The Pipeline

MARCH 16, 2017

Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was. Some objections/questions, especially when you know when and where they will appear, are actually good. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Objections 228

Objections Buyer Prospecting Groups 228

Janek Performance Group

NOVEMBER 16, 2021

One certainty for salespeople is that, at some point, they will handle objections. While there can be countless reasons for this, top sellers know the value of patience, understanding, and empathy when confronting these protests, and here are ways to overcome the top-six client objections: Budget. ” Competition.

Objections 116

Objections Decision Maker Lead Qualification Lead Rank 116

Shari Levitin

SEPTEMBER 7, 2021

At Levitin Group we’ve adapted to virtual keynotes, shifted to providing 6-week Master Classes and Train the Trainer courses to help sales teams master the four seismic shifts every hybrid seller must make. “How Get to the real objection and confirm that the objection they gave you is real. Hybrid work is here to stay.”.

Groups 62

Groups Trends Sales Qualified Lead Objections 62

Understanding the Sales Force

NOVEMBER 22, 2021

Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!" I'm happy to report that thanks to big-time help from PENTA Marketing CEO Deborah Penta , our new space is bright, cheery, modern, energetic, open and functional!

Groups 344

Groups Objections Report Examples 344

InsightSquared

APRIL 23, 2019

Now, we have “Buying Groups.” The philosophy of buying groups is to identify and engage a set of personas involved in making a purchasing decision. What the Heck Are Buying Groups? This new way of thinking about people involved in making a purchasing decision is called buying groups. How Do You Measure Success?

Groups 106

Groups Account Based Marketing Sales Process Top of Funnel 106

Hubspot Sales

MARCH 2, 2018

Common Sales Objections. I'm part of a buying group.". Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling?

Objections 145

Objections How To ROI Call-back 145

The Pipeline

FEBRUARY 24, 2014

If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward. What’s in Your Pipeline? What’s in Your Pipeline?

Margin 256

Margin Objections Cold Calling Handbook 256

The Digital Sales Institute

AUGUST 18, 2022

When dealing with sales objections, the first thing you need to understand is that an objection is how a buyer communicates that a gap exists between their current situation and the clarity of the problem to be resolved before proceeding to buy. Understanding what Sales Objections are. Handling Sales Objections.

Objections 52

Objections How To Guidelines Buyer 52

Anthony Cole Training

DECEMBER 14, 2023

Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).”

Quota 194

Quota Groups Objections Sales Goal 194

Understanding the Sales Force

MARCH 20, 2024

I mined some data from Objective Management Group, which has assessed around 2.5 Most of that group believes that a sales process is helpful. Most salespeople believe that a sales process can help them succeed while the very best salespeople believe in their sales process. million salespeople.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

criteria for success

JANUARY 20, 2022

If you're looking to effectively handle sales objections, keep reading! Are sales objections stopping you in your tracks? Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. How are you supposed to prepare for everything?

Objections 52

Objections Hiring Decision Maker How To 52

Hubspot Sales

JUNE 1, 2021

You can't exactly wing business-wide objectives. Those individual pieces are most commonly referred to as operational objectives. Operational objectives are often confused with strategic objectives — longer-term, organizational goals that can guide an operations team's immediate plans and actions.

Objections 89

Objections Lead Generation Guidelines Discount 89

Anthony Cole Training

NOVEMBER 3, 2023

This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities.

Coaching 177

Coaching Report Groups Objections 177

Understanding the Sales Force

FEBRUARY 22, 2023

Back when Hubspot was scaling its sales team, they used Objective Management Group's (OMG) sales candidate assessments to identify the right salespeople for their various selling roles.

Top of Funnel 406

Top of Funnel Positioning Scale Inbound 406

Understanding the Sales Force

FEBRUARY 2, 2023

Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? million salespeople.

Data 308

Data Google Up-Sell Groups 308

PandaDoc

FEBRUARY 23, 2023

One very effective method for teaching this skill is through problem solving group activities. They’re much more engaging than simply listening to everyone in the group stating their names, and help avoid the awkward “think of an interesting fact about yourself”, too. How do problem-solving games work? Time: 10 – 15 minutes.

Groups 52

Groups Construction Exercises Lead Rank 52

Steven Rosen

AUGUST 2, 2021

Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Fearless Sales Leaders… Experience the Power of a Mastermind Group. The Fearless Sales Leader. Find Out More.

Hiring 424

Hiring Comparison Face-to-face Campaigns 424

Understanding the Sales Force

SEPTEMBER 12, 2022

I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate their tops from their bottoms. Close game.

Comparison 309

Comparison Groups Objections Examples 309

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. By conducting pre-meeting scrimmages, team members can align their objectives, discuss potential challenges, and refine their approach.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Sales Evangelist

AUGUST 7, 2023

In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it, start with the letter H for heard.

Objections 40

Objections How To Survey Guarantee 40

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). The group learned more from that spontaneous two-hour discussion than they ever would have learned from the sterile slides. To the contrary, it was strongly encouraged. Are slides bad?

Training 156

Training Groups Objections Sales 156

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.

Guidelines 380

Guidelines Closing Call-back Report 380

Understanding the Sales Force

OCTOBER 26, 2020

Objective Management Group (OMG) celebrated some milestones this year too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us. These are all Milestones.

Sales Process 368

Sales Process Groups Objections Sales 368

Understanding the Sales Force

JUNE 24, 2021

Something else we haven't done for quite a while is revisit Objective Management Group's (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.

Hotels 272

Hotels Sports Groups Objections 272

Vengreso

OCTOBER 13, 2022

If you’ve been listening to the Modern Selling Podcast for awhile, then you know that Vengreso had an amazing partnership for years with the Miller Heiman group (who was acquired by Korn Ferry). Sellers don’t understand the buyer’s objective. The post What happened to the Miller Heiman Group?

Groups 69

Groups Scale Hiring Lead Rank 69

Understanding the Sales Force

APRIL 6, 2020

In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners, to a 3-Day Virtual Event on short notice, as well as the lessons learned so that you might be able to accomplish the same things that we did.

Conference 382

Conference Video Groups Objections 382

Understanding the Sales Force

OCTOBER 7, 2022

That brings us to OMG's (Objective Management Group) Sales Candidate Assessment. It wasn't expensive and it didn't look great but it drove so well in the snow and ice that he rescued me when the car wouldn't make it up that long hill. The parts of the jeep were more important than the whole.

Hiring 293

Hiring How To Groups Objections 293

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

Software 261

Software Software Follow-up Groups 261

Understanding the Sales Force

JUNE 1, 2021

My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients). We were much closer to normal. But it did get me wondering what normal means for sales teams moving forward.

Travel 323

Travel Survey Groups Objections 323

Understanding the Sales Force

APRIL 20, 2022

Objective Management Group's (OMG's) evaluations are very accurate so I always assume the evaluation is correct and simply ask questions to determine whether something needs explaining, or they might not be looking at the best data to determine whether a salesperson is truly a top producer or an under performer.

Account 296

Account Groups Objections Revenue 296

Understanding the Sales Force

SEPTEMBER 27, 2020

Such is the case with Objective Management Group. Most of these updates occur automatically and without fanfare but when an update advances to the next number - from 13.62 to 14.0 - it's a big deal and means significant updates to features, stability, security and usability are included.

Software 367

Software Software System Groups 367

Understanding the Sales Force

JANUARY 9, 2023

That said, they included and mis-categorized Objective Management Group (OMG) as a personality assessment. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies. At least they knew to include it.

Google 156

Google Software Software Groups 156

Understanding the Sales Force

NOVEMBER 14, 2023

I’ll refer to the twelve GameStop investors as The Group. The group had eight qualities that they shared: Had extremely strong desire for their investment to pay off. The table below contains data from Objective Management Group. Most dramatically, I included the difference between the tops and the bottoms.

Sales Methodology 193

Sales Methodology Groups Up-Sell Motivation 193

Smart Calling

JULY 19, 2018

We had a member in the Smart Calling Community group ask about what others put in their “objections answer book.” As I’ve covered many times, when we do get a real objection, we need to get someone talking so we can learn the real problem, not just try to address a symptom. For example, “Let’s talk about that.”.

Objections 51

Objections Direct Response Groups Course 51

Steven Rosen

APRIL 19, 2023

Source: Objective Management Group , Dave Kurlan. Your Sales Managers Set Sales Coaching Objectives For Each Of Their Reps Unless your sales managers have a specific coaching objective for each of their reps, there is no way you will achieve it. Coaching without an objective is flavour of the day coaching.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Understanding the Sales Force

DECEMBER 9, 2021

In this article we'll explore how Indeed's sales assessment compares to the gold standard in sales candidate assessments from Objective Management Group (OMG). Why would anyone think, for even a moment, that there is any value in their lame, assessment-in-name-only test?

Hiring 293

Hiring Cancellation Tools Advertising 293

Understanding the Sales Force

AUGUST 27, 2018

I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team?

Hiring 230

Hiring Sales Management Groups Objections 230