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. Is it the concept of SOB Quality?
Understanding the Sales Force
APRIL 3, 2014
Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The revenue of the prospect company. No problem.
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Understanding the Sales Force
OCTOBER 21, 2013
This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better. 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). This is where James is so wrong.
MJ Hoffman
APRIL 22, 2019
She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. They unanimously agreed it was convincing the prospect to read the email and summarizing its contents. If it were 2005, that would have been a great response. In other words, they over-qualify.
Hubspot Sales
MAY 14, 2019
They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. They unanimously agreed it was convincing the prospect to read the email and summarizing its contents. If it were 2005, that would have been a great response. In other words, they over-qualify. Q2 : 99% of quota.
Adaptive Business Services
AUGUST 2, 2017
Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. As a manager (and as a salesperson), I had my pluses and minuses. I did have a life-changing event in 2005. A prospecting epiphany. Healthy living.
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. .
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