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

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

Sales Gravy

JANUARY 16, 2025

Energizing Through Friendly Competition: Workplace challengeslike those inspired by sports or creative competitionsinject energy into teams. Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence.

Coaching 98

Coaching Sports Pivotal Energy 98

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 266

Sales Talent Hiring Sports Tools 266

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 Sports Face-to-face 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

The Sales Heretic

AUGUST 22, 2012

We headed out to the nearest sporting goods store. My buddy, Shaari, was staying with me for a couple of weeks in between overseas assignments. (He He teaches English in various countries around the world.) His next job is in Afghanistan, so he needed a heavy winter coat. When we arrived, we found a few lightweight jackets, [.].

Sports 256

Sports Retail Prospecting Customer 256

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 133

Sports Prospecting Sales 133

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 Sales Hunter

FEBRUARY 9, 2014

Use the Olympics as one more opportunity to engage your customer or prospect in a conversation. You may be surprised to discover that your prospect or customer is quite interested in one of the sports. The 2014 Winter Olympics in Sochi are in full swing!

Motivation 206

Motivation Video Conversion Sports 206

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

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 202

Sales Management Sports Motivation Coaching 202

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

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Talk about local sports teams, industry news, or shared hobbies. Avoid Becoming a Quote Factory One of the biggest pitfalls in this scenario is turning into a quote factory that does piles of work for prospects who never buy.

Customer 80

Customer Licensing Proposal Government 80

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

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

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

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 188

Sports Analysis Outbound Examples 188

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

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 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 135

Prospecting Face-to-face Sports ACT 135

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

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

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 Sports Margin Sales Methodology 259

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

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 228

Trade Show Fashion Sports Sales Leadership 228

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

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

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

Zoominfo

SEPTEMBER 10, 2020

Streamlined Prospecting. Additionally, when paired with a CRM platform, your sales dialer can manage each prospect and customer journey across the buying cycle. Everyone knows that sales is a contact sport, and ZoomInfo Engage makes contact easier. That way, they have more time to prospect. a busy signal.

Closing 264

Closing Call-back How To Outbound 264

The Sales Hunter

APRIL 23, 2019

Sales is not a solo activity; sales is a team sport. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. I cannot imagine spending numerous years in sales just sitting behind a desk punching numbers or anything else. I trust that they are yours too.

Sports 269

Sports Advertising Advertising Sales 269

Understanding the Sales Force

JANUARY 22, 2014

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. Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow.

Proposal 235

Proposal Sports Sales Qualified Lead Scale 235