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

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

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

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

The Pipeline

OCTOBER 1, 2019

I know what you mean when you say to a prospect: “I just need a few minutes” or the popular “I just need a quick 15 minutes.” As soon as you say ‘just’ you’re taking a diminutive and subservient posture, bad form is a sport of peers. Or when you have a prospect on the phone, and you say “I was hoping to set a time…” Hoping?

Objections 291

Objections Sports Up-Sell Buyer 291

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

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

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. The objective with each conversation is for you to create trust and confidence. How many of these people do you also have a great relationship with?

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

Sales and Marketing Management

OCTOBER 30, 2019

When we look at the best performers in sports, each is far from perfect. In sports and in business, true professionals bring honed skills to the arena. It is the prospective buyer who is in control by saying either yes or no to an offer. How do I handle any objection or obstacle? His lifetime batting average was.344

Sports 136

Sports Sales Qualified Lead Sales Objections 136

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales and Marketing Management

JUNE 3, 2019

Through predictive analysis, we’ve identified a set of six core skills and characteristics where high-performing salespeople score well: Qualifying prospects with a swift level of interest – People who score well on this capability are able to capitalize on the moment in a closing market by quickly and accurately gauging someone’s readiness to buy.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Sales Evangelist

JANUARY 12, 2024

She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect. Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential.

Company 40

Company Sports Hiring Hubspot 40

Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. Plays typically included several options for how conversations could go, a few objection-handling scenarios, and a lot of product details.

Marketing 130

Marketing Scale Decision Maker Call-back 130

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? Objectives: What are you committing to this week?

Prospecting 97

Prospecting Analytics CRM Sports 97

The Pipeline

DECEMBER 18, 2018

But there is a fundamental question that salespeople fail to take into account, and if they did, they would find it changes the way they see the prospect, and how the prospects respond as a result and become customers. Home Team Disadvantage.

Buying Cycle 247

Buying Cycle Buyer Objections Face-to-face 247

Allego

SEPTEMBER 27, 2023

How do you transform someone who has no cold calling experience whatsoever into a fully competent and confident prospecting superstar? Whiteboard session call structure, scripts, and objections There’s nothing quite like getting a marker pen in your hand and drawing a process out on a whiteboard.

Cold Calling 77

Cold Calling Jigsaw Call-back Face-to-face 77

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

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. It is really hard to be completely unemotional and unbiased, especially about sports like college football.

Sports 52

Sports Sage Revelation Face-to-face 52

SalesProInsider

AUGUST 13, 2020

Whether they are face-to-face or virtual, productive sales conversations are not a sideline sport. This episode of virtual selling, concrete results will help YOU make it a participative sport! Think about the last sporting event you watched…the key word is watched. Buyers Want to Get on the Court.

Buyer 127

Buyer Conversion Strategy Sports 127

Janek Performance Group

MAY 24, 2023

Sports fans obsess over shots made, batting average, and greens in regulation. Here, we’ll examine two key activities, calling/emailing new prospects and proposals sent. Of course, top sellers vary the days and times of their prospecting calls. Here, you may consider coaching or training that targets prospecting.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

Sales Hacker

FEBRUARY 10, 2021

Avoid bringing in an objective third-party interviewer. We all know competitiveness goes a long way in sales, and probing at an interest in sports, general competitions, and awards for academia, sports, or skill can be a way to assess this trait. Sales is a sport where your competitors are always working on their craft.

Hiring 139

Hiring Sports Decision Maker Face-to-face 139

Shari Levitin

MARCH 9, 2023

I’m not a sports nut, so I don’t know if this is true, but I do believe in a similar philosophy: everything you need to know in life can be learned from immersing yourself in nature. How disciplined are we when it comes to hunting for new prospects? Prospect first thing in the morning before checking your email.

ACT 118

ACT Territories Sports Cold Calling 118

The Pipeline

MAY 15, 2014

To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core. Let’s explain what I mean by binary.

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

Understanding the Sales Force

FEBRUARY 11, 2014

These kids are the can''t miss prospects. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. One such tool is Objective Management Group''s (OMG) Sales Candidate Assessment. In baseball, they call it the 5-tool player.

Sales Talent 263

Sales Talent Hiring Sports Tools 263

Zoominfo

AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Companies evaluate prospective new technologies with greater scrutiny or postpone such investments entirely. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

The Pipeline

FEBRUARY 13, 2017

In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue!

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Zoominfo

DECEMBER 10, 2020

And how do we help closers — whether an SDR booking a meeting or an AE closing a huge deal — motivated to crush company objectives? Not just with prospects, but with management. Sales is an individual sport but sharing insight helps us all win. Communication in Sales: Clear is Kind. Unclear is Unkind.

Channels 246

Channels Energy Motivation Face-to-face 246

The Pipeline

MAY 3, 2018

For disruptive learning in sales, I like to look to music and sports; partly art, partly not. With targeted training around opening statements, common objections, trigger words, we were able to achieve more appointments in fewer conversations. In sports, it is better to look at something better replicates ale than the usual.

Airlines 206

Airlines Sports Health Care Analysis 206

MTD Sales Training

JUNE 22, 2018

2) Study what great coaches do in sport. For instance, a salesperson has difficulty dealing with specific price objections that come up with prospects. If they lack confidence in approaching the price objection, you can ask them what they need to do to improve this specific skill. Don’t try and fit it in when time allows.

Coaching 149

Coaching Sports Objections Up-Sell 149

Hubspot Sales

DECEMBER 26, 2022

So whether you're negotiating with a prospect or just having a quick chat with another professional — the way you keep that conversation going can be the difference between a lost opportunity or your next closed-won deal. This type of talk can be simple, harmless topics of discussion like: Bringing up the latest sports event.

Conversion 76

Conversion Face-to-face Sports Objections 76

Jeffrey Gitomer

JANUARY 15, 2019

Being memorable is creating a vivid image in the mind of the prospect that distinguishes you from others. Does your prospect or customer talk about you when you're gone? In order to be memorable, you need personal information from your prospect or customer. Favorite sports teams. The objectives. which one?).

Sports 177

Sports Call-back Networking Follow-up 177

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Anthony Cole Training

FEBRUARY 27, 2012

dealing with objections (7). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). When I played sports, having sales success was the furthest thing from my mind. Ive participated in sports since I was 9 years old. Business Development (4). Sales (34).

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Janek Performance Group

AUGUST 26, 2022

In sports, teams must create their identity. It’s a defined methodology of goals, decisions, practices, and actions for how reps meet needs and achieve objectives. It’s akin to a sports team wanting to win games. This includes more effective prospecting. These are what clients need and why prospects contact you.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

No More Cold Calling

JULY 7, 2017

A pitcher throws to a batter with the objective of striking him out. My point is simply this: Baseball is a team sport, and great account based sales reps understand that sales is, as well. For the prospect, it’s like getting hit with a hardball. So, what can sales leaders learn from America’s favorite pastime?

Account 179

Account Referrals Lead Rank Lead Scoring 179

Hubspot Sales

MARCH 23, 2018

Just like sports, the use of science to develop elite performers also applies in sales. In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). Make it About You Too.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Appbuddy

JANUARY 26, 2021

Each program had to solve big challenges: The NHS needed to fill a huge recruitment gap of 50,000 nurses, BT Sport had to deliver new subscribers despite extensive budget cuts, and Klarna needed to figure out how to run highly popular competitions without being overrun by bots. Of course, all three campaigns were hugely successful.

Sports 52

Sports Health Care Webinar Metrics Campaigns 52