Smooth Sale

SEPTEMBER 11, 2018

Attract the Right Job or Clientele: As I struck out hearing three no’s, I began viewing sales as a sport. But as my mindset started to change to a discovery of the next best strategy, I considered the sports familiar to me. My Story About Sales As A Sport. Your Story About Sales As A Sport. I spoke to everyone as equals.

Sports 68

Sports Hiring Loyalty Exercises 68

Sales 2.0

FEBRUARY 21, 2024

You will likely need to tag your list into sub-lists before you can do any kind of decent job of even the roughest personalization during outreach, for example sending emails that show you know even the slightest thing about your prospect. What spectator sports do they like–sports and teams? What are their vacation habits?

Real Estate 195

Real Estate Sports Segment Outbound 195

The Pipeline

MAY 29, 2013

On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting. The same works for a prospecting call.

Prospecting 296

Prospecting Cold Calling Handbook Sports 296

Hubspot Sales

JANUARY 16, 2020

For example, if you’re meeting with highly technical prospects they’ll likely want to dive into your products architecture and how it will relate to their own infrastructure. Problem solving is a team sport. Let each unique situation and prospect request lead you to the right teammate. Can you follow up with us in six months?".

Sports 90

Sports Scale Up-Sell Follow-up 90

MTD Sales Training

FEBRUARY 5, 2018

Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. We normally ask at this point how much knowledge the salesperson has gained about the prospect, other than what team they support? Happy selling!

Prospecting 154

Prospecting Face-to-face Sports Relationals 154

Sales 2.0

OCTOBER 14, 2012

This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them. tools in general).

Prospecting 323

Prospecting Face-to-face Google Segment 323

Braveheart Sales

OCTOBER 21, 2021

I grew up playing sports. But no matter how much I’ve encouraged the idea, my daughters have never wanted to play sports. Then out of the blue, my oldest told me she wanted to play a sport in high school. Are you going to let that stop you from pursuing your dream of trying this sport?” A Very Long Wait.

Prospecting 75

Prospecting Sports Objections Groups 75

Sales Gravy

NOVEMBER 10, 2023

Transitioning from scoring points in the NBA to scoring wins in business, Dre has demonstrated how the principles of sports excellence can be effectively applied to sales. In sales, as in sports, consistent effort and a structured approach are non-negotiable. The Four Pillars of Success 1. The Four Pillars of Success 1.

Sports 102

Sports Negotiation Competition Training 102

Understanding the Sales Force

JULY 27, 2022

When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars. You also know there are fast cars and slow cars, flashy cars and vanilla cars, big cars and little cars, white cars, black cars and every color in between.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

Jeffrey Gitomer

MARCH 19, 2019

The average professional sports team wins more than 75% of the games they play on their home court. If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? Sales games are no different than sports games. Your strategy should be to make the preliminary call at the prospect's place of business.

Sports 250

Sports Scale Proposal Call-back 250

Marc Wayshak

APRIL 17, 2024

Prospects need me. Many salespeople feel like they’re intruding or bothering prospects. However, successful salespeople understand that some prospects genuinely need their products or services. This sales mindset builds confidence with prospects because you understand their need for you. This is just a game.

Sports 102

Sports eBook Sales Goal Up-Sell 102

Sales Hacker

SEPTEMBER 28, 2020

So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action. In most traditional selling systems, tension is created by finding and focusing on the prospect’s pain. Nice going, Sport…. Teach your prospect something. Inspire your prospect to think differently.

Prospecting 125

Prospecting Face-to-face Sports ACT 125

Sales Evangelist

JULY 17, 2015

I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. One of the biggest mistakes I made as a new seller was that if I was being pushy, prospects were not going to buy from me. Indeed, that […] The post TSE 167: Sales is NOT a Defensive Sport! Indeed, that […]

Sports 40

Sports Sales Prospecting 40

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward. By Tibor Shanto. Communicating Value.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

The Pipeline

JUNE 25, 2015

How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? What I am talking about specifically is prospecting, especially for buyers in the deep sea of Status Quo. This why sales people hate telephone prospecting, high rate of rejection, low rate of success.

Prospecting 120

Prospecting Call-back Sports Proposal 120

Sales Gravy

SEPTEMBER 16, 2023

Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture. Outbound prospecting is essential for building pipeline and requires a team effort, with every member of the organization contributing to pipeline growth.

SugarCRM 96

SugarCRM Customer Marketing Outbound 96

The Pipeline

NOVEMBER 30, 2021

What’s in their core, amore importantly, what’s at the core for the prospect. Prospects are no better, playing games, intentionally or not. The realty of B2B sales is that it is a contact sport. What tiny extra step are they willing to take to create a mutual win? Willing to understand what’s at the core? What’s At The Core?

Sports 188

Sports Intent B2B Education 188

Product Management University

MARCH 14, 2017

There’s a good reason why athletes in contact sports wear protective pads. If product management is a contact sport, what’s your organization’s risk of injury? Delivering, marketing and selling products in B2B is a contact sport in many ways. How long would the sport last under those conditions?

Sports 40

Sports Demand Generation Agencies SME Engineering 40

The Sales Hunter

SEPTEMBER 20, 2019

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Also, sales is a team sport; it’s not a solo activity. This is where the team sport of selling comes into play.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Understanding the Sales Force

JANUARY 31, 2024

In its most generic form, stages correspond to opportunities as they move from suspect to prospect to qualified opportunity, to closable and finally, closed. In some respects, professional selling is akin to professional sports where everyone who plays must play by the rules. Similarly, there are stages to the sales process.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

No More Cold Calling

MAY 19, 2015

Your birthday, favorite sports team, or hometown could help you seal the deal. The same goes for people with similar political agendas, passions, or hobbies, or who like the same sports teams? With a few clicks of a button, we learn all about our prospects—both personally and professionally. Want prospects to like you?

Social Media 120

Social Media Prospecting Sports SAP 120

LeadFuze

DECEMBER 1, 2021

I’m going to share with you a system for account based prospecting that will get real results. Need Help Automating Your Sales Prospecting Process? What Are Account Based Prospecting Strategies? I am reading a guide about account based prospecting. ABM maturity model. With the role of HR Manager.

Account Based Marketing 52

Account Based Marketing Account Prospecting Lead Rank 52

The Pipeline

JULY 7, 2021

No doubt we all want greater quality prospects, than just more things in the pipeline. But there is no denying that a lack of quality prospects leads to the same poor results. Simple questions, like of ten prospects who enter Discovery, how many will take a proposal. You would be surprised how many do not know, they say depends.

Discount 361

Discount Quota Sports Objections 361

Sales and Marketing Management

SEPTEMBER 15, 2019

Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. Fortunately, he did well enough to get offered the job he wanted. Planning Versus Strategy.

Sports 184

Sports Call-back Pivotal Intent 184

The Sales Hunter

AUGUST 10, 2012

The fact so many salespeople are struggling with their sales prospecting should be both comforting and discouraging to every other salesperson. Compare this to sports. Regardless of how inept your competition might be when it comes to sales prospecting, take the high road and get your act together and go out and get it.

Prospecting 161

Prospecting ACT Sports Competition 161

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Their calendars are blocked with 76 meetings.

Enterprise 104

Enterprise Enterprise Prospecting Cold Calling 104

The Pipeline

NOVEMBER 3, 2014

We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection. All adding to recovery time and reducing selling time.

Face-to-face 288

Face-to-face Sports Objections Territories 288

Partners in Excellence

MARCH 12, 2024

You initiate the work: securing meetings, creating opportunities with prospects and clients, and closing deals that produce revenue for your company (and income for you). Maybe it’s my sports background! It affords a great deal of freedom along with direct accountability. You are on the front line, making things happen. I HATE to lose!

Face-to-face 115

Face-to-face Sports Territories Forecasting 115

Sales Hacker

NOVEMBER 17, 2020

3 Ways to Engage Prospects and Move Deals Forward. Many people forget that selling is a team sport, especially where BDRs are concerned. That’s why, with my team, I start each week with a TONE meeting , which stands for: Targets: Where do you currently stand with prospects? Here’s how we did it. Set the TONE for the Week Ahead.

Prospecting 97

Prospecting Analytics CRM Sports 97

The Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. Now, go back and look at your list of customers and prospects again. Sales is not a solo activity; sales is a team sport, and that means having quality connection with everyone you interact with. Sales Motivation Blog.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

Vengreso

JUNE 27, 2019

If you’ve listened to my show at all, you’ll know my opinion on cold sales prospecting. You should always reach out to warm prospects. We discuss the best tactics for cold sales prospecting through email. Ways To Make Connections Before Cold Sales Prospecting. Apple Podcasts | Stitcher | Google Play | Google Podcasts. .

Conversion 105

Conversion Prospecting Real Estate Campaigns 105

RAIN Group

OCTOBER 1, 2020

Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared.

Opportunity 105

Opportunity Sports Pipeline Travel 105

SalesProInsider

JANUARY 24, 2024

That’s why the initial questions in any conversation, especially in a prospective client conversation, need to be SMART! Following are starter questions to get your prospect talking and you listening and learning. or season or specific player) Yes, I went “there” – chatting about the weather or sports.

Sports 62

Sports Conversion Networking Travel 62

The Pipeline

OCTOBER 25, 2021

Outside of family, reading, food, travel, church service and sports—driving organizational and individual growth are his passions. Mareo’s formal education includes a bachelor’s degree in sociology from Brigham Young University and a master’s degree in global leadership from the University of San Diego.

Sports 156

Sports Travel Segment Education 156

Score More Sales

AUGUST 30, 2012

The sports analogy I like to use is that it’s about blocking and tackling – the fundamentals that seem to trip up otherwise smart sales people time and time again. Mike actually offers 16 reasons why salespeople fail at prospecting. If you are in sales, you’ll have your opinions about that. But there is hope.

Prospecting 173

Prospecting Hiring Sports Cold Calling 173

Janek Performance Group

SEPTEMBER 18, 2023

Athletes and sports teams often talk about reviewing the game tape. This is a process in which they revisit a game to see why they either won or lost. In sales, this is called a win-loss analysis. And it’s one of the most important evaluations an organization can conduct.

Analysis 77

Analysis Webinar Metrics Sports Groups 77

Partners in Excellence

MARCH 8, 2024

In high school I worked at a sporting goods retailer, managing bicycle parts and accessory buying. To create my prospect list, I went to the library and pulled out yellow pages for every city in my new turf. I numbered each card, and using AAA maps, I marked each prospect and the corresponding index card.

Retail 73

Retail Hotels Journal Sales Qualified Lead 73