Understanding the Sales Force
JULY 14, 2020
In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson. On the other hand, if we compare it to where we had hoped to be at this point, (the BHAG we set in 2007 was 14 million) it was a failure of epic proportions.
Sales and Marketing Management
JUNE 22, 2020
The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. McKinsey research from the 2007-2008 recession shows that companies that spend carefully and strategically into a downturn grow faster once economies rebound.
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The Pipeline
JANUARY 13, 2014
The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it. Accountability Action Attitude Cold calling execution Intentions Leadership Objection Handling Objective Based Selling Objectives Proactive Prospecting Prospecting Sales 2.0 What’s in Your Pipeline? Tibor Shanto.
Contact Monkey
MARCH 8, 2016
Have you ever wanted to use cross object fields in Salesforce email templates? But what if you want to include cross object fields in Salesforce email templates? For example let’s say you want to send an email to your contacts which includes information from both the Opportunities object and the Products object.
Zoominfo
FEBRUARY 17, 2021
Wing it when faced with objections — plan them out in advance. Back in 2007, it took 3-4 cold call attempts to reach a prospect. Interrogate them — ask open-ended questions about their pain points. Center the conversation on yourself — get to know their day-to-day operations and challenges. Lead responds]. or whichever time].
The Sales Hunter
DECEMBER 29, 2011
Take the time to contact each one of your existing customers with one objective — get referrals. If you had been shooting to make 20 calls per week, then go ahead and say your new objective is 25 or even 30. Habits are created because there is an objective or goal you are looking to achieve. December 2007.
The Sales Hunter
JANUARY 10, 2012
The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave. Your objective is to not cave to their request or even allow them to think they’ve thrown you off guard. Sales Training Tip #291: When to Respond to an Objection. October 2007.
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