The Pipeline

SEPTEMBER 18, 2013

Just the plain simple fact that we are measured on our success with numbers, leads to the integral, if sometimes inconvenient fact that sales is a numbers driven sport. I bring this up because of reaction to my piece the past Monday on how to deal with prospects who are reluctant to commit. Sales Success Tibor Shanto'

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

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

The Pipeline

JANUARY 6, 2014

This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill. We’ve all seen it or lived through it, the end of quarter (or other sales period) deal coral and round up time. What’s in Your Pipeline?

Top of Funnel 276

Top of Funnel Pipeline Sports Funnel 276

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Talk about things you have in common (golf, sports, college, home state) as much as you can. Tweet Share There are 4.5 business lunch categories: 1.Building Building a relationship and trying to make connections. GREAT food. Seattle, WA.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Sales 2.0

FEBRUARY 21, 2024

“The money is in the list” is an old direct marketing adage going way back to the development of the envelope. Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. Good marketers know that lists need to be segmented to be useful.

Real Estate 195

Real Estate Sports Segment Outbound 195

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. Effective cold email outreach means find something your prospect values – and something you have in common. It’s time to get personal.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Hubspot Sales

SEPTEMBER 30, 2020

A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. This is especially true when it comes to sales and marketing. Synchronized swimming is a beautiful thing to watch.

InsideView 138

InsideView Lead Rank Lead Scoring Account Based Marketing 138

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 105

Sports Scale Up-Sell Follow-up 105

Pointclear

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. The EDGY Strategy. Extreme Behavior.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Zoominfo

DECEMBER 20, 2019

Sometimes, prospects will give me their personal email address, after a good phone call, because it will get lost if I email their business account!”. For example, we sell to sales and marketing, so the fiscal calendar year drives decisions for our prospects. “For For our prospects, an example might be ‘summer slump.’

B2B 243

B2B Hubspot Marketo Account Based Marketing 243

Understanding the Sales Force

JANUARY 14, 2014

This also had a math equation within it: Sports is to Selling as Baseball is to Consultative Selling as Pitching and Defense are to Baseline Selling. It''s safe to assume that when a company goes to market with such a simple sales process, there isn''t a methodology to drive the conversation.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

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. The market and out prospects continue to evolve, treating your playbook and process as though they are impervious to change will only lead to more work, and over time diminished results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

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. Plenty of companies have sales and marketing plays, but not all plays are created equal. What is a Play?

Marketing 130

Marketing Scale Call-back Decision Maker 130

Smooth Sale

SEPTEMBER 19, 2022

Attract the Right Job Or Clientele: Do You Realize the Commonalities Between Sports and Effective Selling? Competitiveness applies to sports and sales; however, the ‘Commonalities between sports and effective selling’ offers much more. Your Story: Commonalities Between Sports and Effective Selling.

Sports 78

Sports Hiring Lead Rank Competition 78

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

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? He writes: Social selling is one of the hottest buzzwords in the technology market. Want prospects to like you? When is yours?

Social Media 120

Social Media Prospecting Sports SAP 120

Understanding the Sales Force

JANUARY 22, 2014

Marketing and Sales Feedback Loop Can Help You Grow. If we refer to baseball, the best sport for sales analogies, there''s a word that ball players and managers use quite often: Execute. You could substitute most any sport and the dialog would be similar. Why Doesn''t Sales Methodology Get More Attention?

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

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

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

No More Cold Calling

AUGUST 17, 2017

Why some of us can learn languages easily and yet others can pick up any sport and excel.”. Want buyers to engage with your content marketing and sales presentations? Yes, sales teams need multi-threaded approaches to reach prospecting targets. As exciting as video content may be, it doesn’t work for everyone. Click To Tweet.

Account 291

Account Video Cold Calling Webinar Metrics 291

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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

No More Cold Calling

NOVEMBER 29, 2012

Business networking opportunities exist everywhere: meetings, professional associations, alumni groups, sports groups, community groups, weddings, parties, and any place people come together. Before you freak out, a networking event can be a group meeting, a 1:1 with a colleague, or a prospect. Personal Connections Deliver.

Referrals 201

Referrals Networking Sports Groups 201

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

SugarCRM 104

SugarCRM Customer Marketing Outbound 104

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

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Rank 297

Score More Sales

SEPTEMBER 3, 2012

Just like professional sports, there are jobs on the line for sales leaders (coaches) and individual contributors (players) if they don’t hit promised and forecasted numbers. Make sure you have enough prospects so that you are not desperate to try to close the only opportunities you have.

Sports 208

Sports B2B Commission Distribution 208

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

Pointclear

JANUARY 31, 2013

While Josiane admits that “gamification is the new black” among sales consultants, many inside sales professionals respond to systems that track performance like a video game or a sporting event. As more customers deem sales calls intrusive and interruptive, companies will shrink their sales teams to better fit the market demand.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Sports 203

MTD Sales Training

SEPTEMBER 28, 2017

Here are ten alternatives that will drive interest in you and your products: 1) Write and share informative content that helps prospective customers solve their business problems. By proving yourself useful to your chosen market, you will create awareness of your skills, knowledge and abilities to help them improve.

Cold Calling 169

Cold Calling Ideal Customer Profile Decision Maker Face-to-face 169

Sales and Marketing Management

MARCH 23, 2020

It might be prospecting activity, learning or investing in key relationships. That’s for sports. Our days are filled with urgent requests from clients and bosses that can easily fill our day, our week, and – before you know it – our career. Plan these important activities for every week and stick to the plan. Habit 1 is about choice.

Real Estate 320

Real Estate Webinar Metrics Intent Face-to-face 320

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Consider the time I met Ruby Newell-Legner, a well-connected woman who’s worked with several professional sports teams in different leagues. Want proof of this attitude reversal? Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

Sales Hacker

JUNE 9, 2021

Marketing and sales funnels take complex lead generation systems and simplify them into visual strategies that show where our leads come from, how they progress through content and sales processes, and which ones turn into paying customers. Marketing Funnel. A marketing funnel looks at your market potential from a high level.

Top of Funnel 111

Top of Funnel Funnel Lead Rank Marketing Qualified Lead 111

DiscoverOrg Sales

AUGUST 28, 2018

Sometimes, prospects will give me their personal email address, after a good phone call, because it will get lost if I email their business account!”. For example, we sell to sales and marketing, so the fiscal calendar year drives decisions for our prospects. “For For our prospects, an example might be ‘summer slump.’

B2B 89

B2B Hubspot Marketo Account Based Marketing 89

SBI

JANUARY 16, 2018

Sales is a sport. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Just as sports has been “ Moneyball-ed “, sales is being scrutinized in new ways to arbitrage the best people and tools. Think about it. Who are the sales MVPs? Do you have the right equipment?

Sports 139

Sports Analytics Follow-up Tools 139