2005 Prospecting Sales Sales Management 
Understanding the Sales Force
JULY 14, 2014
Understanding the Sales Force by Dave Kurlan. 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
OCTOBER 21, 2013
Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.
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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.
MJ Hoffman
APRIL 22, 2019
Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. If it were 2005, that would have been a great response.
Hubspot Sales
MAY 14, 2019
Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. If it were 2005, that would have been a great response.
Adaptive Business Services
AUGUST 2, 2017
Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. As a manager (and as a salesperson), I had my pluses and minuses. I did have a life-changing event in 2005. A prospecting epiphany. Healthy living.
Smooth Sale
MARCH 17, 2022
The insights are essential for business growth and the precursor for successful sales. Janice is listed in the Top 50 Global Thought Leaders and Influencers on Customer Experience, 2020 and 150 Women B2B Thought Leaders You Should Follow, 2021 and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021.
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