Cerebral Selling

OCTOBER 7, 2024

Maybe your friend happened to be walking by your neighborhood bakery and picked up that special treat they know you love. Do Your Homework Most of us have been subjected to horrible, drive-by pitches that left us ignoring the seller at best, and at worst, developing a decidedly negative impression of their personal and corporate brand.

Pitch 188

Pitch Sports Up-sell Prospecting 188

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. Nope, in selling efforts, collaboration is king.

Conversion 127

Conversion Sports Objectives and Key Results Gaming 127

Veloxy

FEBRUARY 13, 2023

Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Gone are the days of selling one to one. Don’t be discouraged by this all too common selling experience.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

SalesProInsider

JUNE 19, 2019

Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.” And some valuable advice on his own approach to selling. I don’t want to talk about the weather or sports. Ends up with one of us “pitching” to the other.

Sports 125

Sports Appointment Networking Conversion 125

Salesforce

FEBRUARY 1, 2024

Buyer journeys often wind up taking very non-linear paths. As noted above, the buyer journey can be summed up in three stages. Don’t pitch a product — solve a problem. Remember: Selling a solution rather than a product can help set you apart from competitors. You’re not just selling.

Sports 111

Sports Cross-sell Pitch Represent 111

Salesmate

AUGUST 18, 2021

So, this week, I’ve taken up to busting another myth with the help of industry experts! . Sales is definitely a contact sport where success is obtained not just in the first outreach, but in the follow-up. . When pitching your product, the best sales techniques that work are: Honesty. Table of content. Kris Lippi.

Cold Call 135

Cold Call Technique Pitch Appointment 135

Hubspot

DECEMBER 19, 2017

Selling Skills 2018. Challenger selling. Imagine you wake up in 1958. The selling world changes. And faster it changes, the faster you must learn to keep up. 2017 was a huge year: It brought us AI sales tools, machine learning, account-based selling, increasing sales automation, and hyper-targeting.

Pitch 101

Pitch Sports Up-sell CRM 101

Openview

OCTOBER 15, 2018

Their sales teams execute the same selling motions, messaging, and call structures, without much deviation from rep to rep. There’s usually a wide variety of haphazard selling approaches from rep to rep. Their selling motions , messages , and call structures are adopted across the team. Market-leading companies are different.

Quota 110

Quota Electricity Pitch Sports 110

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. Salespeople that sell by the seat of their pants? - It''s both, wrapped up in a single title. Sales Methodology and Sales Process are intertwined.

Negotiate 108

Negotiate Appointment Sports Sales 108

Sales Hacker

SEPTEMBER 28, 2020

In most traditional selling systems, tension is created by finding and focusing on the prospect’s pain. The Lean is not an invitation to pitch, however. Nice going, Sport…. Being able to create that tension is what separates the very best salespeople from the ordinary. Focus on the Positive. This is very important.

Prospecting 133

Prospecting Trust Sports Pitch 133

Understanding the Sales Force

SEPTEMBER 23, 2014

I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. When I was a kid growing up in the 60''s, a baseball game was expected to last no more than 2 hours. They could insist that pitchers not take more than 12 seconds between pitches. Understanding the Sales Force by Dave Kurlan.

Gaming 83

Gaming Pitch Sports Sales 83

Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. sign up now. Most opportunities don’t close. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

Martech

SEPTEMBER 28, 2022

For example, take a high-end product that relies on social status as part of its pitch. One does not try to sell high-end sports cars to hippies. But mistakes will never lead to “lessons learned” if they are covered up. “If Bad data can be a starting point for bad messaging.

Campaign 122

Campaign Promote Sports Pitch 122

Sales Pop!

APRIL 20, 2023

As an example, check out the pitching machines category page from Anytime Baseball Supply. This brand selling baseball products ensures each product featured on this page has a star rating visible along with the number of reviews. Your website header plays a vital role in communicating your value proposition.

Niche 130

Niche Trust Represent Retail 130

Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Topics: Value selling. Predictable Revenue. John Barrows.

Cold Call 106

Cold Call Negotiate Objectives and Key Results Sales 106

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . How did you pick yourself up and move forward? Are they comfortable with, are they owning up to, their failures?

Product 100

Product Negotiate Quota Cross-sell 100

Salesforce

MAY 2, 2022

One, a major apparel brand, wanted to move beyond just selling high-performance activewear to empowering customers to live active and sustainable lifestyles. “As CVS, which purchased Aetna Health in 2018 for $70 billion, posted revenues of $268 billion in 2020, up from $139 billion the year it stopped selling tobacco.

Retail 98

Retail Sports Trust Healthcare 98

Hubspot

MARCH 13, 2015

For those of you who need a refresher, here''s the premise: Each episode features four promising entrepreneurs from all walks of life who pitch their various businesses to a panel of five, cutthroat "sharks" -- self-made multimillionaire and billionaire investors who''ve achieved enormous success in their respective industries.

Pitch 78

Pitch Sports Real Estate Follow-up 78

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Chances are you’ve heard the advice, “ Don’t sell something you don’t believe in. ” Sell time on your calendar. For the rest of you, listen up. Selling a product in the Enterprise space takes time.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

criteria for success

APRIL 15, 2020

Sports memorabilia, trophies, family pictures, and diplomas are opportunities to engage. Pull up a profile or bio and have the team brainstorm rapport-building questions. Grow up in the same area? Create Recordings to Practice Follow-Up Emails. Finally, you can apply a similar exercise using LinkedIn and website bios.

Entertainment 80

Entertainment Sports Sales Presentation 80

Understanding the Sales Force

JANUARY 31, 2024

A sales adventure would suggest winging it or seat-of-the-pants selling. The problem that people have with sales process is with the stages and milestones that make up the sales process. In some respects, professional selling is akin to professional sports where everyone who plays must play by the rules.

Process 77

Process Objectives and Key Results Sales Pipeline 77

Sales Hacker

JUNE 8, 2020

Customizing your sales presentation only takes about 15 minutes, but it’s those few crucial minutes of intel gathering that will set you up for success the minute you sit down with your prospect. Sports teams? Do a quick Google search and see what pops up. Think about who you’re meeting with. Non-profit work? Family life?

Presentation 86

Presentation Non-Profits Pitch Sports 86

Sales Hacker

FEBRUARY 8, 2018

Sales reps often struggle to ask the right questions or get the right answers to help build up urgency to buy, and all to often will take shortcuts to just jump straight to demo. It’s time that sales teams woke up and realized that without practicing and rehearsing, you’re not improving or preparing in the right way.

Objectives and Key Results 94

Objectives and Key Results Sales Prospecting Pitch 94

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

MAY 12, 2021

Talk tracks are a helpful tool for sales reps, both new and experienced, to practice new pitches, share new info and have confident conversations with their prospects. Hold up: What is a talk track? By having a great discovery call, you are set up for a successful follow up meeting.

Objectives and Key Results 105

Objectives and Key Results A/B testing Sales Prospecting 105

Sales Hacker

JUNE 2, 2021

I walked up to the whiteboard in the front of the room and wrote a single statement over and over: CUSTOMER FIRST! It was a simple reminder that no business unit was more important than the other in this process, and that winning is truly a team sport. Again, some of the other meeting participants were checking their emails.

Sales 117

Sales Pipeline Cross-sell Sports 117

Hubspot

OCTOBER 17, 2018

They break up your writing, making it easier to digest. There’s a copywriting adage that goes “features tell and benefits sell”. Sell a feeling. This is also the reason why pitching a product’s features is a lousy attempt at persuasion. Bullet points are arguably the most versatile tool in a writer’s arsenal.

Cross-sell 78

Cross-sell Sports Pitch Follow-up 78

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. As a test, they added our pop-up banners to their home page.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Heinz Marketing

MAY 18, 2020

Listen in to hear his answer to the question “Can you make up sleep debt?” If you like this episode and like what you’re hearing from Sales Pipeline Radio, you can find over 200 episodes on demand up at salespipelineradio.com. Matt: We get a lot of inbound pitches from people that want to be on the show.

Pipeline 130

Pipeline Sales B2B Sports 130

Search Engine Land

NOVEMBER 30, 2023

One person from a private equity team told me that we won their business because we led off the pitch meeting by saying that we didn’t want to scale their account until tracking was in really good shape, even though that could take months. People will remember how you made them feel in the pitch, weekly meetings, and daily interactions.

Contract 92

Contract Clients Pitch Growth 92

Gong.io

NOVEMBER 30, 2022

You keep telling your reps to sell the benefits rather than the features. Yet you still hear them pitch the latest product feature on their sales calls. But what if there’s a sales methodology that forces them to sell the solution? Enter concept selling. Conceptual selling does the same thing for B2B products.

Sell 62

Sell Objectives and Key Results Pitch Consult 62

Lead Fuze

AUGUST 12, 2021

Simply put, understanding the psychology of sales can lead you to learn how to master the art of selling. Knowing the psychology of sales and these triggers will help you master the art of selling this 2021. You are maybe fans of the same sports club, you like the same music, or you are both environmental activists.

Sell 98

Sell X-functional Sales Follow-up 98

Score More Sales

NOVEMBER 11, 2011

Tickets for Charity is a Boston based company that obtains tickets from sports organizations (like the Boston Red Sox) and sells them with a percentage of the proceeds going to support that sports organization’s charity. Sign up for the blog, tweet with us, grow company revenues, and change the world. . Social Selling.

Non-Profits 56

Non-Profits Sports B2B Consult 56

Hubspot

OCTOBER 18, 2018

Now, keep your hand up if you know how to publish a book. * … slowly lowers hand*. Despite the lack of creative control given to authors in the traditional publishing process, once a publisher purchases a manuscript, they assume all financial risk with selling your book. A literary agent is similar to a celebrity or sports agent.

Contract 78

Contract Retail Pitch Non-Profits 78

SalesLoft

APRIL 5, 2018

Business is no different than sports in that they’re both driven by healthy competition. Being responsive is one of the easiest things you can do to strengthen a relationship, yet so many of us have gotten distracted and forgotten a follow-up. Get the simple things right and follow up ASAP. Follow Up Effectively.

Consult 59

Consult Pitch Sports Follow-up 59

Salesforce

JANUARY 24, 2024

Far from just a sales pitch, cold calling is about exploration and connection. The purpose of a cold call is almost always to book a meeting, not to sell anything right off the bat. The purpose of a cold call is almost always to book a meeting, not to sell anything right off the bat. What is the purpose of a cold call?

Cold Call 69

Cold Call Prospecting Objectives and Key Results Sports 69

Gong.io

NOVEMBER 5, 2019

If we could go a level deeper, we’d see inputs like “I Didn’t Sell Value” or “I Wasn’t In The Zone.”. According to Salesforce’s “ State of Sales ” report, reps spend only one-third of their time selling. This insight is something a human ear could never pick up on its own. Back then, the solution to this problem didn’t exist.

CRM 66

CRM Sports Quota Pitch 66