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The Inbound Sales and Marketing Blog

Four Things Sales Leaders can Learn from the New England Patriots

“A goal without a plan is just a wish” - Antoine de Saint-Exupéry

As a Ravens fan, it’s hard for me to cheer for the Patriots. But I must admit that the New England Patriots have achieved a level of success that is unmatched in my time as a fan of the NFL. They have been to 9 of the last 18 Super Bowls, winning 5 of them.

Something that makes it truly unbelievable (especially this year) is that they don’t nearly have the best personnel as many of the 31 teams they competed against, that all started out with the same goal.  

The reality is that a lot of the other teams had a wish, not a goal. Let’s look at some things that the the Patriots have in common with a sales team that turns their goals turn into reality by year-end, rather than failing at their New Year's resolutions by the third week of January.

There are 4 elements of a successful team:   

What is a Prospecting Sequence?

You need net-new business to hit your number. Net-new business requires appointments. When sales reps fail to consistently schedule appointments it shows up at the end of the month.

What does it take to get appointments? Could there be a way that is more effective, efficient, and measurable?

Salesforce.com research tells us that it takes 6-8 touches to get an appointment. When it comes to prospecting, the problem is that sales reps rarely get this many touches. Most prospecting is neither strategic nor systematic.

Fortunately there is a better way to make sure your sales reps get multiple touches with prospective clients. We call this a Prospecting Sequence. Here’s what this looks like:

Growth Opportunities in the Growing Green Market

In preparing for a previous webinar on New Green Marketing Strategies with Jordan Darragh of PrintReleaf, I've uncovered some very interesting data about the market for green solutions. I'll have to admit that until yesterday, I thought that "green" was nice window dressing on the real meat of the value proposition to a prospect. However, my eyes are being opened to the reality that there is a growing market demand for green business solutions.