{"id":17973,"date":"2024-05-21T15:40:57","date_gmt":"2024-05-21T15:40:57","guid":{"rendered":"https:\/\/www.sandler.com\/?p=17973"},"modified":"2024-05-22T13:04:35","modified_gmt":"2024-05-22T13:04:35","slug":"the-moneyball-moment","status":"publish","type":"post","link":"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/","title":{"rendered":"The Moneyball Moment"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#Sandler_Advisor\" >Sandler Advisor<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#IN_THIS_ISSUE\" >IN THIS ISSUE:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#The_Moneyball_Moment\" >The Moneyball Moment<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#Sandler_Rule_Be_the_Least_Bad_Cake\" >Sandler Rule: Be the Least Bad Cake<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#The_Leadership_Lesson_We_Found_in_the_Garbage\" >The Leadership Lesson We Found in the Garbage<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#AI_What_I_Use_That_Actually_Works\" >AI: What I Use That Actually Works<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#The_Top_33_Sandler_Coaching_Questions_for_Salespeople\" >The Top 33 Sandler Coaching Questions for Salespeople<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#Getting_Your_Head_Around_Sales_Technology\" >Getting Your Head Around Sales Technology<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#A_Conversation_with_David_Sandler\" >A Conversation with David Sandler<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/#DOWNLOAD_THIS_ISSUE\" >DOWNLOAD THIS ISSUE<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Advisor\"><\/span><strong>Sandler Advisor<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"IN_THIS_ISSUE\"><\/span>IN THIS ISSUE:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h2><span class=\"ez-toc-section\" id=\"The_Moneyball_Moment\"><\/span>The Moneyball Moment<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Mattson<\/p>\n<p>Some thoughts on Sales, Analytics, and Success in a Data-Driven World &#8211; In the AI era \u2013 the era when we all became responsible, whether we liked it or not, for data-driven decisions, meaning decisions based on advanced analytics \u2013 we have an ethical obligation to launch difficult conversations with the \u201cold-school guys\u201d (of whatever gender) on our team.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Rule_Be_the_Least_Bad_Cake\"><\/span>Sandler Rule: Be the Least Bad Cake<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Emily Yepes<\/p>\n<p class=\"p1\">Some Thoughts On When (and How) to Talk about Price in a Tough Market &#8211; Buying is a complex process these days, one with a lot of stakeholders (some of whom prefer not having to deal with salespeople at all) and a lot of moving parts.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Leadership_Lesson_We_Found_in_the_Garbage\"><\/span>The Leadership Lesson We Found in the Garbage<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Michael Norton<\/p>\n<p class=\"p1\">Now, you might not be used to thinking of psychological garbage \u2013 what David Sandler, the founder of our company, called \u201chead trash\u201d &#8212; as a real thing. But it is real. And to prove that, here\u2019s a hypothetical example of the kind of garbage I\u2019m talking about, and the smelly consequences of ignoring it.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"AI_What_I_Use_That_Actually_Works\"><\/span>AI: What I Use That Actually Works<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Jordan Ledwein<\/p>\n<p>I found several tools that helped me to use my time efficiently. I\u2019ll share one of them with you.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Top_33_Sandler_Coaching_Questions_for_Salespeople\"><\/span>The Top 33 Sandler Coaching Questions for Salespeople<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Bill Bartlett<\/p>\n<p>These questions are designed exclusively for use with salespeople who are personally and directly responsible for revenue creation. They are meant to be posed in a private, safe, one-on-one coaching environment.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Getting_Your_Head_Around_Sales_Technology\"><\/span>Getting Your Head Around Sales Technology<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Mattson<\/p>\n<p>Why Senior Leadership is the Key to Revolutionizing Team and Organizational Success.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"A_Conversation_with_David_Sandler\"><\/span>A Conversation with David Sandler<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Gregory Hobbs<\/p>\n<p>A first-generation student of the Sandler Selling System details a fateful encounter with David Sandler in the early 1980s in this excerpt from the forthcoming book <em>Sandler Yesterday and Today<\/em>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"DOWNLOAD_THIS_ISSUE\"><\/span>DOWNLOAD THIS ISSUE<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script><br \/>\n<script>\n  hbspt.forms.create({\n    region: \"na1\",\n    portalId: \"21604003\",\n    formId: \"77519384-da40-4544-82cf-233ca2dcd051\"\n  });\n<\/script><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sandler Advisor The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all. IN THIS ISSUE: The Moneyball Moment By David Mattson Some thoughts on Sales, Analytics,&#8230;<\/p>\n","protected":false},"author":15,"featured_media":17979,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1492],"tags":[1631,1632,1286,1134,1203,1026,1115,1377,1507,1366,1028],"class_list":["post-17973","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisor","tag-data-driven","tag-david-sandler","tag-effective-prospecting","tag-leadership-development","tag-performance-management","tag-prospecting","tag-qualifying","tag-sales-leaders","tag-sales-performance","tag-salespeople","tag-sandler-methodology"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Moneyball Moment - Sandler<\/title>\n<meta name=\"description\" content=\"In this issue of The Sandler Advisor, the topics of sales leadership, data-driven strategies for sales, AI Tolls for sales and Salesperson coaching are discussed.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/advisor\/the-moneyball-moment\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Moneyball Moment - 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