Understanding the Sales Force
JANUARY 28, 2021
In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Meet Tom Schaff, the Sales Commissioner of Major League Sales.
No More Cold Calling
MARCH 25, 2021
Her book Selling to Big Companies was published in December 2005, and my book No More Cold Calling was published in 2006. I first met Cynthia in San Francisco at a meeting about women in sales and learned about NAWSP. I don’t recall if we were the only women in the room, but I do know we were the only attendees with a book on sales.
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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. It’s all good. It’s easy to customize and apply.
Xvoyant
APRIL 17, 2019
Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue. Which side resonates with how you think and coach today?
Xvoyant
APRIL 17, 2019
Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue. Which side resonates with how you think and coach today?
Understanding the Sales Force
APRIL 3, 2014
Fear is real, but it''s more telling to understand whether a salesperson jumps right back on the phone, is completely stable for the next meeting, or requires 10 minutes, 10 days or 10 weeks to fully recover. It''s my favorite series, and I''ve been adding to it since the inception of this Blog in 2005 when he was 3. No problem.
Understanding the Sales Force
OCTOBER 21, 2013
This elite salesperson is also described in my 2005 best-seller, Baseline Selling , where I introduced a sales process milestone called SOB Quality (speed on bases, a baseball expression). However, in the context of a real sales cycle, the salesperson needs to identify and finally meet the decision maker.
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