecting 108

Prospecting CRM Analytics Sports 108

Anthony Cole Training

JUNE 6, 2012

He talked about how selling is very similar to sports in many ways except one and that is that in selling there is not contractual agreement that the prospect has to show up to compete. It is the sales persons responsibility to put themselves in a position to be in front of the prospect. Free pre hire assessment tool

Hiring 176

Hiring Ideal Customer Profile Exact Sports 176

Vengreso

JUNE 27, 2019

If you’ve listened to my show at all, you’ll know my opinion on cold sales prospecting. You should always reach out to warm prospects. My guest on this episode of #SellingWithSocial is Shawn Finder, a former semi-pro tennis player and the founder and CEO of Autoklose, an email automation tool. You shouldn’t do it.

Conversion 101

Conversion Prospecting Real Estate Decision Maker 101

A Sales Guy

FEBRUARY 20, 2019

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility.

Sports 150

Sports Face-to-face Influencer Quota 150

Zoominfo

SEPTEMBER 18, 2018

Example : A prospect fills out a form on a landing page for a new security software. Yet, the prospect immediately starts to see ads for that product when scrolling through their personal Instagram feed. Annoyed with the constant contact, the prospect leaves a negative comment on the brand’s social media pages.

Marketing 206

Marketing Demographics Campaigns Social Media 206

Jeffrey Gitomer

JANUARY 15, 2019

Being memorable is creating a vivid image in the mind of the prospect that distinguishes you from others. Does your prospect or customer talk about you when you're gone? In order to be memorable, you need personal information from your prospect or customer. Favorite sports teams. The tools to be used. which one?).

Sports 177

Sports Call-back Networking Follow-up 177

Hubspot Sales

MARCH 23, 2018

Just like sports, the use of science to develop elite performers also applies in sales. In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). Make it About You Too.

Call-back 145

Call-back Ideal Customer Profile Sports Hotels 145

A Sales Guy

JULY 30, 2019

Too much reliance on selling tools. Little respect for prospects and buyers time. Sales is not a selling sport or a commission sport or a telling game. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Not enough training in the industry/space. Not enough humility.

Sports 85

Sports Influencer Commission Buyer 85

No More Cold Calling

JUNE 21, 2012

It’s time to get your sales prospects on base. It’s probably the only sport where you can be 30 percent successful and still be considered a star with a multimillion-dollar contract. Up your hitting average through referrals, and up your sales game for a winning season. Baseball season is in full swing here in the United States.

Referrals 176

Referrals How To Sports Analysis 176