Scoring Big in Sales: Using the Moneyball Strategy to Transform Your Sales Model

Wednesday, November 6, 2024 | 2:00pm ET 

This presentation ties into Michael Lewis' 2003 book, "Moneyball." The book tells the story of the Oakland Athletics general manager, who leveraged a non-traditional model for assembling a winning team against wealthier teams. Drawing parallels, we will demonstrate how to apply a formulaic approach to marketing and sales goals and explore the breakdown of the mathematical steps required to achieve these objectives effectively. This presentation will dive into using marketing math to structure, deploy, and monitor your sales and marketing activities, creating a more predictable pathway toward achieving sales goals.

You can expect to learn:

• How to define your sales goals using mathematical steps mapped to your sales process.
• How to develop a structured plan incorporating the calculated data to guide your sales activities.
• Why knowing your sales process conversion rates is important.
• Which KPIs you may want to track and analyze.
• How effectively tracking and analyzing your sales performance can identify areas for improvement.
• Questions to consider if you are falling short of your sales goals.

Registration:

This webinar is available for FREE to AICC Members in good standing.

Speaker: Todd Zielinski, Managing Director/CEO, Athena SWC

Todd is one of the co-founders of Athena and was instrumental in the development of Athena’s outsourced business model. He has more than 20+ years of experience with hands-on sales, lead generation and management, tactical marketing, return on investment models, marketing, and management.

Todd is currently responsible for the strategic direction, profit and loss, marketing, sales, and general management of Athena. He has successfully implemented Athena’s outsourced marketing processes in various business-to-business complex sales environments, including corrugated, folding cartons and ridged boxes. Since Athena’s inception in 2007, Todd has successfully increased year-to-year revenue growth for Athena’s outsourced sales and marketing services division, as well as expanded this line of business across the US manufacturing marketplace.

Todd holds a bachelor’s degree in Business Management from D’Youville College and is a graduate of the Buffalo Chapter of the Harvard Business School’s Executive Management Program.