Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Most sales training is product-focused instead of sales development.

Sports 194

Sports Analysis Outbound Examples 194

Pointclear

JUNE 11, 2013

Typically, spectators regard track and field as an individual sport; however, in the relay races we experience how those individual talents combine to create exciting and victorious team efforts. The training for relays initially focuses on building the individual runner’s abilities. Analysis, Coaching, and Adjustment.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Anthony Cole Training

FEBRUARY 27, 2012

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

Hiring 163

Hiring Sports Ideal Customer Profile Webinar Metrics 163

Score More Sales

AUGUST 30, 2012

The sports analogy I like to use is that it’s about blocking and tackling – the fundamentals that seem to trip up otherwise smart sales people time and time again. Mike actually offers 16 reasons why salespeople fail at prospecting. Mike has written a book about the basics. But there is hope. That’s what Mike did.

Prospecting 146

Prospecting Hiring Sports Cold Calling 146

The Sales Hunter

JANUARY 21, 2014

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. Prospecting is a very interesting situation. What is interesting is I notice how women are able to get out of prospects information that men can’t get.

Hiring 278

Hiring Negotiation Sports Motivation 278

Understanding the Sales Force

JANUARY 14, 2014

This also had a math equation within it: Sports is to Selling as Baseball is to Consultative Selling as Pitching and Defense are to Baseline Selling. At this point, you should begin to see two clear themes: Sales Methodology is all about the conversation between the salesperson and the prospect.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

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. Planning Versus Strategy. Thinking ahead provides you with a great advantage.

Sports 184

Sports Call-back Pivotal Intent 184

Sales and Marketing Management

JUNE 3, 2019

When it comes to hiring, training, managing and coaching salespeople, there is actually a formula for success with some science behind it. They recognize that time is too precious to spend with indifferent prospects and instead invest their time with people who clearly want or need the product. The Value of Predictive Analytics.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

The Pipeline

JUNE 25, 2015

How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? What I am talking about specifically is prospecting, especially for buyers in the deep sea of Status Quo. This why sales people hate telephone prospecting, high rate of rejection, low rate of success.

Prospecting 120

Prospecting Call-back Sports Proposal 120

Score More Sales

MAY 31, 2012

Most sellers have little time for training, and when they do, it seems that product training takes center stage. After that, it is company process training – meaning more about the internal workings of how orders flow through the organization than even close analysis of the key steps within sales for a predictable process to happen.

Sales Coaching 200

Sales Coaching Coaching Lead Rank Ideal Customer Profile 200

Anthony Cole Training

SEPTEMBER 24, 2014

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. I love to cook (and eat) and I love selling and coaching sales management. They all fall off the wagon.

Sales Management 197

Sales Management Sports Motivation Coaching 197

Understanding the Sales Force

JANUARY 22, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. If we refer to baseball, the best sport for sales analogies, there''s a word that ball players and managers use quite often: Execute. You could substitute most any sport and the dialog would be similar.

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

The Pipeline

NOVEMBER 30, 2021

I often see it in a different form while training, people who put in just enough. What’s in their core, amore importantly, what’s at the core for the prospect. It is not a lack of ability, they are educated, trained, and enabled for success. Prospects are no better, playing games, intentionally or not. What’s At The Core?

Sports 188

Sports Intent B2B Quota 188

Smooth Sale

SEPTEMBER 19, 2022

Attract the Right Job Or Clientele: Do You Realize the Commonalities Between Sports and Effective Selling? Competitiveness applies to sports and sales; however, the ‘Commonalities between sports and effective selling’ offers much more. Your Story: Commonalities Between Sports and Effective Selling.

Sports 78

Sports Hiring Lead Rank Competition 78

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

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

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

Anthony Cole Training

JUNE 14, 2011

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

Hiring 163

Hiring Ideal Customer Profile Sports Webinar Metrics 163

MTD Sales Training

APRIL 12, 2020

When I work from home I work out of my home office and there’s lots of movie and sport memorabilia on the wall. If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. We run a LIVE webinar training event on how to hold interactive online meetings and webinars.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

The Sales Hunter

SEPTEMBER 20, 2019

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Also, sales is a team sport; it’s not a solo activity. This is where the team sport of selling comes into play.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

No More Cold Calling

AUGUST 17, 2017

Why some of us can learn languages easily and yet others can pick up any sport and excel.”. Want your account based sales reps to devour information and training, and to have passion for growing their skill sets? Yes, sales teams need multi-threaded approaches to reach prospecting targets. Ask them how they prefer to learn.

Account 291

Account Video Cold Calling Webinar Metrics 291

MTD Sales Training

SEPTEMBER 28, 2017

Here are ten alternatives that will drive interest in you and your products: 1) Write and share informative content that helps prospective customers solve their business problems. 6) Become an expert in a niche area that will make you become valuable to your prospects and clients. Record it and send the link out to prospects.

Cold Calling 169

Cold Calling Ideal Customer Profile Decision Maker Face-to-face 169

Sales and Marketing Management

MARCH 23, 2020

It might be prospecting activity, learning or investing in key relationships. That’s for sports. Illig helps to train, consult and coach leaders at Fortune 500 companies on how to win more profitable business and build sales cultures that win. Plan these important activities for every week and stick to the plan.

Real Estate 320

Real Estate Webinar Metrics Intent Face-to-face 320

Score More Sales

SEPTEMBER 3, 2012

Just like professional sports, there are jobs on the line for sales leaders (coaches) and individual contributors (players) if they don’t hit promised and forecasted numbers. Make sure you have enough prospects so that you are not desperate to try to close the only opportunities you have. Give it a try!

Sports 208

Sports B2B Commission Distribution 208

Anthony Cole Training

MARCH 24, 2014

I don’t mean that you have to fawn over them because they prospected. That’s like passing out participation trophies in youth sports (you don’t want to get me started on THAT discussion.). Talking about results only when positive results aren’t there. Create opportunities to recognize success.

Motivation 218

Motivation Hiring Sports Compensation 218

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. prospecting. sales training. training tip.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Score More Sales

SEPTEMBER 22, 2013

Always be prospecting. Steve Richard of Vorsight discussed the prospect universe, showing a great chart with 28 million firms on it. Ralph Barsi of InsideView gave a great presentation 7 Sales Tips for Prospecting. Trish Bertuzzi moderated as we debated sales onboarding / training, lead qualification, and about closing deals.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. Effective cold email outreach means find something your prospect values – and something you have in common. It’s time to get personal.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

The Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. Now, go back and look at your list of customers and prospects again. Sales is not a solo activity; sales is a team sport, and that means having quality connection with everyone you interact with. Sales Motivation Blog.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Rank 297

Score More Sales

JUNE 9, 2014

Have you ever been to a sports event where the hometown fans “boo” one of its own players? The bottom line on this is that when you are a human dealing with humans all day and working to earn conversations with prospective buyers, you need to feel confident, committed, and appreciated. ” He’s right.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. All I had to do to be successful was guide prospects through how to improve their marketing efforts. Sales managers are like professional sports coaches," says Andrew Quinn, HubSpot's VP of Sales Enablement and Productivity.

Hiring 108

Hiring Training Hubspot How To 108

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

Anthony Iannarino

AUGUST 19, 2019

Sales Managers and Sales Leaders often complain about the lack of effectiveness of their effort to train their salespeople. They say, “We tried this training, and it didn’t work.” The very statement elucidates the likely reasons the training was not useful for them while working very well for others. Development is different.

Training 92

Training Sports Retention Course 92

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. Just as sports has been “ Moneyball-ed “, sales is being scrutinized in new ways to arbitrage the best people and tools. Think about it. Who are the sales MVPs? Do you have the right equipment?

Sports 139

Sports Analytics Follow-up Tools 139

Anthony Cole Training

SEPTEMBER 22, 2010

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181