{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Tech Sales Insights","title":"E168 - GTM Learnings From a Football Official? Yes! Featuring Scott Wood","html":"","width":"100%","height":180,"duration":2559,"description":"In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Wood, VP and GM of Compute for North America at HPE. Scott shares unique go-to-market strategies inspired by his experiences as a football official. From structured pregame preparations to rigorous post-game reviews, Scott draws fascinating parallels between sports officiating and high-performance sales teams.\n\nKEY TAKEAWAYS\n\nStructured Preparation: Learn the importance of detailed pre-meeting preparations, akin to pregame routines in football officiating.\n\nPost-Game Review: Understand the value of reviewing sales calls using technology to identify areas for improvement, similar to how officials review game footage.\n\nOngoing Certification and Practice: Emphasize the need for continuous learning and practice in sales, paralleling the rigorous certification processes in sports officiating.\n\nEffective Communication: Explore strategies for maintaining clear and effective communication within sales teams and how it relates to the teamwork required among football officials.\n\nHandling High-Pressure Situations: Gain insights into managing high-pressure scenarios with clients, drawing from Scott's experience handling intense moments with football coaches.\n\nQUOTES\n\n\"If they do that at a high school level for football, why are we not doing the same disciplined preparations for multi-million dollar deals?\"\n\n\"You need a culture of practice, not just one-off training sessions. Practice builds confidence, and confidence attracts customers.\"\n\n\"The technology we have now for reviewing sales calls is a game-changer. If you're not rigorously using them, you're missing opportunities to have a world-class sales team.\"\n\nFind out more about Scott Wood through the links below:\nhttps://www.linkedin.com/in/scott-wood-9828986/\n \nThis episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the...","thumbnail_url":"https://img.transistorcdn.com/9o5wWarA2NMqPrgwHbbFlZoOfyPTl1xiCw1_SivQcJA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85OWUw/MzhjZGQxZjg0MjYy/MjU5YjliNzFmNDgw/NmZhOS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}