2005 Objections Prospecting Sales Management 
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.
Understanding the Sales Force
APRIL 3, 2014
Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. The revenue of the prospect company. Nothing will stop him. No problem.
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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. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.
Hubspot Sales
MAY 14, 2019
They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. Instead, be upfront and tell them your objectives. They unanimously agreed it was convincing the prospect to read the email and summarizing its contents. If it were 2005, that would have been a great response.
MJ Hoffman
APRIL 22, 2019
She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. Instead, be upfront and tell them your objectives. They unanimously agreed it was convincing the prospect to read the email and summarizing its contents. If it were 2005, that would have been a great response.
Pipeliner
JUNE 8, 2018
Each prospective vendor was required to provide a statement of qualification and attend a bidder’s conference at ABC’s headquarters. These mixed outcomes are undoubtedly familiar to sales veterans. Our demo team was better prepared and showed the prospect exactly what they wanted to see. Thank you, thank you, thank you!
Sales Hacker
AUGUST 4, 2020
The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. This was in 2005 after I graduated. If she said no, then it was going to be like, “Well, guess what? I don’t have a job anyway.”
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