Understanding the Sales Force

JANUARY 27, 2014

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 am also leading a panel of experts in a complimentary Webinar on February 5 at 11 AM Eastern called Leading the Ideal Sales Force. If you can''t see the video click here.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

FEBRUARY 20, 2014

WEBINAR SERIES - Baseline Selling Open Enrollment. WEBINAR - How to Get the Most from OMG''s Sales Candidate Analyzer Tool February 26, 11 AM ET Register. Education: Register for Leading the Ideal Sales Force Part 2 , on March 12 at 11 AM ET. Begins Today (February 20) for 12 Weeks More Information: [link].

Scale 214

Scale Referrals Webinar Metrics Conference 214

Understanding the Sales Force

JANUARY 24, 2014

I am leading a panel of experts in a complimentary Webinar on February 5 at 11 AM Eastern called Leading the Ideal Sales Force. I am also leading a Webinar introducing OMG''s Candidate Analyzer, an awesome web tool available to users of OMG''s Sales & Sales Management Candidate Assessments.

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Understanding the Sales Force

OCTOBER 1, 2012

Immediately following the funeral, I was the guest presenter on a Sales & Marketing Management magazine webinar ( What's Preventing Your Sales Force From Over-Achieving ) and I was acutely aware of how sad I was feeling. I found it unusually challenging to alter my state of mind and the webinar was delivered without my usual dynamic.

Positioning 195

Positioning Energy Webinar Metrics Coaching 195

Understanding the Sales Force

DECEMBER 6, 2013

By the way, if you missed the Webinar I hosted earlier this week, it was the Magic of OMG''s Sales Candidate Assessment. Taking the easy approach - jumping to the demo - makes selling more difficult. Taking the more difficult approach - slowing down and accomplishing those mini-milestones - makes selling easier.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Understanding the Sales Force

SEPTEMBER 17, 2013

I have secured that webinar''s audio from which that coaching session took place. The article outlined exactly how to coach salespeople to success and as its example, discussed a salesperson in a competitive situation. Back to my story. Today is your lucky day! Click here to listen.

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

Understanding the Sales Force

JANUARY 13, 2014

I’ll be leading a Webinar on February 26, at 11 AM Eastern, that walks existing OMG clients through our Candidate Analyzer – a web tool for sorting and filtering their candidates that have already been assessed. As in the first example, those candidates are phoned and the best of those candidates are interviewed.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Understanding the Sales Force

JULY 24, 2012

You can learn more about these 5 sales management best practices in a free Webinar, this Thursday, July 26, at 1 PM ET. The biggest challenge to adopting these best practices is that while coaching and accountability sound familiar, Objective Management Group's data shows that 86% of all sales managers aren't effective at either.

Sales Management 276

Sales Management Webinar Metrics Distribution Report 276

Understanding the Sales Force

JANUARY 28, 2014

If you enjoyed this series of articles, I am leading a panel of experts in a complimentary webinar on February 5 at 11 AM Eastern called Leading the Ideal Sales Force. 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.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

SEPTEMBER 24, 2012

Speaking of getting excited about future events, and this being the season of fall television premiers, here is a list of some upcoming public events where you can see/hear me live: Date. What's Preventing Your Sales Force From Over Achieving? 10-3 & 4, 2012. Sales Leadership Intensive. 10-10-2012. Consultative Selling 3.0.

Opportunity 209

Opportunity Hiring Consultative Selling Forecasting 209

Understanding the Sales Force

APRIL 17, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered.

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

Understanding the Sales Force

MAY 22, 2014

If you would like to learn more about how OMG''s sales candidate assessments can help you select the right salespeople, I am leading a complimentary webinar on the magic of the OMG Sales Candidate Assessment. June 5 11:00 AM Eastern Register here.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Understanding the Sales Force

MARCH 10, 2014

Don''t forget to register for Wednesday''s Webinar, Leading the Ideal Sales Force Part 2. You must also exhibit patience while waiting for the right strong salespeople to come along. They may not be in your first or second round of candidates. I''ll be hosting along with my panel of sales experts.

Hiring 290

Hiring Ideal Customer Profile Compensation Webinar Metrics 290

Understanding the Sales Force

JULY 10, 2012

While we are on the subject of hiring hunters, you can view the Webinar, The Magic Behind the OMG Sales Candidate Assessment to understand why companies use our assessments to hire all of their sales staff. You can hire telemarketers - inside salespeople who will make calls and schedule appointments for your account managers.

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Understanding the Sales Force

MAY 1, 2014

Register for this free June 5, 2014, 11 AM ET, webinar on the Magic of OMG''s Sales Candidate Assessment. Replace bottom performers who can''t be coached up. Commit to hiring people who are better than your current top performers - request a sales candidate assessment sample too. Improve your sales coaching capabilities.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Understanding the Sales Force

MARCH 14, 2013

Earlier this week, I hosted a 45-minute interactive Webinar and shared the magic behind our assessment. That's why it's so important to use Objective Management Group's Sales Candidate Assessments - legendary for their accuracy and ability to predict sales performance. If you are interested in seeing it, you can click here. (c)

Hiring 253

Hiring Motivation Webinar Metrics Opportunity 253

Understanding the Sales Force

FEBRUARY 5, 2013

Register to Attend my 45-minute March 12 Webinar on the Magic Behind OMG's Sales Candidate Assessments. Read the best article ever comparing assessments but you must click on the 3 links to get the entire 3-part story. Read about the Top 20 Conditions Call for a Sales Force Evaluation.

Scale 255

Scale Study Research Webinar Metrics 255

Understanding the Sales Force

APRIL 14, 2014

I will be leading a Webinar and walking end-users through the new report on Thursday, April 17, at 11 AM ET. Despite leading a company that essentially helps companies market via an ability to push, pull and track content engagement, Cliff sides with those of us helping traditional B2B companies sell their products and services.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Understanding the Sales Force

DECEMBER 22, 2014

I use Zoom for HD video conferencing and AdobeConnect for my Webinar/Video Broadcast platform. Shufflr is great for sharing PowerPoint files with my team as well as quickly and easily building presentations from slides you’ve already used in other presentations. It’s only with email that I use different applications on different devices.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Understanding the Sales Force

NOVEMBER 15, 2013

They closed only 3% of the "leads" that were from White Paper downloads, Sample Requests, Webinar views, and the like. It''s not the 69% of referrals, but it sure beats the hell out of cold calls and the rest of the social selling leads. How did the top salespeople fare on those? That''s not bad.

Social Selling 180

Social Selling Cold Calling Referrals Social Media 180

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Understanding the Sales Force

OCTOBER 21, 2013

if you aren''t available for those three events, then perhaps you''re available for my International Webinar on Thursday, October 24, when I''ll discuss the reason why 4 Out of 5 Sales Managers are Ineffective and What You can Do About it. If you''re interested in attending, email Dennis and he''ll get you a complimentary ticket. Register. (c)

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

NOVEMBER 12, 2012

As a reminder, I am hosting two Webinars this week: Solving the CRM Problem - Tuesday, November 13, 10 AM ET. They are financially conservative. They'll waste lots of cash hiring these incompetent salespeople but won't spend any money to bring in professional help. Solving the Sales Performance Isssue - Wednesday, November 14, 10:30 ET.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

Understanding the Sales Force

NOVEMBER 12, 2012

As a reminder, I am hosting two Webinars this week: Solving the CRM Problem - Tuesday, November 13, 10 AM ET. They are financially conservative. They'll waste lots of cash hiring these incompetent salespeople but won't spend any money to bring in professional help. Solving the Sales Performance Isssue - Wednesday, November 14, 10:30 ET.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

Understanding the Sales Force

OCTOBER 30, 2012

If you want to learn more about OMG's Assessment, I'll be leading a Webinar on November 14 called Solving the Sales Performance Issue. Commitment - OMG calls it Commitment to sales success while Caliper calls it Perserverance but they both said this was a strength.

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

Understanding the Sales Force

JANUARY 22, 2014

Join me and a panel of sales experts for a powerful one-hour Webinar that will address this subject on February 5 when we discuss, " Leading Your Ideal Sales Force - Part 1 " at 11 AM Eastern Time. Will you be able to unlock the safe, liberate the egos, and allow humility and capability gaps to raise awareness and allow change to take place?

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording.

Forecasting 120

Forecasting Sales Forecasts Webinar Metrics Pipeline 120

Understanding the Sales Force

SEPTEMBER 18, 2012

I'll be discussing What's Preventing Your Sales Force From Over Achieving in a SMMConnect Webinar on Wednesday, September 26, at 1 PM ET. The companies that get it right get very consistent results, knowing that by following the process and not making exceptions they always get top notch salespeople, leading to increases in revenue.

Revenue 188

Revenue Hiring Licensing Decision Maker 188

Understanding the Sales Force

JANUARY 31, 2014

I''ll be speaking near you over the next two months: WEBINAR: Leading the Ideal Sales Force Part 1 Wednesday, February 5, 11 AM ET Register: [link]. WEBINAR SERIES - Baseline Selling Open Enrollment Begins February 20 for 12 Weeks More Information: [link]. Sales Model – Making It Scalable. Channels - Optimizing Your Traction.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

Understanding the Sales Force

APRIL 25, 2012

And today, at 11 AM ET, I will provide you with a sneak preview of the event with a complimentary Webinar. You can register for the Webinar here. If you liked that, you'll really like the Sales Leadership Symposium in Boston next month.

Company 188

Company Decision Maker Revenue Webinar Metrics 188

Understanding the Sales Force

JULY 17, 2012

When it comes to Sales Leadership Best Practices, here are two opportunities which could help: Next Thursday, July 26, at 1 PM ET, I'll be presenting 5 Sales Management Best Practices for Sales & Marketing Management's Webinar. Click here to learn more and/or register.

Sales Leadership 175

Sales Leadership Hiring Webinar Metrics Social Media 175

Understanding the Sales Force

MARCH 7, 2013

I'm hosting a fast-paced 45-minute Webinar where I will share some of the findings that make Objective Management Group's Sales Candidate Assessments so magically predictive. The magazine will open in a separate tab or window so that you can return here and contribute your comments. There should be a lot to share!

Examples 199

Examples Hotels Sales Leadership Webinar Metrics 199

Understanding the Sales Force

JULY 29, 2014

Webinar Attendees. For example, my application of Tout has the following groups: Everyone I Know. Active clients. Inactive clients. OMG Partners. Strategic Partners. License Subscribers. Quarterly Winners. Blog Subscribers. Weekly Update Group. Potential Clients. Baseball Update Group.

Cold Calling 247

Cold Calling Call-back Top of Funnel Licensing 247

Understanding the Sales Force

JANUARY 14, 2014

Join me and a panel of sales experts for a powerful one-hour webinar that will address this subject on February 5 when we discuss, " Leading Your Ideal Sales Force - Part 1 " at 11 AM Eastern Time. Without the right methodology, those conversations may not be as effective or productive as either party would like.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Understanding the Sales Force

OCTOBER 23, 2012

For that I invite you to attend a 45-Minute Webinar on: How to Solve the CRM Problem November 13 10 AM ET. Customizable without extra costs or fees. So you now have my 3 lists of bullets. But what about the explanations and details? What about examples? Henrik Öquist of Membrain a. Dave Kurlan, of Objective Management Group.

CRM 215

CRM PipelineDeals LandSlide GoldMine 215

Understanding the Sales Force

FEBRUARY 6, 2013

You can register for my live webinar on March 12 here. When companies use OMG's legendary, accurate, predictive, customizable sales candidate assessment, they realize the following results: 75% of sales candidates not recommended by OMG's assessments, yet hired by the client anyway, failed within 6 months. You can request a sample here.

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

Understanding the Sales Force

FEBRUARY 6, 2013

You can register for my live Webinar on March 12 here. You can request a sample here. And you can get a 72-hour free trial here.

Hiring 218

Hiring Study Lead Rank Lead Scoring 218