Understanding the Sales Force

JANUARY 26, 2012

I thought it could signify the importance of additional findings in Objective Management Group's Sales Candidate Assessments, and it could influence how we train salespeople in the future. What will change about how you train them? For your industry? For your salespeople? For the salespeople that you will hire in the future?

Hiring 192

Hiring Insurance Insurance Survey 192

Understanding the Sales Force

MARCH 4, 2013

The Internet is replacing the Library as a source for research. We can get a sales force to recognize the error in their ways, understand the benefits, and buy-in to a new sales process and corresponding methodology on the very first day of training. Email replaced fax machines and is significanlty reducing the demand for mail.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Understanding the Sales Force

JULY 20, 2012

Major Accounts - As usual, this article is based on research of big company sales forces, selling to other big companies, and has little to do with what most sales forces look like or face. I didn't read anything in that article that was different, controversial, eye-opening or even new. Some will do it a lot better than others.

Face-to-face 169

Face-to-face Solutions Selling Discount Call-back 169

Understanding the Sales Force

APRIL 21, 2016

Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill! We usually hear them in the early morning hours, and always thought they were celebrating a kill.

Motivation 120

Motivation Groups Video Research 120

Understanding the Sales Force

FEBRUARY 6, 2013

Top Performing Companies Invest 63% More on Sales Training. That all leads us to this question; Salespeople aren't making quota partly because they aren't differentiating, partly because they should not have been hired and partly because they aren't getting the required sales training. Do you see what I see? CRM is very important.

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Understanding the Sales Force

FEBRUARY 6, 2013

Top-performing companies invest 63% more on sales training. All of this leads us to this problem: Salespeople aren't making quota partly because they aren't differentiating, should not have been hired and aren't getting the required sales training. So, why are companies focused on CRM and research information instead?

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

Understanding the Sales Force

JUNE 20, 2014

It''s not really later in the buying process as much as it''s later in the research process. The only way to change people''s minds is with very effective, highly-trained, relevant, up-to-date, consultative salespeople [ read this article for more on that ]. What to do? Demos and presentations don''t change minds either.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275