Anthony Cole Training

APRIL 8, 2014

And, even though I use a lot of sports analogies, I rarely use sport stories or examples in my blog post or Sales Brew Newsletters. They turned it up a notch and just refused to lose. Defend the territory – If you watch an animal defend its territory, then you get the feel for what the UConn defense was like.

Sell 151

Sell Territory Sports Gaming 151

Gong.io

FEBRUARY 12, 2022

Our customer base of sales leaders from various industries also happens to love sports. These people are competitive by nature and many are passionate sports fans. A national spot at the game can cost anywhere from 5M up, but that is a national media buy. What about the cost? Advertising at the game is prohibitively expensive.

Gaming 62

Gaming Sports Territory Entertainment 62

Salesforce

JULY 15, 2022

This year was no exception — online sales for brands and retailers selling directly through their own sites grew by 8% on Tuesday and Wednesday during the second week of July compared to the same two-day period in July 2021. Global discount rates averaged 16% during this two-day period, up 7% compared to the first half of 2022.

Retail 98

Retail Territory Price Angle 98

Salesmate

AUGUST 18, 2021

So, this week, I’ve taken up to busting another myth with the help of industry experts! . Sales is definitely a contact sport where success is obtained not just in the first outreach, but in the follow-up. . You can‘t keep making calls without putting thought into how the call impacts your leads and potential prospects.

Cold Call 135

Cold Call Pitch Technique Appointment 135

Gong.io

NOVEMBER 9, 2020

He would drive around the LA area, visiting doctors’ offices, hoping to sell them medical equipment. Those relationships are centered around common interests like hobbies, sports, food preferences, shared opinions, and content you consume. But Gong can pick up on anything and everything. Follow me to read upcoming research.

Trust 118

Trust Commission Territory Sports 118

Hubspot

AUGUST 27, 2020

When you go to the sneakers section of a store like Foot Locker or Dick’s Sporting Goods, Nike consistently takes up a large portion of the space. You sell products or services that are already established within the industry. As you move right and up on this matrix, the growth strategies become riskier for businesses.

Territory 101

Territory Campaign Growth Sports 101

Martech

OCTOBER 20, 2021

Nothing makes the case for a CDP like a complex web of streaming TV channels, especially if it’s serving different types of content to users in different regions, with different interests and speaking different languages. Sports, for example, is mainly behind the SVOD paywall.

Sports 106

Sports Networking User Experience Appointment 106

Pointclear

MAY 14, 2018

Momentum in sales and sports is a strange phenomenon. In sports, all sorts of issues are blamed when teams suddenly stop winning. Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. An example is transferring one rep to fill another open or new territory.

Territory 49

Territory Quota Sports Sales 49

Salesforce

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Let’s see how to make prospecting a science instead — less like drilling for oil and more like filling up on gas. Let’s see how to make prospecting a science instead — less like drilling for oil and more like filling up on gas.

Prospecting 69

Prospecting Sales Follow-up Pitch 69

Eliminate Your Competition

DECEMBER 7, 2020

as they sell to Glue Works, Inc. Each week, these individual salespeople present the status of their territories to their managers. We will focus on their discussions of selling to Glue Works. Amy Gatherer meets with her manager every Monday morning, and the subject of Glue Works comes up weekly.

Consult 52

Consult Territory Appointment Sports 52

A Sales Guy

OCTOBER 16, 2012

Like sports, fail in the fourth quarter and that’s it, you’re done. I recall one particular 4th quarter when I was a Regional V.P. Are the territories aligned properly? Do the territories need to be redrawn? Is the sales team selling at its optimal capacity? There are no more chances.

Territory 117

Territory Sales Sports Legal 117

Sales Hacker

JUNE 26, 2019

But it’s important to understand… This machine isn’t an automated email sequence or follow-up process. Of course, the number of categories depends on the product you sell. Search for “Networking Group *insert city you work in*” Click through the results that show up first on your search engine.

Referrals 64

Referrals Gaming Territory Cold Call 64

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

Hubspot

JANUARY 21, 2019

One of its most successful tactics is to host extreme sports events all over the world. And while we were getting our hands dirty with a Boston creme (or two) here in the states, Dunkin Donuts China was serving up a fresh batch of dry pork and seaweed donuts. In case you missed it, National Donut Day was last June.

Territory 101

Territory Trust Hospitality Campaign 101

Lead Fuze

JUNE 26, 2023

Moreover, they ensure that the information provided is accurate and up-to-date, which is crucial in the dynamic travel industry. Whether you’re catering to art enthusiasts with curated museum tours or adrenaline junkies with extreme sports adventures, these specialized offerings can make your agency stand out from competitors.

Niche 52

Niche Referrals User Experience Promote 52

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. This question comes up a lot when I’m talking with both sales leaders and salespeople. I find that interesting since the question comes up a lot.

Negotiate 111

Negotiate Territory Drivers/motivators Sports 111

Hubspot

JULY 23, 2019

And, if you do end up joining a hot new social channel early on, you may have more time to pick up on what promotional really content works there. This will put you ahead of competitors that launch their accounts later and might struggle to come up with creative post ideas. But, like Musical.ly playing in the background.

Entertainment 101

Entertainment Launch Gaming Sports 101

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. Sales people can make the compliance needle go up–simply by logging on and doing nothing. The next step on a deal, something I have to complete, a follow up. But managing our deals, pipelines and territories are much more complex.

CRM 90

CRM Territory Cross-sell Sports 90

Outreach

APRIL 15, 2020

It was a Thursday morning in early March and I was wrapping up a forecast review via Zoom with one of my account executives. Morning Coffee: daily standups with the team, special guests (our COO, CEO, Regional VPs, etc.). Ironically, I was working from home that day, but little did I know this was about to become the new normal.

Objectives and Key Results 52

Objectives and Key Results Angle Consult Territory 52

Lead Fuze

DECEMBER 1, 2021

So first let’s take a look at what kind of message to send in an initial cold email outreach and then we’ll talk about how to follow up after that. He said that when it comes to the trade between vendors in different industries and regions, 28% is triggered by changing account managers. Follow-up Content.

Prospecting 52

Prospecting Follow-up Contact Territory 52

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

NOVEMBER 16, 2020

Andy MacMillan: I spent five years at Oracle in the Fusion Middleware Group, working in Thomas Kurian’s org and ended up hopping over to Salesforce to learn the SaaS business model and ran a business inside of Salesforce for a while. An edge case, somebody in marketing that might want to look up customers or whatever.

Pipeline 79

Pipeline Territory Price Product 79

Lead Fuze

DECEMBER 31, 2021

Remember these guys are going to be the first ones to be hung-up on, cursed at, and berated. When passion comes into their voice and they start getting charged up telling me about it, that is the moment I know I want them on my team. Conversely if they cant sell you on something they love, how can they sell a prospect on your offering?

Sales 52

Sales Drivers/motivators Represent Networking 52

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. Speaker | Sales Trainer | Best-Selling Author | CE Curriculum Developer | Sales Skills that get Results! Mike Weinberg is the Consultant, Speaker & the Author of the best-selling book named “New Sales. Steli Efti.

Inside sales 76

Inside sales Consult Cold Call Sales 76

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. But just as a great rep is taught how to sell, anyone can become a great sales coach — they just have to learn how. Role play sessions.

Technique 78

Technique Sales Negotiate Quota 78

Heinz Marketing

MARCH 29, 2021

A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever. Look, lazy selling in person would translate the lazy selling via Zoom if you just did some of the same stuff.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Partners in Excellence

JUNE 7, 2012

Imagine the impact of being able to free up just 10% of a sales person’s time. Fewer people, the same amount of work, guess who picks up the slack—sales–sales wants to keep the customers happy, to get things done. As organizations are down sized and jobs are eliminated, we fail look at the work that remains.

Territory 91

Territory Sales Manufacturing Objectives and Key Results 91

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. Speaker | Sales Trainer | Best-Selling Author | CE Curriculum Developer | Sales Skills that get Results! Mike Weinberg is the Consultant, Speaker & the Author of the best-selling book named “New Sales. Steli Efti.

Inside sales 52

Inside sales Consult Cold Call Sales 52

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Avention gives you the most up-to-date, most accessible, and most comprehensive information. Accelerate Sales Ramp Up. Act-On Software.

Drivers/motivators 55

Drivers/motivators CRM Territory Sports 55

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. Finally convinced our CEO to give me a sales territory because I was determined to go do this thing.

Finance 78

Finance X-functional Pipeline Territory 78

Sales Hacker

JUNE 16, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn’s sales navigator is a relationship-based digital selling tool that’s designed to help you do just that. Very obviously on a societal level our society screwed up. Really bad. 10 times as much.

Trust 99

Trust Government Strategic planning Hospitality 99

Hubspot

JUNE 18, 2012

With over 2 billion searches a day, your customers are probably "Googling" something for which you want to show up. Read on to learn everything you need to know about setting up a Google AdWords campaign! For example, say your company sells solar powered tractors, but your customers tend to refer to them as "eco friendly tractors."

Campaign 77

Campaign CTR Networking Click Through Rate 77

ConversionXL

JANUARY 28, 2013

While that analysis was done ~5 years ago and the average level of website usability has gone up since then, the point remains valid. They ended up giving totally random and useless feedback. ( You want to test if your copy and layout work for the people you’re actually trying to sell to. Might not be your target market.

Conversion 106

Conversion A/B testing Price User Experience 106

Salesforce

NOVEMBER 15, 2023

Think of sales management like a sports team. Have you ever heard of a top-ranked sports team without a coach? Reach a new level of sales efficiency Learn how Sales Performance Management helps you divvy up resources and make reps more productive in the field. Of course not. The result? Learn more What is sales management?

Objectives and Key Results 111

Objectives and Key Results Sales Technique Inside sales 111

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. It was an inside sales team calling on all regions around the world. Enterprise is a company sport.

Cross-sell 70

Cross-sell Technology Technology Retail 70

Sales Hacker

APRIL 26, 2019

Chances are, you went beyond just “answering questions” if you ended up getting the job. Sell me this pen. For instance, you can say, “I’m from a family of driven entrepreneurs who taught me to go after what I want, and to never give up. You can add sports by saying, “I am an avid runner and competitive water skier”, etc.

Sales 21

Sales Drivers/motivators Promote Up-sell 21

Heinz Marketing

JUNE 18, 2018

I am also an advisor to innovative start up companies. But I would say, particularly in marketing that, marketing is fundamentally a team sport. But what it was, was a clear message that if you were doing something that somehow correlated to sales and helping us be successful, then you need to re-think what you’re up to.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41