Sales Kickoff Jeopardy

Bring real competition to kickoff with rounds on pipeline, prospecting, objections, and closing. Copy it free and let the reps buzz in from their phones.

6 categories · 30 clues · Final Jeopardy · everyone buzzes in from their phone

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Know the Pipeline

$200
This term describes a potential customer who has shown some interest but has not yet been qualified as a serious buyer.
What is a lead?
$400
This term describes a lead who has been vetted and confirmed to have the budget, authority, need, and timeline to realistically buy.
What is a qualified lead?
$600
This visual tool shows every deal a sales team is working, organized by stage from first contact to closed deal.
What is a sales pipeline?
$800
This document, often prepared before a big deal, estimates how likely a specific opportunity is to close and by when.
What is a sales forecast?
$1,000
This stage-by-stage description of how a buyer moves from awareness to purchase, distinct from the seller's own pipeline, is used to plan marketing and sales handoffs.
What is the buyer's journey?

Prospecting

$200
This unsolicited outreach method calls a potential customer who has had no prior contact with the company.
What is cold calling?
$400
This unsolicited outreach method emails a potential customer who has had no prior contact with the company.
What is cold emailing?
$600
This practice examines information about a target account and its industry before ever reaching out, in order to tailor the pitch.
What is account research?
$800
This professional networking platform is widely used by sales reps to identify and research prospects before making contact.
What is LinkedIn?
$1,000
This prospecting strategy asks a satisfied existing customer to introduce a rep to other potential buyers they know.
What is a referral?

Objection Handling

$200
This common objection dismisses a pitch by claiming the budget simply is not available right now.
What is a price objection?
$400
This technique repeats an objection back to the prospect in different words to confirm it is fully understood before responding.
What is paraphrasing?
$600
This objection claims a competing product already covers the prospect's needs.
What is a competitor objection?
$800
This objection puts off a decision by claiming the timing simply is not right at the moment.
What is a timing objection?
$1,000
This sales technique acknowledges an objection's validity before pivoting to a rebuttal, commonly summarized as a three-word phrase about emotion.
What is feel, felt, found?

Sales Slang

$200
This slang term names a deal that is essentially guaranteed to close, requiring little further persuasion.
What is a slam dunk?
$400
This slang term describes a prospect who strings a rep along with false interest but never actually intends to buy.
What is a tire kicker?
$600
This slang term names a person inside the buyer's organization who advocates internally for the deal on the seller's behalf.
What is a champion?
$800
This slang term describes a prospect who suddenly stops responding to calls, emails, and messages during a deal.
What is being ghosted?
$1,000
This slang term, borrowed from the shape of a sports implement, describes a sudden late-quarter surge in sales after a long flat stretch.
What is a hockey stick?

Closing Time

$200
This final stage of a sales conversation asks the prospect directly to commit to the purchase.
What is closing?
$400
This closing technique offers the prospect two acceptable options, such as two start dates, rather than a plain yes-or-no choice.
What is the alternative close?
$600
This document, sent near the end of a deal, formally lays out pricing, terms, and scope for a prospect's signature.
What is a contract?
$800
This closing technique creates a limited-time incentive, like a discount that expires at quarter's end, to prompt a faster decision.
What is a scarcity close?
$1,000
This closing technique asks a prospect to imagine already owning and using the product, encouraging them to picture life after the purchase.
What is the assumptive close?

Numbers That Matter

$200
This percentage measures the share of leads or opportunities that ultimately turn into closed deals.
What is the conversion rate?
$400
This dollar figure represents the total value of every open deal currently sitting in a sales pipeline.
What is pipeline value?
$600
This metric measures the average dollar value of a single closed sale.
What is the average deal size?
$800
This metric measures how many days, on average, pass between a deal's first contact and its close.
What is sales cycle length?
$1,000
This metric estimates the total revenue a company can expect from a single customer account over the full length of their relationship.
What is customer lifetime value?

Final Jeopardy — Sales Speak

Named for a short ride in a tall building, this two-word term describes a persuasive summary brief enough to deliver in about thirty seconds.

What is an elevator pitch?

How to run this board

Sales teams are competitive by nature, so meet them where they live. Categories run from pipeline stages and prospecting to objection handling, sales slang, and closing technique — a full lap around the craft.

At a kickoff, run it as the energy break between strategy sessions; at a QBR, use it to reinforce the messaging you just rolled out. Reps versus managers is the matchup people remember.

Customize the clues with your own product names, competitor landscape, and this year's plays before the event.

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