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

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

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

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her.

Networking 325

Networking Hiring Trade Show Social Media 325

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. After all, they met all of your criteria, didn''t they? In baseball, they call it the 5-tool player. What''s that? They don''t?

Sales Talent 267

Sales Talent Hiring Sports Tools 267

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

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

MTD Sales Training

FEBRUARY 1, 2012

You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. In addition, this time for many sales people and prospective customers, is a waste of time. It is fine to touch briefly on topics like the family and children and sports, etc., Prospect. “Oh,

Sports 283

Sports Up-Sell Positioning Follow-up 283

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

Membrain

NOVEMBER 7, 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. I played softball and volleyball, and I loved being part of a team.

Sports 132

Sports Prospecting Sales 132

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

The Pipeline

AUGUST 21, 2013

They are able to lead prospect through a range of choices, challenges, noise and alternatives, cheaper and easier solutions, and get them to arrive at choosing them. As in sports, it is a good thing to have great coaching leaders and great teammate leaders, they can coexist and serve the greater good.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Would your news feed sound more like example one or example two below?

Sports 194

Sports Analysis Outbound Examples 194

Anthony Cole Training

SEPTEMBER 24, 2014

I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports. I love to cook (and eat) and I love selling and coaching sales management. They all fall off the wagon.

Sales Management 197

Sales Management Sports Motivation Coaching 197

No More Cold Calling

MARCH 18, 2014

Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner. However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. Look at Me or Lose Out.

Customer 244

Customer Journal Sports Cold Calling 244

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

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

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

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

Pointclear

JUNE 11, 2013

Typically, spectators regard track and field as an individual sport; however, in the relay races we experience how those individual talents combine to create exciting and victorious team efforts. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate. Rehearse the exchange over and over and over.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

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

The Pipeline

MAY 8, 2013

Certainly there are parts of the sales cycle that you can remove yourself somewhat from the emotions of the sale, usually during the prospecting stage, especially if you are a proactive rather than a passive prospector. No different than the expectation and practice in professional sport.

Top of Funnel 276

Top of Funnel Sports Funnel Buyer 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

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

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

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. At this point, you should begin to see two clear themes: Sales Methodology is all about the conversation between the salesperson and the prospect.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

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

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 133

Prospecting Face-to-face Sports ACT 133

No More Cold Calling

NOVEMBER 26, 2012

Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate. This includes sports, entertainment, book reviews, and restaurant/food features). Leaders Communicate. Prepare a seven- to nine-second self-introduction that is an engaging pleasantry. Read the news: online or in print.

Face-to-face 273

Face-to-face Skype Referrals Conference 273

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

Pipeliner

AUGUST 8, 2022

How to Personalize Your Prospecting. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting. What is personalized prospecting? Automation.

Prospecting 92

Prospecting Ideal Customer Profile Sports Social Media 92

Understanding the Sales Force

JULY 8, 2013

One of the symptoms of Need for Approval is that people with this weakness are unable to ask good, tough, timely questions because they are afraid that if they do, it will upset their prospect and jeopardize their chances of getting the business.

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

Understanding the Sales Force

NOVEMBER 18, 2013

I was listening to the personalities on the Boston sports radio station discuss the client appreciation event they attended the prior evening. Do your customers, clients and prospects expect this kind of treatment? Understanding the Sales Force by Dave Kurlan I''ll get to it but first bear with me.

Trade Show 230

Trade Show Fashion Sports Sales Leadership 230

The Sales Hunter

JANUARY 21, 2014

Men also have a desire to compete, which means a lot of time a conversation in their mind turns into a sporting event where someone will come out a winner and the other a loser. Prospecting is a very interesting situation. What is interesting is I notice how women are able to get out of prospects information that men can’t get.

Hiring 278

Hiring Negotiation Sports Motivation 278

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

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

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