Understanding the Sales Force
FEBRUARY 22, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.
Understanding the Sales Force
DECEMBER 10, 2018
I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. Around this time ten years ago, the US economy was famously tanking.
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Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8
Anthony Cole Training
NOVEMBER 12, 2018
In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies.
The Pipeline
MAY 13, 2020
If you want to tether your offering to their future, you need to understand those who set the objectives. I remember during the economic meltdown in 2008, I met with a VP of Strategy and a VP of Sales at a larger Canadian corporation. This can involve leaders at all levels who have direct input or impact on corporate objectives.
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. In the wake of COVID-19, 96% of B2B companies have shifted their sales model either partially or fully to remote selling. The next normal sales model. COVID-19 accelerates expected B2B sales trends.
The Pipeline
OCTOBER 10, 2011
December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 118. Sales eXchange , Sales Skills , Sales Success , Sales Technique.
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