Understanding the Sales Force
JULY 14, 2014
Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005. Is it the concept of SOB Quality?
Partners in Excellence
JANUARY 2, 2023
In 2005, Staples ran a marketing campaign featuring the “Easy Button.” I seldom respond to “viral videos.” ” But I was struck by this video of Kara Lawson, Duke Women’s Basketball Head Coach, Handle Hard Better. It is human nature to want things to be easier.
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Understanding the Sales Force
APRIL 3, 2014
Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. It''s my favorite series, and I''ve been adding to it since the inception of this Blog in 2005 when he was 3. The revenue of the prospect company. He is relentless, fearless and passionate about anything he wants from us.
Adaptive Business Services
MARCH 23, 2022
What are your social selling goals, objectives, and strategies? But if one out of ten becomes a solid business prospect, or better yet a client, the process is working well. I started my first marketing blog in 2005, then sold it in 2010 and started the Webbiquity blog. Ultimately, it’s about keeping my team busy.
Understanding the Sales Force
OCTOBER 21, 2013
I''ve been critical of that as well, but for completely different reasons, so let''s review: The Challenger describes a certain type of salesperson, one that Objective Management Group (OMG) has been identifying for 23 years. Questions that challenge the prospect''s thinking is the essence of the Challenger.
A Sales Guy
SEPTEMBER 15, 2014
I made the “switch” in 2005. Do you know how to turn up you prospects and customers pilot light? Prospecting Overcoming Objections tips to prospecting' In spite of my loyalty and happiness with my past choices, like a gas stove, there is pilot light inside me waiting to be turned up.
Hubspot Sales
NOVEMBER 16, 2017
In 2005, Karnazes ran 350 miles -- without stopping. Your MITs could be activity-based ( “call X prospects,” “give Y demos” ), goals ( “pass Z leads to account executives” ), or a combo. For instance, you could review your last five calls to see if there’s a better way to answer a common objection. 9:30 AM: Coffee time!
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