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Major league tips to improve your sales prospecting game

Winning baseball teams and winning sales teams share many smart habits

Anika Temperante
Anika Temperante
Senior Account Executive

The crack of the bat. The roar of the crowd. The spectacular play to win the game.

If you’re experiencing these sights and sounds, then it must be baseball season.

There are many parallels between winning baseball teams and the medtech and B2B companies that succeed in sales. Whether you’re a diehard sports fan or not, there are many ways to improve your sales team’s performance by following the habits of exceptional teams.

5 major league strategies to improve your sales performance

What do winning baseball teams and winning sales teams have in common?

1. They show up

Star athletes know that win or lose, much of the effort is simply about showing up on the field. Not every at bat will produce a homerun, but getting on base requires putting in the work, day in and day out. The same consistency fuels success in lead generation and inside sales. The more sales prospecting calls you make, the greater your chances of reaching your goals. Top sales performers recognize the correlation between regular outbound calling and a full pipeline of qualified leads and closed sales.

2. They measure

From pitch speed and strikeouts to batting averages and RBIs, baseball thrives on statistics. Coaches and players measure everything, then use that analysis to finetune their game. Not only do they monitor their own performance, they also scout the competition. Effective sales teams do the same. They understand the lead generation and outbound calling metrics that matter to their business. They track their own performance and know how they stack up in the greater marketplace. They’re open to feedback and coaching, using these important details to strengthen their results.

3. They make substitutions

Baseball managers and coaches have a big job to do, which includes making important decisions throughout the season, and even mid-game. Bringing in a relief pitcher. Changing the batting order. Signaling for a bunt at a crucial moment.

Marketing and sales leaders at B2B and medtech companies need the confidence (and the market insights) to make similar tough calls. Behind on your quarterly revenue goals? Worried about a new competitor in the market? Curious whether different messaging will generate more leads? It might be time to substitute different resources or try a new method. Knowing how best to leverage your budget and reach your goals is a hallmark of winning teams.

4. They build bench strength

There may be just nine players on the baseball field at any given time, but the depth of talent available is far greater. In sales, your starting lineup are your best sales closers. To support them, you’ll also need a roster of inside sales callers who can qualify prospects, generate leadsand nurture cooler opportunities. You’ll even want to develop a farm team—a trusted resource who can warm up a territory or handle special projects—to keep your sales pipeline full of qualified opportunities. Outsourcing to a professional contact center like Volkart May gives you options at all levels.

5. They motivate each other

What happens at the end of every baseball play? On the field and in the dugout, the players show visible support for their teammates. They actively motivate and encourage each other. They avoid the negativity and self-doubt that can sabotage performance. They work together to help the entire team find the win. Successful sales organizations do the same. They know it’s critical to build camaraderie and trust, and to keep morale high.

Keeping sales best practices like these at the heart of your medtech or B2B sales team will create a winning atmosphere that can propel your organization forward.

Add new talent to your sales roster

Ready to make this your most winning sales season? Put Volkart May’s professional callers to work as an extension of your internal team. We’ll increase your averages and help you hold more conversations that convert to qualified leads and sales-ready appointments. Ask about our lead generation capabilities for medtech and B2B brands.

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