Ducks on the Pond

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Ducks on the Pond

  1. 1. DUCKS POND on the A Baseball Sales Analogy with Hortonworks’ Dan Michael DISABLED LIST: Prospects that have suddenly fallen out of contact via email or phone from any base. 3 If the prospect is on the DL for several weeks, still without a response, they are moved to the PuP (Physically Unable to Perform) list. After a full month, they are taken completely off the list and are no longer a part of the sales process. SECOND BASE: Prospects a little further along the base paths, based on their engagement with you. This is about halfway through your cycle. In this analogy, you are the pitcher trying to convert as many deals (or runs) as possible. 4 1 THIRD BASE: Prospects are in the final stages of your sales process. One more engagement and the deal should close. ON DECK CIRCLE: This is where your prospects start. Quite simply, all new accounts begin here where you will deliver your pitch. FARM SYSTEM: Everything in Salesforce, as a future opportunity (pre-engagement). 2 5 FIRST BASE: Prospects that have engaged you one time. Maybe they’ve introduced you to their boss or set up a lunch to learn about your product. HOME PLATE: Prospects that have made it all the way around the diamond. Congrats, you’ve closed these deals! SCORE Number of accounts you’ve taken around the baseballs over their total volume in sales STATISTICS often you AVG Howbase paths.pitch to someone and get them on the ERA How often a prospect you pitch to scores. Note that you want a high ERA (to close more deals). SLG Slugging Percentage: Percentage of quota that is met. Remember, every buyer is different. Tailor your solutions to the individual or company to make a meaningful impact. Not every prospect will close a deal, and that’s ok. After all, your product isn’t right for everyone. The sales statistics facilitate an easy breakdown of information in order for you to gauge your ongoing success. Now get out on the diamond and pitch some perfect sales.

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