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'Several years ago, a video with Allan Iverson (then with the Philadelphia 76ers) went viral. Apparently, there was a problem between him and his coach Larry Brown about a practice session that Iverson missed. When questioned about it by the press, Iverson goes on and on and on (see video ) about practice. Switching sports – let’s talk baseball. Teams are now reporting for spring training in various locations in Florida and Arizona.
'It takes some serious cojones to walk away from a deal or to stop pursuing a deal in the early stages. As sales people we see everything as an opportunity AND it feels like we’re leaving money on the table when we do. Let’s face it, leads that turn into opportunities are valuable and walking away means we have to go get a new one and who knows when and if that will come.
You probably know by now that an effective, well maintained social media presence can boost your property's SEO efforts, but chances are you may not have thought about things from the other angle.
'I once spoke with a regional president of a bank that did not believe that selling is like a game. I am not one to argue. However, as I consider his comment, I still believe two things: 1) Selling really IS very much like a game and 2) People ought to be able to defend their answers. I don’t care how they do it as long as they defending their position with more than just saying, “I don’t believe…”.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
'Numbers measure sales success. (Success, What is the Standard) ? It could actually be several different numbers, but usually one stands out from all the rest and that number is the production/sales/revenue/ commission number. How do you compare numbers to determine your success as measured against others? This is a great question…but it doesn’t have a clear answer because the numbers are relative.
'Linda and I have known each other for 30 years. This November, we will have been married for 29 of those years. Over the years, I have claimed that this was the best sale I ever made. I had competition, I had a reluctant prospect, and my value proposition was shaky at best. But, I did have Desire to Succeed, Commitment to do everything possible to Succeed, and I took Responsibility for all outcomes.
'What is the true secret to killing quota? It’s not goal setting, it’s not more calls, or a better product. It’s not good coaching or hiring the best sales team. While all these things are at the core, and without a doubt critical. The most valuable part of success and crushing quota is in the monitoring. Ideas, strategies, regulations, goals, objectives are all fine and dandy, but in the end they are useless without the monitoring for success.
'What is the true secret to killing quota? It’s not goal setting, it’s not more calls, or a better product. It’s not good coaching or hiring the best sales team. While all these things are at the core, and without a doubt critical. The most valuable part of success and crushing quota is in the monitoring. Ideas, strategies, regulations, goals, objectives are all fine and dandy, but in the end they are useless without the monitoring for success.
'The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Here are four advantages of having marketing own the inside sales function, followed by four reasons why it might not work.
'Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world. Unfortunately, despite everyones best intentions, unless you are at the very end of the sales cycle and everything has been completed, this is a fruitless questions, with a very low probability of bei
'Three centuries ago, Sir Isaac Newton formulated three physical laws of motion that describe the relationships between two objects, and the forces acting upon those objects, and the resultant motions in response to those forces. The third of Newton’s laws says this: “When one body exerts a force on a second body, the second body simultaneously exerts a force equal in magnitude and opposite in direction to that of the first body.” In other words, for every action, there is an e
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
'This is the most CREATIVE wedding photo EVER! Think about what frame of mind the photographer Quinn Miller had to be operating from to stage this picture. Think about how he looks at weddings and how he sees the experience. Quinn looks at wedding photography completely different than everyone else and he is winning because of it. Is it daring? You bet your ass.
'Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and hooking the fish feels like the hardest part. The problem is, prospecting is just the beginning and too often we don’t spend as much time thinking about how we’re going to close or win the deal (land the fish)– and that’s where deal strategy comes in.
'We’re told to go find our customers problems and solve them. Easy enough, right? Well, not exactly. There are a lot different types of problems and not all problems are equal. And if we target the wrong problem the sales cycle will be long, arduous and susceptible to the competition. The two most common problems I see sales people get tripped up with are technical problems and business problems.
'Our industry does not respect tradition — it only respects innovation. Satya Nadella Microsoft’s new CEO. I think a lot of companies could benefit from this perspective, including their sales organizations.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
'I get asked a lot about great sites and resources for sales people and sales leaders. The challenge to answering that is there are a lot of resources I use. My Feedly app is packed with hundreds of blogs and sites I follow and read regularly. With that said, there is a great resource I use to get a sales fix of great blog posts and articles from all of the web.
'is a hair. The difference between first and second in the women’s downhill in Sochi was less than a hair. It was a tie. Third place was one tenth of a second slower. The difference between first and eighth was less than one second. Going as fast as 80 miles an hour for 1 minute and 42 seconds, winning or losing comes down to just tenths of second.
'Brad Feld had a killer post the other day called; I Invest in CEO’s who are Learning Machines. In it he talks about the type of CEO’s he likes to work with and invests in. Brad calls out a number of CEO’s he works with, CEO’s of The Foundry Group’s portfolio companies and what he likes about working with them; I’m regularly blown away by these two guys ability to collect new information, process it, and learn from it.
'Sales is all about getting someone’s attention. If you get their attention, you get their time. You get their time and you’re more than half way to the sale. You can get attention through pomp and circumstance, shiny objects and by yelling and screaming. You can also get attention by being just plain persistent, continually interrupting until the other side gives in.
The race to 100% digital is on. With the restaurant industry still in the early innings of its digital transformation, brands need an airtight strategy when it comes to building out their tech stack. Download the buyer’s guide to learn where to prioritize your efforts and get the most out of every investment.
'So while skiing in Japan last week, I spent time following my buddy and bad ass skier Shannon. Shannon is an amazing skier. He skis like I want to ski. He shreds the bumps, hits killer air, and is technically sound. He’s always in the right position and has some of the quickest, most responsive skis you’ll ever see in an amateur. Following him around for 7 days did amazing things for my skiing.
'The powder was amazing, up to my waist at times. (and yes that’s my pink hat and goggles). I’m back. Skiing in Japan was an amazing experience, but I almost missed it. It took me almost the entire time to “get it”, to get the experience that is skiing in Niseko Japan. I ski Vail 40 plus days a year. Therefore, I had a preconceived notion of what skiing was and should be and it was nothing like Niseko.
'Everyone sits around, thumbing through their smartphones, puts the call on mute and checks their Facebook page, or for the unlucky few who have to sit in the room for the entire event, pretend they’re engaged until it’s their turn to go through the pipeline. We’ve all sat through them, the dreaded pipeline meeting, usually happening 8:00 sharp on Monday mornings.
'Michaela Shiffrin won gold in the slalom in Sochi today. Michaela is only 18 and is the best slalom skier in the world. Yes, I said the best in the world at only 18. That’s just sick! On the back of this prodigy’s helmet is a small acronym, “a.b.f.t.t.b.” Always be faster than the boys. As a father of 3 girls I get the significance of this slogan.
Escape into a world of luxury and dive into the future of tech, fun takes on the American pastime, and many inspirational individuals. With engaging reports on fashion, food, travel, finance, sports, and more, download now and enjoy the read!
Your website is your vehicle to showcase your property. It's likely to form your guests' first impression of your business and has the power to drive more bookings than any other component of your online campaign.
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Just a few years ago, search engine optimization and blogging were two very separate spheres of marketing -all that link building and keyword research seemed a world away from the more creatively driven nature of the blogosphere.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
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