Updated: Dec 28, 2020
Going back to Pittsburgh US, October 31st, 2005. Myron Cope waves for the last time the Terrible Towel at Heinz Field. At that time I was fortunate to be given the opportunity to relocate to Pittsburgh. Not only that I fell in love with the City of Bridges and the amazing countryside, pretty soon I found myself waving my own terrible town whenever I got my hands on tickets, whatever they cost. Long story short, today I truly understand why I got hooked on American Football, and the reason is – Strategy & Tactics: To cross the line of scrimmage, the QB has to prepare for various scenarios and adapt his game according to the opponent’s play. How is this related to Sales Qualification Calls? When reps run through generic discovery questions - they barely touch the surface of the prospect’s pain. They might follow a pain-funnel script designed for that purpose, but without tweaking the Qs and adapting to the prospect’s use-case, there is little chance of gaining yards. On the other hand, when reps invest time in studying prospect’s vertical, terminology and KPIs, they will truly be able to identify & empathize with the prospect’s pain, and this is how you cross the line of scrimmage… Touchdown!