Understanding the Sales Force
JULY 14, 2014
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 16, 2013
Their member companies are big companies - most of what happens when they sell stuff doesn''t apply to small and mid-market companies. In 2005 I wrote the book Baseline Selling and it contains both the Baseline Selling sales process and the Baseline Selling sales methodology. It was a survey! Let me give you an example.
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Understanding the Sales Force
OCTOBER 21, 2013
I''ve been critical of that as well, but for completely different reasons, so let''s review: The Challenger describes a certain type of salesperson, one that Objective Management Group (OMG) has been identifying for 23 years. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.
Sales and Marketing Management
NOVEMBER 22, 2017
Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are Sales Incentives Becoming Obsolete?”
Bernadette McClelland
JANUARY 11, 2017
And regardless of the title a leader carries, whether it be general, sales manager or company owner, if they are not thoroughly trained, they too , will come up short. They too, will go to market inwardly uncertain, or quail (think chicken!), Some choose to train their army and some choose to not make it a priority at all.
Smooth Sale
MARCH 17, 2022
After completing my Executive MBA, I moved from financial services sales to customer experience consultancy. Henceforth from 2005, my belief about sellers’ relationship with buyers and customers changed. We at Scale Your Sales podcast celebrate the achievements of women and campaign for a world where we can all #BreakTheBias. .
Sales and Marketing Management
FEBRUARY 26, 2019
Author: Paul Nolan An executive at a Fortune 1,000 company recently kicked off a summit for several hundred of the company’s content strategists, project managers and digital marketers with a story about an experience he had only days before at his neighborhood Starbucks. Craving engagement. recession, to the current low of 13 percent.
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