Proof of the Pudding’s Post

Have you ever felt the rush of a perfectly executed handoff in a relay race? It's a feeling that takes me back to my high school track days, where passing the baton to a teammate was more than just a physical act—it was a synchronized dance of roles, timing, and trust. This seamless exchange reminds me of the intricacies of sales, particularly how a lead transitions from a Sales Development Representative (SDR) to an Account Executive (AE). Like runners in a relay, both parties must be in sync, speaking the same language and moving together stride for stride. In sports and sales alike, success hinges on understanding your role and that of your teammate, as well as mastering timing and placement. It's about more than just passing a baton or a lead—it's about fostering a sense of unity and collaboration that drives towards a common goal. As someone who's passionate about both sports and sales, I find these parallels fascinating. Today marks my first, and perhaps only, Ted Talk, and I'm grateful for you joining. 😁 #sales #leads #hothandoff #running Kris Urfer Erik Rekdal

I referee 5 to 6 soccer games every weekend. It's given me a whole new appreciation for the sport. I think that would happen too if we reversed GTM roles. Imagine ↓ If a SE became an AE: They would understand the constant pressure of driving an opportunity forward. If an AE became a SE: They would see the pain they go through to conduct deep discovery. If a SE became a CSM: They would witness just how much it takes to accompany a customer along their journey. (And vice versa) Walk in someone else's shoes. Uncover more respect. P.S: What role would you want to trade for a day? 

PGA of America Execusearch, please start looking out for PGA of America Members, the owners of the PGA of America. Questions they need answered before they agree to take a position: - How many assistants are on staff? - Is there a shop manager? - Are there shop attendants? - Are there starters? - Are there bagroom attendants? - Are there cart attendants? - Are there golf instructors on staff? - Are there course rangers? - Are there driving range attendants? Is this position and other golf staff positions paid fair wages when compared to similar clubs in the area? Is the person this position reports to okay with a delegation style of management, or is a hands-on approach preferable? You can state a compensation number for a position, but without the above questions answered, that job (like all the others PGA of America Execusearch posts) could be a nightmare or a dream. Is there a performance improvement plan policy in place? To prevent this position and other positions on the golf staff from being terminated without cause, which happens far too often in the golf industry? The PGA of America Members pay you and other Career Service Consultants well. Who holds PGA Career Service Consultants accountable? How are they held accountable? What KPIs must they meet or exceed on a weekly basis? Monthly basis? Annual basis? The PGA of America is not the federal government operating off a bottomless pit of taxpayer dollars. The revenue acquired from the PGA Championship and Ryder Cup is nice, but it should not be wasted. Honestly, why even have PGA Execusearch since there are so many companies in the industry that provide the same services.

Slingin’ Beer On the Golf Course As a business leader, I love the email below! I’m so proud of my associate Marci Lucas! It was almost 6 years to the date when we re-connected. Marci worked with a client and participated in our sales development program in 1999. Six years ago, I was playing golf with a business colleague, and on hole number 4, the cart person rolled up and kinda skidded sideways on the wet pavement. She was so cool in her upscale golf attire and mirrored aviators. “Need anything, gentlemen?” I knew, I knew her from somewhere. I said, hey, I know you, but I can’t remember from where. She said, keep talking, I know that voice. (Like I always say, I have a great face for radio). In sync, I said, Marci Lucas VYP 1999, you were the best student I ever had. She said, Rocky LaGrone, you were our sales trainer in 1999. “It’s so good to see you. What are you doing these days?” I asked. In her candid, confident tone, she replies, “Slinging beer on the golf course. What does it look like?” Of course, I had to ask, “What would you like to be doing? Her answer was perfect. I’d like to put my kids on the bus, then come home and work and make a good deal of money, then go get my kids off the bus and enjoy my family. So we planned a lunch and the rest is history! Here is the email I received last week: From: XX Date: Thursday, July 18, 2024 at 1:13 PM To: Marci Lucas <Marci@salesdevelopmentexpert.com> Subject: Call Hello Marci,   I hope the rest of your week is going well. I wanted to reach out sooner but well you know…. It has been a week. You are such a doll, and it was my pleasure getting to chat with you. I am looking forward to working with you on this project and learning more about SHARK and the hiring process as we start to recruit for our Director of Sales position. As you know I could have probably stayed on teams with you and chatted for hours. Thank you for making this process as smooth as possible for someone like me with zero sales experience.    Thank you for the kind words to the team on the call on Tuesday. I appreciate that so much. If you need anything at all from myself or Sam just let us know. I hope you enjoy the rest of your week and have a great weekend.    Sincerely,  Client X Human Resources I can’t thank you enough Marci! Work is so much more fun with you on the team. Not to mention, we are so much more effective! I hope you decide to stay for another 16 years!

We would like to extend a warm welcome to our newest team member, Kieran Muldoon. Kieran has bags of experience in both the B2C and B2B space, and from his first day here at #RtM he gelled with our team dynamic and has since got off to a great start! 🙌 We asked Kieran some quick-fire questions to get to know him a bit more... Q: When you were a kid, what did you want to be when you grew up? A: Golfer. Q: What was your first paying job? A: Greenkeeper. Q: What attracted you to RtM? A: The culture within the business. Q: What three items would you take with you to a deserted island? A: Three cases of Tennents! Q: Do you have any hidden talents or hobbies? A: Golf/Football. Q: What motivates you at work? A: To be the best I can be at all times. Q: What’s a skill you’d like to improve on? A: Not necessarily an improvement but would like to start playing more golf. Q: What’s the best concert you’ve been to? A: Oasis at Murrayfield. Q: What’s your most-used productivity hack? A: Have a clear plan for the day/To do list. Q: Now that you are not a kid – and not a golfer – what excites you most about working at RtM? A: Settling into the role and growing with the business! Welcome to RtM, Kieran! 🤝 #RtM #RoutetoMarket #Sales #Marketing #BusinessDevelopment #DemandGeneration #LeadGeneration

What separates top sport sales professionals from the pack? 🌟 - The goal is not to aim for a transaction after an interaction - Instead, it's about fostering an interaction after a transaction Make the shift from transactional to relationship-based sales for lasting connections. 🤝🏾 #salesdevelopment #Sales #sportscareers

For anyone who isn't a golf fan, the lady in this photo is English professional golfer Charley Hull... As we watch Charley represent her country with incredible skill and determination at the Olympics, we are reminded of the vital importance of teamwork, both in sports and in sales. 🏌♀️ Just like in golf, where every swing and putt can make a difference, our sales teams need to work in perfect harmony to achieve success. Here’s how Charley Hull’s Olympic journey inspires us to align and strengthen our sales teams... 🏆 Unified Goals: Charley’s dedication to her sport shows us the power of having a clear and unified goal. In sales, setting common objectives ensures everyone is working towards the same targets. 🎯 Communication: On the golf course, effective communication with coaches and teammates is key. Similarly, in sales, open communication helps identify challenges early and find solutions quickly. 🗣💬 Support and Trust: Charley’s performance is backed by a team that believes in her potential. When sales teams trust and support each other, they build a resilient network that can weather any storm. 🤝💪 Continuous Improvement: Just as athletes continuously refine their skills, sales teams should always look for ways to improve through training and feedback. 📈🔄 Celebrating Wins Together: Every victory in sports is a team effort, celebrated by all. In sales, celebrating successes together boosts morale and fosters a culture of collaboration. 🎉🏆 As we cheer for Charley and all the athletes making their mark at the Olympics, let’s bring that same spirit of teamwork and dedication into our sales teams.🏌♀ Thanks for the great photo Matthew Naunton! 📷 #sales #salestransformation #b2bsales #salesstrategy #salesmethodology #salesenablement #salesops #revops #salescoaching #salestraining #salesgrowth #mindset #growth #salesoperations #salesai #salestools #crm

Ahhh. The Masters. If you have ever walked around Augusta National Golf Club, you get it. Not sure there is a more surreal moment than being there for the first time. As one friend put it, it is one of the few things in life that actually exceeds expectations. I always watched The Masters with my dad. And to him, and me, the ceremonial first shots were something to behold, The best of the best; truly legends. This year is no different as I watched the three of them tee off this morning. Such an emotional moment for any true golf fan. And yes, it brings back good memories of my dad. Great memories actually. I tell you this because in your career, you have many opportunities to "exceed expectations". In the sales game, it can be making your President's Club. Maybe it's Salesperson of the year. At The Reynolds and Reynolds Company, they literally handed out a jacket, not unlike The Masters. Maybe it's as simple as a thank you from one of your customers for fixing an issue. Remember, problems are really just an opportunity to be a hero. So today, forget the unimportant stuff. Tuck away the negative thoughts. Concentrate on only one thing: How do I exceed my customers' expectations. Do that, and you will truly be remembered as the best of the best. #GoldenBear #GaryPlayer #TomWatson #TheMasters #Salesexcellence #Bestofthebest

“You either win or you learn.” Another great day Red Bull Racing & Red Bull Technology with David Osgathorp and the The Football Association Technical Directors’ Course. We’ve often had candidates play back the idea that they’ve ‘lost’ after not successfully securing a role during a process but that’s not how we view it. Every career opportunity is a chance to learn - about yourself, your capabilities, your audience, the way you come across. Which is why we always champion the inclusion of internal candidates in processes and insist on proper, and helpful, feedback for all. #executivesearch #leadershipdevelopment #sportsrecruitment

⚾ Youth sports can reinforce multiple lessons we need to remember in sales. Here are 4 I’m bringing into my work week from the baseball diamonds: 🧢 Teamwork Wins Games: Like in baseball, sales success relies on a strong, collaborative team. Every member's effort counts, and working together leads to achieving our targets. 🧢 Adaptability: The teams had to adapt to changing weather and unexpected challenges during the tournament. In sales, adaptability is key to navigating market shifts and customer needs effectively. 🧢 Persistence Pays Off: The most successful players were the ones who never gave up, even after a tough inning. In sales, persistence is crucial. Every "no" brings us closer to a "yes." 🧢Celebrate Small Wins: Every run scored was enthusiastically celebrated. In sales, it's important to recognize and celebrate every milestone, no matter how small, to keep the team motivated and focused. Let's go get this week! #Sales #Teamwork #Adaptability #Persistence #CelebrateWins #LessonsFromBaseball #SalesandMarketing