Understanding the Sales Force

APRIL 27, 2020

But if the past 6 weeks have taught us anything, it's that with the right tools, strategies, mindset and tactics, we can adapt and even thrive. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business. Forget uncertainty! Where we are right now is downright scary.

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Understanding the Sales Force

OCTOBER 24, 2014

Dave Kurlan accurate sales assessment hiring sales candidates sales hiring tools sales selection objective management group' Image Copyright: Lightwise / 123RF Stock Photo.

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Understanding the Sales Force

AUGUST 19, 2021

However, there are some misguided selling strategies that can be undone and in today's article we'll discuss the benefits of the single tool that is the real deal and a huge difference maker. The US Government has seriously botched the ABC's in 2021 and there's no way to easily undo what's been done.

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Face-to-face Tools Government Benefit 310

Understanding the Sales Force

JANUARY 30, 2019

They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound. As I suggested to a pair of sales managers today, there is an intermediate step they can take.

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Understanding the Sales Force

FEBRUARY 11, 2014

In baseball, they call it the 5-tool player. They have all of the tools. For sales, there are quality tools that can be utilized to help with sales selection. One such tool is Objective Management Group''s (OMG) Sales Candidate Assessment. Use some world-class tools to help you get the job done effectively!

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Sales Talent Hiring Sports Tools 263

Understanding the Sales Force

NOVEMBER 13, 2014

koka sexton sales assessment tool linked in pulse' This is an end-of-the-week follow up article on Sales Excellence and why it''s really not that important to most salespeople, sales leaders and CEO''s. Would you like to know why nobody seems to care about sales excellence?

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Understanding the Sales Force

AUGUST 4, 2016

They are not aware of the migration to inside sales, make little use of selling tools, don't know what a sales playbook is, and in true analog fashion, they measure work product, not flow. Analog companies are old school.

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Understanding the Sales Force

SEPTEMBER 29, 2014

There are ripple effects to this, for example: Dave Kurlan sales training sales weaknesses sales assessment tools value selling,' Most salespeople - 74% to be exact - not wishing to jeopardize a great opportunity, start negotiating or worse, agreeing, to the unrealistic requests.

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Understanding the Sales Force

JUNE 20, 2016

My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before. We're already pretty darn good at that.

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Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. They are great salespeople, performing at elite levels, and if you provide them with great new tools, they still will be performing at an elite level. Social Selling is also a trend.

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Social Selling Top of Funnel Groups Trends 275

Understanding the Sales Force

OCTOBER 13, 2016

Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. By itself, this was not unusual because I receive 20-25 unsolicited emails per day.

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Understanding the Sales Force

AUGUST 18, 2015

I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. Don't get me wrong.

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Understanding the Sales Force

FEBRUARY 2, 2018

We hope that training and coaching and sales ennoblement tools will get us there. We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve.

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Sales Cycle Pipeline Coaching Revenue 209

Understanding the Sales Force

FEBRUARY 15, 2012

It's about the companies that fear CRM or any other important sales tool that requires selection, installation, training and adoption. When companies fear providing tools, they are unknowingly saying that they are OK with their sales force being at a disadvantage. Tools are their salvation! Today's tools are integrated.

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Understanding the Sales Force

JULY 24, 2014

It''s really an article about how to use tools and efficiency to increase your focus and sales. Talk about a tool that helps you to be efficient! Understanding the Sales Force by Dave Kurlan The Salesforce Blog published a new article of mine today - Read How to Create Perfect Sales Conditions. Some people have efficiency in their DNA.

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Hubspot Inbound SalesForce Video 221

Understanding the Sales Force

MARCH 30, 2015

Dave Kurlan sales performance social selling salespeople sales tools' While I agree that there won''t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently. Here''s why.

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Hubspot Social Selling Sales Tools Report 120

Understanding the Sales Force

JANUARY 27, 2014

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. I am leading a Webinar introducing OMG''s Candidate Analyzer, an awesome web tool available to users of OMG''s Sales & Sales Management Candidate Assessments. I''ll be showing everyone how to access the tool and how to use it.

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Understanding the Sales Force

DECEMBER 20, 2016

The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us! I am always honored when my work is recognized and this year is no exception.

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Webinar Metrics Groups Objections Tools 120

Understanding the Sales Force

MARCH 9, 2015

sales assessment Dave Kurlan personality top sales books sales selection tool Validation sales science OMG Assessment Customer Think' It was a perfect storm except in this case, it was more like Objective Management Group ''s (OMG) Sales Candidate Assessments on trial. You won''t beleive some of the things that were said!

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Groups Objections Tools Sales 120

Understanding the Sales Force

JUNE 20, 2023

Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Let me explain and then I’ll pivot to selling.

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Understanding the Sales Force

MARCH 11, 2013

Email does not replace phone conversations but it is a terrific tool for reaching many people with the same message. ToutApp has been an unbelievable productivity tool, helping me manage email templates, multiple recipient groups and email tracking with ease.

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Understanding the Sales Force

JULY 17, 2023

Sales has become more professional, with more science, formal sales processes, tools, training and coaching to support the obvious changes to selling, and as with climate, there are two groups with differing opinions about selling.

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Understanding the Sales Force

OCTOBER 4, 2013

On the other hand, some companies, who have been using our processes, systems and tools for a while, consistently exceed these results. Despite the fact that our expansion overseas began more than a decade ago, some companies located outside of the US don''t believe that a US based tool will work in their country.

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Understanding the Sales Force

OCTOBER 25, 2013

While the tools have changed, information is available in the blink of a click, and leads are in huge supply, people, at their core, have not changed the way they buy. Embrace the tools. Sure, they may be meeting with or speaking with salespeople later in their buying process. Anyone else? Embrace inbound. Embrace the leads.

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Understanding the Sales Force

DECEMBER 18, 2013

Objective Management Group (OMG) took home the Gold for the 3rd straight year for Top Sales Assessment Tool. Our Partner, Membrain , won the Gold for Top CRM Tool. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year! I congratulate all of them!!

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Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

SEPTEMBER 14, 2014

We take today''s technology and selling tools for granted. Now that we have these tools at our disposal, how can we use them to take your prospecting to the next level? Those four technologies have changed the face of my businesses. At one time I lived in airports and hotels but I travel far less today.

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Understanding the Sales Force

MAY 22, 2014

The competencies of an inside salesperson, hunter, closer, consultative seller and even account manager are vastly different, so it is imperative that we not only define those competencies, but use tools to measure them. Let us know when you''re ready to take that plunge.

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Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. Dramatic changes have made professional sales a much more difficult profession.

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Understanding the Sales Force

APRIL 23, 2013

We have introduced our share of evaluation and assessment tools during the past 23 years, but this introduction was completely different. Speaking of science, if you weren''t already following me and OMG, our highly accurate and predictive sales specific tools are legendary.

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Decision Maker Sales Leadership Forecasting Analysis 169

Understanding the Sales Force

JUNE 17, 2013

Despite that, article after article points to the advantage of personality tests as a sales pre-employment tool. You can see how your existing process rates by using our free tool, the Sales Recruiting Process Grader. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales.

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Hiring Construction Exact Groups 228

Understanding the Sales Force

NOVEMBER 5, 2012

When VP's request this assessment, they can use it as a self-coaching tool or as a coaching road map by an outside sales leader. And isn't it powerful to finally be aware of that, learn why, and change?

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Understanding the Sales Force

NOVEMBER 5, 2013

It''s time that we stop expecting sales to increase as a result of CRM, social selling tools and email. They are great tools, but none of them replace actual selling, and even worse, all of them serve as distractions, false safety nets and busy work that must be completed before salespeople are caught up and can get on the phone.

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Understanding the Sales Force

FEBRUARY 24, 2014

If you are interested in learning about OMG''s Sales Candidate Analyzer, a free tool that is included when you use OMG''s Sales Candidate Assessment, I''ll be leading a Webinar this Wednesday, February 26 at 11 AM ET. WEBINAR - How to Get the Most from OMG''s Sales Candidate Analyzer Tool February 26, 11 AM ET Register.

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Company Webinar Metrics Compensation Study 196

Understanding the Sales Force

NOVEMBER 3, 2014

I''m sure I''ve missed a few but you get the gist. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction'

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Sales Methodology Inbound Decision Maker Consultative Selling 212

Understanding the Sales Force

APRIL 29, 2013

In People Love You , you''ll gain the insight, knowledge, and tools you need to serve and engage customers in a way that will tie them to you, your brand, product or service. When you order today, you’ll also receive instant access to over $500 worth of business tools from leading experts, including a gift from me.

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Account B2C Study B2B 186

Understanding the Sales Force

JULY 10, 2014

It''s worth noting that social selling skills are one of the attributes of Hunting - the ability to find new opportunities - but mastery of the various social selling tools themselves is now a competency.

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Top of Funnel Social Selling Funnel Promotion 309

Understanding the Sales Force

SEPTEMBER 2, 2014

While it does provide a myriad of new ways to connect with potential buyers and customers, most who are providing the tips, steps, methods, tools and opinions are selling those very services that support the existance of a social selling industry. Take it all with a grain of salt and review these articles first.

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