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A Great Sales Pitch Hinges on the Right Story

  • Esther Choy

pitching for a business assignment 2

Listen to your customers, make an emotional connection, and think from their point of view.

When you’re working in sales, you need to master the art of persuasion and that involves being able to tell a compelling story that explains why your product or service will meet someone’s needs. It involves listening, making an emotional connection, and thinking from the customer’s point of view. The earlier you can learn how to communicate in this way, the faster you will likely grow in your role. But too often we tell the customer a story we believe sets our product or service apart without addressing, or considering, the concerns of the customer. A better approach is to step out of your own head and get curious about how the world looks, sounds, and feels to your clients.

When you work in sales, you need to be a great storyteller. This is true whether you’re talking to a potential client, a partner, or a distributor of your product. In a grocery store, for example, where shelf space is limited, you must convince the retailer that placing your product in a visible spot will result in greater profits for everyone. Similarly, at a sales convention, you need to assure prospective clients that what you’re selling is worth their investment. Both situations require a level of persuasion , and that often involves telling a compelling story.

As a professor at Northwestern University Kellogg School of Management and a consumer anthropologist who discovers and shares customers’ stories to help clients create relevant products and experiences (Gina) and the founder of Leadership Story Lab that coaches business leaders on the art of storytelling for business success (Esther), we use storytelling as the cornerstone of our work.

Through our experience, we’ve learned that “a compelling story” is a narrative that explains why your product or service will meet someone’s needs, especially in sales. It involves listening, making an emotional connection, and thinking from the customer’s point of view. The earlier you can learn how to communicate in this way, the faster you will likely grow in your role. The first step is avoiding a common mistake we often see those new to the industry make.

What Not to Do

A food and beverage company we worked with wanted to convince a supermarket chain to place its beverage on a more visible shelf. Their sales team told a story about what they considered their product’s biggest selling point: a state-of-the-art production process. They explained that having their beverage in a highly visible spot would increase their sales, allow them to scale distribution, and eventually, lower the price for customers, making their premium product more accessible.

This story was their first mistake, and it’s one we see often.

The story the sales team told focused entirely on why a better shelf space would benefit the company and their customers. It focused on what they believed set their product apart, but did little to address, or even consider, the concerns of the retailer.

Unsurprisingly, the supermarket chain wouldn’t budge, citing the low sales of the beverage, which cost 50% more than similar offerings.

When the food and beverage company met with us to discuss how to break this impasse, their sales team complained: “The retailer just doesn’t get it.”

This was their second mistake.

Rather than passively-aggressively accusing a client of “not getting it,” the sales team needed to take a pause, listen more closely, and reframe their narrative to meet the retailer’s needs.

As you begin your own career in sales, don’t make these same mistakes. Do this instead.

How to Craft Stories that Connect with Your Customers

In sales, the key to persuasive storytelling is to suspend your own judgments about why other people should buy, sell, or highlight your product or service. This is not to say that your knowledge doesn’t matter — you likely know the product or service better than anyone. But focusing too much on your own opinions can push you into that passive-aggressive mindset of others “not getting it.”

A better approach is to use your knowledge to highlight what it is about your product or service that will meet the customer’s needs. To do that, you need to step out of your own head and get curious about how the world looks, sounds, and feels to your clients.

By following these three steps — identifying their obstacles, fostering a shared sense of understanding, and creating and curating a meaningful narrative — you’ll be better equipped to get buy-in from anyone you want.

Step 1: Look for and listen to blocks and obstacles.

Let’s say you work at a car dealership and are trying to sell a newly released vehicle. You’ve told your story with compelling facts and figures, spotlighting all its high-tech bells and whistles. But, to your disappointment, the customer isn’t convinced that this car is worth the cost.

You’re frustrated — and we get it. Just like the food and beverage company, you’re struggling to understand why the potential buyer doesn’t appreciate the state-of-the-art features associated with your product.

Rather than leaning into that frustration, now is the time to step back and show some humility. Remember that, for you, the value proposition is clear: You view your product as superior because of its special attributes and functionality — and your instinct is to talk about those selling points. But technical lingo often appeals only to a few who speak that language. Jargon will never be as effective as the emotional connection you create when you listen to and relate to someone else’s pain point.

So, instead, get curious about your customer. Sticking with our original example, you might start by asking: “Why are you looking to buy a new vehicle today?” Then listen. Tap into your empathy by placing yourself in their shoes and try to identify what obstacles this sale could help them overcome. In this case, you may learn that the customer’s current vehicle is not fit for their growing family. With that information, you can begin to tell a different story — one that is responsive to the customer’s pain points.

In our conversations with the food and beverage company representatives, we identified two obstacles that were preventing the supermarket from featuring their product on a more visible shelf: the beverage’s high price point and its low sales. The food and beverage company’s sales team was not going to make any headway unless they addressed those two points specifically. In other words, they needed a different story.

Step 2: Tap into emotions — not just logic.

Emotions play an important role in decision making. Psychologists have f ound that our feelings influence what we believe to be true. This means, to persuade someone, you need to not only appeal to them rationally, but emotionally.

Consider the example of the car dealership. Now that you know the customer is growing their family, you can aim to understand them on an emotional level by asking yourself: Why would a new parent want to buy this vehicle? What would a parent care about most when driving their family members?

In the same way, the food and beverage company’s sales team needed to shift its tactics away from the purely logical to the emotional. That could only happen, however, if they understood the mix of emotions their consumers experienced before making a decision — particularly parents (their ideal customers) who often make price-driven decisions in the grocery store, as we’ve seen in through our work.

Instead of focusing on how the product was made, the sales team began to ask themselves: What would drive a parent to spend more money on our product? Ultimately, this helped them step more fully into the customer’s point of view.

Step 3: Tell a different story.  

Once you understand your customer emotionally, your story shifts — and, along with it, your sales pitch. In the example of the car dealership, you might choose to focus your pitch on the vehicle’s spacious backseat or family-friendly entertainment system. You can even focus on the fancy bells and whistles you highlighted in your original pitch, but tell a more intentional story about them, one that is crafted specifically for your customer. Explain why those new technologies make the car safer and more reliable — two points that will likely appeal to a parent.

As for the food and beverage company, its sales team began contemplating how to frame a new story as part of a better pitch to distributors and retailers. As it turned out, they had a chance encounter that changed everything. The sales team, all wearing company shirts, stopped at a diner for lunch. A waitress noticed the logo and approached their table. “I love your product,” she said. “I buy it all the time.”

Here was their ideal customer in person: someone who willingly paid a premium price for their product and, in her case, on a modest salary. With curiosity and empathy, they asked her why.

“My son has health issues,” she explained. “Your product has helped him so much.”

Her decision wasn’t based on the company’s production processes and filtration. It was because she saw the difference in her son’s health. This was the story they needed to tell — to distributors, to retailers, and to consumers.

The sales team sought out testimonials and feedback from other customers about why they bought the beverage, despite its higher price point. The feedback was consistent: Consumers believed the product saved them money in the long run by avoiding other costs, from nutritional supplements to medical care.

In the next meeting with the retailer, the sales team shared the waitress’s story and other customer testimonials. It was a pitch centered on their product’s value proposition and this time it landed. The retailer made a small commitment to give the beverage premium shelf space, concurrent with new marketing based on consumer stories. Sales increased and, over time, so did the store’s shelf space commitment.  

As a sales professional, you have a story to tell — a narrative you believe will differentiate what you’re selling from everything else in the market. The effectiveness of that story, however, rests not with what you want to say, but with how meaningful it is to your customers. When your story clears obstacles, creates emotional connections, and fosters a shared understanding, that’s when your narrative will rise above the rest. That’s the moment when everyone will truly “get it.”

pitching for a business assignment 2

  • Gina Fong  is a consumer anthropologist at Fong Insight and a Clinical Assistant Professor of Marketing at The Kellogg School of Management at Northwestern University, where she teaches ethnographic research. She received the school’s highest teaching honor, the L.G. Lavengood Outstanding Professor of the Year, in 2023.
  • Esther Choy  has been training and coaching executives to become more persuasive through the use of classical storytelling elements since 2010. She is the author of “Let the Story Do the Work” published by HarperCollins in 2017. Her thought leadership on storytelling and first-generation wealth creators has appeared in leading US media outlets such as Forbes, Entrepreneur and the New York Times.

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About the Business

About Us Life Imaging Fla is an imaging center based in Orlando and Deerfield Beach, Florida. The facility serves all of South Florida with advanced early detection of heart disease and cancer, and a wide range of other serious illnesses and health conditions affecting vital organs. As the only dedicated preventive care center in South Florida, Life Imaging Fla serves over 7 million residents of the region. Heart disease and cancer are the two leading causes of death in the world, and the team works with patients to assess their risk and make early diagnoses that could save their lives. Life Imaging Fla offers low-dose CT scans of the chest, abdomen, and pelvis. These scans are incredibly detailed. The tests are also painless, quick, and don't take much preparation and do not require dyes or contrast. Life Imaging Fla works with licensed radiologists who read and interpret the scans. They can also refer patients to experienced cardiologists if needed, should test results indicate that medical treatment may be necessary for conditions like chest pain, hypertension, and heart attack. For those who have concerns about or predispositions for heart disease or cancer, the tests available at Life Imaging Fla could be life-saving. To schedule an appointment, call the office nearest you or request an appointment online today. Peace of mind through prevention is the best way! …

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Based on the only other 2 reviews, I almost cancelled our appointment today. But we decided to go anyways. I completely disagree with both reviews. We sat first with someone who described the heart scan in depth, and then followed up by stating (without any pressure whatsoever) they also offer a full body scan for $995. Not thousands as stated in another review. It wasn't a bad price for peace of mind but we figured we'd just stick with the free heart scans. The scans only took about 5 min each. Very professional all the way through. We were there a total time of about 45 minutes, from check-in (with a few forms to complete), the time with someone to go over things and both scans. We will have results in about 3 days. Definitely worth the time spent for 2 free heart scans. Typically they cost about $100 each. So saving $200 for 45 minutes of JT time is definitely worth it.

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Absolute waste of time. They tried to upsell body scans for up to $7k per person. This is a "time share" routine at best. We are currently working with the better B.B.B to report this company. This is a clown and pony show and we didn't even get free attraction tickets or free hotdogs. Consult your own doctor on best life practices. Consumer...BE WARNED!

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This business is not really a health facility. Even though the sales representatives wear hospital scrubs? You will quickly realize that when you are taken into a room and they try to sell You expensive full body scans. I looked online and found that you can get calcium Test scores for under a $100. Maybe you can even get your doctor to refer you one and pay nothing. I definitely want to speak to my doctor first before purchasing any full body scans and exposing myself to any radiation. If I had to do it all over again. I would have just paid for the heart scan myself And avoided the sales pitch. They will use some scare tactics to make You feel you must buy these scans.

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Texas vs. Texas A&M Super Regional Matchup: How To Watch, Listen

Matt guzman | 15 hours ago.

May 23, 2024; Hoover, AL, USA; Texas A&M Aggies catcher Jackson Appel (20) jogs the bases on a solo home run against the Tennessee Volunteers during the SEC Baseball Tournament at Hoover Metropolitan Stadium.

Well, the NCAA Tournament got its way.

After convenient stacking the cards in a way that favored adding another installment to the long-standing rivalry between the Texas A&M Aggies and Texas Longhorns by placing the latter Big 12 school in the same regional as the former SEC national seed, both sides held up their end of the bargain.

Texas A&M — despite some shaky pitching to begin the game — cruised to an 8-0 shutout victory over the Grambling State Tigers and Texas found 12 runs in a string of three innings to add a mark to the Louisiana Ragin' Cajun's postseason record as both the Aggies and Longhorns won their first game.

Now, the schools are set to showdown in the winner's bracket.

If the Aggies win, they'll punch their ticket to the regional final, where they'll have a chance to face either Louisiana or Texas again to sweep the regional and advance to the NCAA Super Regionals, but if not, they'll be forced to battle through two more games to advance and survive.

Playing Texas aside, that's the last thing Jim Schlossnagle and his team want. They know what it'll take to avoid that, and they're hoping they can buckle down to handle business.

"Every single out matters in this thing," the Aggies coach said. "(Whether) you're winning by a bunch, losing by a bunch or if it's a close game."

Jun 22, 2022; Omaha, NE, USA; Texas A&M Aggies head coach Jim Schlossnagle watches batting practice before the game against the Oklahoma Sooners at Charles Schwab Field.

The Aggies will spend Saturday either watching or practicing prior to first pitch of their showdown with the Longhorns. After that, it comes down to what they bring to the diamond.

Here's what you need to know:

WHAT:  Texas A&M Aggies (45-13, 19-11 SEC) vs. Texas Longhorns (36-22, 20-10 Big 12) - Bryan-College Station Regional - Game 4

WHERE:  Olsen Field at Blue Bell Park, College Station, Texas (6,100)

WHEN:  Saturday, June 1, 2024, 8 p.m. CST

RADIO: 1150 AM/93.7 FM, TAMU Sports Network

Matt Guzman

MATT GUZMAN

Matt Guzman is a sports journalist and storyteller from Austin, Texas. He serves as a credentialed reporter and site manager for San Antonio Spurs On SI and a staff writer for multiple collegiate sites in the same network. In the world of professional sports, he is a firm believer that athletes are people, too, and intends to tell stories of players and teams’ true, behind-the-scenes character that otherwise would not be seen through strong narrative writing, hooking ledes and passionate words.

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Unit 19: Pitching a New Business Student checklist, feedback and tracker  templates

Unit 19: Pitching a New Business Student checklist, feedback and tracker templates

Subject: Business and finance

Age range: 16+

Resource type: Worksheet/Activity

Michael Paulus

Last updated

19 November 2022

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pitching for a business assignment 2

For teachers of Unit 19: Pitching a New Business ,

This resource comprises the following that make the delviery of the assignments very manageable and helps students achieve excellent Distinctions! This resource includes:

  • A guidance presentation for each assignment (very detailed and learners can understand it easily)
  • Student self-checklsit for each assignment
  • Financial forecasting excel sheet to help learners complete their forecasts
  • Unit 19 tracker for teacher to track progress of learners across the parts of all the assignments

All these resources ‘compliment’ each other and is consistent for students to understand the expecations.

Additionally this resources includes a useful marking feedback template (using Strengths(S), Literacy(L) and Action(A) method but easily changeable to suit your school’s bookmarking policy and for other components in this course!

I would suggest students have physical copies of the blue student checklists to ensure that have completed all aspects for this unit! The Unit 19 tracker should be shown to learners so they know what you have ‘ticked off’

*I am an experienced teacher of Business and Economics, as well as SV for BTEC Level 2 Tech Award in Enterprise (so i fully know the requirements for learners to achieve well in this component) and Associate Examiner for Level 3 BTEC externally assessed units.

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Ben Lively wins career-best fourth straight start as AL Central-leading Guardians beat Nationals 3-2

Cleveland Guardians starting pitcher Ben Lively delivers against the Washington Nationals during the first inning of a baseball game in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Cleveland Guardians starting pitcher Ben Lively delivers against the Washington Nationals during the first inning of a baseball game in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Washington Nationals’ Eddie Rosario, right, reacts after hitting a flyout during the eighth inning of a baseball game against the Cleveland Guardians in Cleveland, Saturday, June 1, 2024. Guardians catcher Austin Hedges, left, looks on. (AP Photo/Phil Long)

Washington Nationals’ Nick Senzel throws to first base but not in time to get Cleveland Guardians’ Jose Ramirez out as Mitchell Parker ducks during the first inning of a baseball game in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Washington Nationals’ Jacob Young (30) argues a called third strike by umpire Malachi Moore (not shown) with umpire Bill Miller, right, during the third inning of a baseball game against the Cleveland Guardians in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Washington Nationals manager Dave Martinez, left, argues with umpire Malachi Moore, right, after his ejection by Moore during the third inning of a baseball game against the Cleveland Guardians in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Umpire Malachi Moore, right, ejects Washington Nationals manager Dave Martinez, left, after a third strike argument during the third inning of a baseball game against the Cleveland Guardians in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Washington Nationals starting pitcher Mitchell Parker delivers against the Cleveland Guardians during the first inning of a baseball game in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Cleveland Guardians’ Jose Ramirez, right, slides safely into home plate on a passed ball as Washington Nationals starting pitcher Mitchell Parker, front left, is late with the tag during the third inning of a baseball game in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

Washington Nationals’ Jacob Young (30) argues a called third strike with umpire Malachi Moore, left, as Nationals manager Dave Martinez, right, joins in during the third inning of a baseball game against the Cleveland Guardians in Cleveland, Saturday, June 1, 2024. (AP Photo/Phil Long)

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CLEVELAND (AP) — Ben Lively won his career-best fourth consecutive start and Kyle Manzardo hit a bloop two-run single to lead the Cleveland Guardians over the Washington Nationals 3-2 on Saturday.

Lively (5-2) allowed two runs and five hits in 5 2/3 innings while striking out four and walking one. The journeyman right-hander is 3-0 with a 1.90 ERA in four starts at home this season.

The Guardians are Lively’s fourth team since breaking into the major leagues in 2017. The 32-year-old also spent three seasons pitching in South Korea from 2019-21.

Lively credits his success to keeping things simple.

“I’m just throwing the ball over the plate, and I’ll keep rolling with that,” Lively said. “Stay ready and go with the fastball whenever in doubt.”

The Guardians won their ninth straight game at Progressive Field and are an MLB-best 20-6 at home this season and the first two games of this series have sold out. It is Cleveland’s longest home winning streak since 2017.

“Tons of people showing up every night and it gives you a great home field advantage,” said Manzardo, a rookie first baseman.

It was also the 12th win in the last 15 games overall for the Guardians, who lead the AL Central.

Chicago Cubs' Dansby Swanson celebrates his two-run home run against the Cincinnati Reds during the eighth inning of a baseball game early Sunday, June 2, 2024, in Chicago. (AP Photo/Charles Rex Arbogast)

Manzardo hit a two-out single to left field with two outs in the first inning to open the scoring against rookie lefty Mitchell Parker (4-3), plating José Ramírez and Josh Naylor.

“No, not really,” Manzardo said with a laugh when asked if he thought the ball would drop between four fielders for a hit. “I hit it out there and somehow it found some grass.”

Ramirez scored from second on a wild pitch in the third inning to make it 3-0 and that run proved decisive. Ramirez had two hits and two runs scored.

“When I saw the ball bouncing there, my first reaction was to try to get home,” Ramirez said through a translator. “When I was about to step on (third) base, (catcher Riley Adams) was still chasing the ball and that’s when I realized I had a chance to score.”

“I love watching that guy play,” Guardians manager Stephen Vogt said of Ramirez. “He’s just fun. Plays the right way. Plays hard. Just never ceases to amaze me.”

David Fry extended his on-base streak to 19 games in a row as he doubled, walked and was hit by a pitch.

Emmanuel Clase pitched a 1-2-3 ninth for his 18th save in 21 chances.

The Nationals scored both of their runs off Lively in the fourth. Joey Meneses drove in the first run on a groundout and Jesse Winker followed with an RBI single.

Parker also worked 5 2/3 innings and gave up three runs and four hits with five strikeouts and four walks. He had walked just eight in 44 1/3 innings in his eight previous starts.

“Mitchell should have got out of the first inning without giving any runs because that ball should have been caught,” Nationals manager Dave Martinez said, referring to Manzardo’s bloop. “Today, we were sloppy. We didn’t play a very good game.”

Luis Garcia Jr. and Nick Senzel had two hits apiece for the Nationals. Garcia is 10 for 18 (.556) in five career games against the Guardians.

Martinez was ejected for arguing a swinging third strike against center fielder Jacob Young to end the third inning. Young swung at a pitch that appeared to hit his bat but home plate umpire Malachi Moore ruled the pitch struck Young’s right hand.

TRANSACTION

Nationals: CF Victor Robles was placed on unconditional release waivers after being designated for assignment earlier in the week. Baseball America ranked him as the No. 5 prospect before the 2018 season but the 27-year-old hit just .236 in eight seasons with the Nationals.

TRAINER’S ROOM

Nationals: Young was removed from the game in the top of the seventh inning after his hand began swelling. … SS CJ Abrams (jammed left shoulder) was a late scratch after being injured Friday while diving for a groundball.

Guardians: LF Steven Kwan got a scheduled day off after being activated from the injured list on Friday and going 3 for 4 with a walk to raise his batting average to .365. He had been out since May 5 with a strained left hamstring.

Nationals RHP Jake Irvin (2-5, 3.43 ERA) will start Sunday’s series finale against Guardians RHP Carlos Carrasco (2-4, 5.16), who will be activated from the 15-day IL after being sidelined with neck spasms since May 16.

AP MLB: https://apnews.com/hub/mlb

pitching for a business assignment 2

MLB

Shohei Ohtani’s chances of winning NL MVP as a DH; replacing Acuña again and more MLB notes

NEW YORK, NEW YORK - MAY 29: Shohei Ohtani #17 of the Los Angeles Dodgers hits a two-run home run against the New York Mets during the eighth inning at Citi Field on May 29, 2024 in the Queens borough of New York City. (Photo by Luke Hales/Getty Images)

Another year, another Shohei Ohtani MVP debate.

The question in previous seasons was whether anyone but a player who performed as both an elite hitter and pitcher could be MVP. This time, the argument figures to be whether Ohtani should be the first player to win an MVP as a primary DH.

Too soon to discuss? Well, the season is only about one-third complete. But the Japanese media already is buzzing about Ohtani potentially making a new form of history. The odds, though, are against it. The bias against DHs in MVP voting is that strong.

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David Ortiz had five straight top five MVP finishes between 2003 and ’07. Two of those were top three, and as Dayn Perry wrote for CBS Sports , only five other primary DHs have placed that high — Frank Thomas in 1991, Paul Molitor in 1993, Edgar Martinez in 1995, Thomas again in 2000, Victor Martinez in 2014 and Yordan Alvarez in 2022.

The problem for DHs is that voting members of the Baseball Writers Association often consider them akin to half a player. When Ohtani won the American League award in 2021 and ’23, he was more like two players. And the first of five criteria listed for voters is, “Actual value of a player to his team, that is, strength of offense and defense.”

Of course, the instructions to voters also say, “There is no clear-cut definition of what Most Valuable means.” Which perhaps explains why 21 starting pitchers and four relievers have won the award, though the last reliever to pull off the feat was Dennis Eckersley in 1992.

Ohtani currently leads the National League with a 1.010 OPS. Another DH, the Atlanta Braves’ Marcell Ozuna , is second at .998. The player who is the early favorite for the award, Ohtani’s Los Angeles Dodgers teammate, Mookie Betts , is third at .953. Betts, because of his move to shortstop, meets another criteria — “general character, disposition, loyalty and effort” — quite nicely.

For Ohtani to beat out Betts, he probably would need to do what the New York Yankees’ Aaron Judge did to him in the 2022 AL race — put together a season so outrageously dominant, voters will feel as if they are left with virtually no choice.

Judge set the AL home-run record that season and led the league in on-base and slugging percentage, beating Ohtani in OPS by 236 points. Ohtani also had a 2.33 ERA in 166 innings pitched, but 28 of 30 voters listed Judge first on their ballots.

The increased reliance of voters on Wins Above Replacement (WAR), a metric that estimates a player’s value based on his offense, defense and baserunning, further handicaps DHs. Yet Ohtani, even with a negative defensive value, actually ranks second to Betts in both FanGraphs’ and Baseball Reference’s versions of WAR. His baserunning helps elevate him. Ozuna, who gets dinged for both his defense and baserunning, is further back.

Ohtani’s OPS is well ahead of where he was after 58 team games in 2021 (.920) and ’23 (.872). If he gets to 1.100 and Betts finishes around .900, the difference still might not be enough, as long as Betts is passable at shortstop. But the sheer ability of Ohtani to even make this a conversation is another testament to his otherworldly ability.

If any DH can win this award, it’s him.

Replacing Acuña, round two

The last time the Braves lost Ronald Acuña Jr. to a season-ending torn ACL, president of baseball operations Alex Anthopoulos reacted by acquiring seemingly every bat available — Joc Pederson , Jorge Soler , Eddie Rosario , Adam Duvall . The moves could not have worked out better. The Braves went on to win their first World Series in 26 years, and Soler was Series MVP.

This time, the Braves are in a different position. Acuña’s injury occurred two months before the deadline, as opposed to three weeks. Anthopoulos does not yet know what the team’s needs might be. If a starting pitcher or two gets hurt, Anthopoulos might have little choice but to stick with an outfield of Duvall, Michael Harris II and Jarred Kelenic , and direct the bulk of his resources toward pitching.

pitching for a business assignment 2

The Braves’ offense entered Thursday eighth in runs per game, and that ranking could rise through internal improvement alone — from Harris, Austin Riley and Matt Olson ; Ozzie Albies and Sean Murphy . If in two months the addition of another outfielder is warranted, the supply should be ample enough for Anthopoulos to address the position at a reasonable price.

Consider the current statuses of the players Anthopoulos traded for the four hitters he acquired in 2021:

Bryce Ball (Pederson): A first baseman, he has drifted from the Chicago Cubs to the Cleveland Guardians to the Philadelphia Phillies , but has yet to rise above Double A.

Pablo Sandoval (Rosario): The Guardians (then the Indians) released him immediately after acquiring him, and his attempted comeback with the San Francisco Giants this spring ended with another release.

Alex Jackson (Duvall): The only member of this group to appear in the majors since getting traded, the catcher has appeared in 61 games over the past four seasons with the Miami Marlins , Milwaukee Brewers and now the Tampa Bay Rays .

Kasey Kalich (Soler): Currently out of affiliated baseball, Kalich is in his second season pitching for the Cleburne (Tx.) Railroaders of the American Association.

Yes, spring training matters!

Within a span of three days this week, both the Arizona Diamondbacks’ Jordan Montgomery and Giants’ Blake Snell extolled the virtues of spring training — notable comments, considering neither pitched this spring while awaiting the outcomes of their respective free agencies.

Both pitchers instead worked out at training centers run by agent Scott Boras (Montgomery since has left Boras for Wasserman). Past Boras clients such as Kyle Lohse and Dallas Keuchel enjoyed success after following similar programs, but Snell, in particular, has struggled thus far.

Snell, who signed a two-year, $62 million deal with an opt-out, joined the Giants on April 8 without making a minor-league start, was on the injured list from April 24 to May 22 with a left adductor strain and through five starts has a 10.42 ERA.

“The one thing I would say is that big-league spring training, you need it,” Snell told reporters . “I thought I did everything I could to be ready. Even after two weeks, I’ve noticed how much better I was throwing the ball, just being here every day.

pitching for a business assignment 2

“You have to go to spring training. I hope teams see that. I don’t know what Montgomery is doing, but I bet it’s tough for him. It’s not easy. I didn’t face a big-league hitter until I pitched in my first game in the big leagues this year. It’s tough. You just have nothing to go off of. You’re just kind of like, ‘Oh, let’s see what we’ve got.’ I faced 18-year-olds. It’s all excuses. But it’s the truth.”

Montgomery, who agreed to a one-year, $25 million deal with a vesting player option for 2025, made a similar remark, saying, “I used to hate spring training. And now I’m like, I love spring training.” His path was slightly different than Snell’s — he made two starts in Triple A before joining the Diamondbacks — but his results also have not been to his usual standards. Through seven starts, his ERA is 4.69.

Boras echoed Snell in assigning blame to teams for not signing his clients sooner, saying clubs, “should understand it’s in the best interests of getting optimal performance to put the players through normal courses of preparation.” Team executives, of course, hold a different view, saying Boras’ expectations were too high; hence, the protracted discussions.

Snell, even when he goes through a full spring training, historically is better in the second half than the first. Last season, he posted a 5.04 ERA through May 19, then a 1.20 ERA in his final 23 starts to earn the NL Cy Young award. Facing minor-league hitters would not necessarily have helped him. Snell struck out 17 in nine hitless innings on a rehabilitation assignment while recovering from his adductor strain.

The blame for Snell and Montgomery signing so late is impossible to assign without knowing the details of the negotiations. One thing is clear, though: Pitchers are better off going through spring training than not.

What happened to the offense?

If your favorite team is struggling to score runs, rest assured it is not alone. In the second season of rules changes designed in part to boost offense, the run-scoring environment is pretty much the same as it was in 2022, the year before the changes took effect.

Why? Good question.

Through Memorial Day, the strikeout rate through the same number of games from 2023 had dropped from 22.7 to 22.3 percent, a seemingly encouraging sign. The batting average on balls in play, however, had dropped 10 points, from .297 to .287. And according to The Athletic ’s Eno Sarris, pulled Barrels were traveling three feet less than they did last season, and tied for the lowest distance (378 feet) since the inception of the Statcast era in 2015.

The weather might be part of this. The average game temperature in April dropped from 63.5 degrees in 2023 to 62.9 in 2024. Then again, May has been warmer than it was a year ago, the average game temperature rising from 68.8 to 70.2. So the weather variances would figure to balance out.

Is it possible teams adjusted to the limits on defensive shifts by better positioning their infielders within the requirement that two must remain on either side of the second-base bag? Sure. The reduction in BABIP also could be partly the result of better defensive positioning in the outfield, where there are no restrictions.

In 2022, before the league implemented the new rules, Russell A. Carleton wrote in Baseball Prospectus that positioning in the outfield was even more effective at run suppression than in the infield. “The effects of better outfielder positioning are four times as powerful at taking away hits,” Carleton said. “More than that, not everyone gets shifted, but everyone hits fly balls. Better, data-driven, outfielder positioning is taking away far more hits than the infield shift.”

The sample is small. The downturn in offense probably is not attributable to one factor. But the situation bears watching. If the limits on shifts and rules to boost stolen bases aren’t having the intended effect, the league might need to explore other ways to satisfy its desire to increase offense.

Waiting on Texas

The Texas Rangers are one of the teams frustrated with their offense, even with Corey Seager on one of his ridiculous tears — eight home runs in his last eight games, a 12-game hitting streak in which his OPS is 1.458. For most of the season, the defending World Series champions have not been whole.

The team’s pitching injuries are more notable. The Rangers, even after the return of Nathan Eovaldi this week, still have an entire rotation on the IL — Jon Gray , Cody Bradford , Tyler Mahle , Max Scherzer and Jacob deGrom . But all season, the lineup has been in a state of flux.

Seager needed time to regain his form after undergoing sports hernia surgery on Jan. 30. First baseman Nathaniel Lowe missed the first three weeks with a strained right oblique. Third baseman Josh Jung remains out with a fractured wrist he suffered in the team’s fourth game. And both of the Rangers’ young phenoms, Wyatt Langford and Evan Carter , have missed time as well.

Of those losses, Jung might have been the biggest, even with Josh Smith delivering surprising production as his replacement. Some with the Rangers view Jung, 26, as almost their version of Dustin Pedroia. Jung is intense and relentlessly positive. He cares deeply. He might not be as edgy as Pedroia — who is? — but his presence reduces the pressure on youngsters like Langford and Carter.

Only the Braves and Dodgers scored more runs than the Rangers last season. Entering Thursday, the Rangers were 10th in runs per game, but with plenty of room to grow.

How the Brewers got Hudson

The move last Dec. 27 was a footnote to far bigger Dodgers news — the official announcement of Yoshinobu Yamamoto ’s $325 million contract, the largest for a pitcher in major-league history.

To clear room for Yamamoto on their 40-man roster, the Dodgers designated for assignment a pitcher who had a 7.27 ERA in six relief appearances last season, left-hander Bryan Hudson .

pitching for a business assignment 2

Seven days later, the Dodgers made another minor transaction with Hudson, sending him to the Brewers for minor-league lefty Justin Chambers . Little did anyone know how critical the trade would be to the Brewers’ early-season success.

Prior to Thursday, when he allowed two game-tying homers against the Cubs, Hudson had a 0.59 ERA in 30 1/3 innings. Hitters struggle against him for good reason. Hudson, 27, is 6-foot-8 and throws from a low three-quarters arm angle.

Brewers general manager Matt Arnold credited the team’s scouting staff for identifying Hudson’s ability and pitching coach Chris Hook and assistant pitching coach Jim Henderson for enhancing it. Hudson’s makeup is another separator, Arnold said.

“It’s even better than what we heard, which was already great,” Arnold said. “He has every right to be considered an All-Star this year, honestly.”

The Dodgers, loaded with pitching, had no place for Hudson. When several teams showed interest, they gained the leverage to ask for a player in return. Clubs that wanted Hudson could not take the chance he would be available to them in the waiver process.

Chambers, 18, was the Brewers’ 20th-round pick in 2023. The Brewers signed him for $547,000, effectively buying him out of a commitment to Arizona State, even though he was coming off Tommy John surgery. The Dodgers, too, liked Chambers out of the draft.

Moore, not less, in Seattle

Mariners general manager Justin Hollander says utility man Dylan Moore is as dedicated in his preparation as any player he has encountered in his 17 years in baseball. Moore, 31, finally is reaping the rewards of that dedication.

The Mariners last Friday demoted third baseman Luis Urías to create more playing time for Moore, who batted .280 with a .937 OPS over a 30-game stretch from April 14 to May 22. Moore since has gone 2-for-23, but his value as a plug-and-play weapon endures.

This season, Moore has started at all four infield positions and left field. His fWAR entering Thursday was second on the team only to Josh Rojas . His chase rate is among the lowest on the team. His baserunning is above-average. Performing in a difficult role, he’s your basic manager’s dream.

Improved health after IL stints in his first five seasons contributed to Moore’s recent surge. He said he also benefited from his experience both coming off the bench and failing as a starter in 2021. His work ethic and sheer intensity also give him an edge.

“This game is really hard,” Moore said. “I’m never going to be content. I’m never going to take my foot off the gas pedal and think I know everything.”

His confidence, though, is growing.

“I’m even surprising myself at how good I can be,” Moore said. “I want to do more and more and more.”

Marlins not done

After trading Luis Arraez on May 4, no one should be surprised if the Marlins make other deals well before the July 30 trade deadline. Teams, viewing the Arraez move as a signal the Marlins were open for business, began inquiring on the team’s starting pitchers as well as reliever Tanner Scott , according to club sources.

The Marlins, after entertaining conversations for pitchers such as Jesús Luzardo and Braxton Garrett during the offseason, already have a sense of what the market will bear. Their improved play of late — the team is 13-13 since its 7-24 start — should only enhance the value of their players.

Scott, who has a 1.57 ERA despite a high walk rate, is a potential free agent earning $5.7 million. Luzardo, whose current salary is $5.5 million, is under control for two additional seasons; Garrett, who is earning $764,000, for four more.

(Top photo of Shohei Ohtani: Luke Hales / Getty Images)

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Ken Rosenthal

Ken Rosenthal is the senior baseball writer for The Athletic who has spent nearly 35 years covering the major leagues. In addition, Ken is a broadcaster and regular contributor to Fox Sports' MLB telecasts. He's also won Emmy Awards in 2015 and 2016 for his TV reporting. Follow Ken on Twitter @ Ken_Rosenthal

IMAGES

  1. Unit 19 Pitching for a new Business Assignment 2 Develop a business

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COMMENTS

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