The Pipeline
AUGUST 31, 2012
In the first five installments of this series we looked at the nature of objections by potential prospects and how to best use them to transition an interruption to a conversation. But there is another aspect to objections that is common and can also be dealt with, what I call the Non-Objection.
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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The Pipeline
FEBRUARY 8, 2012
December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. August 2010.
Understanding the Sales Force
SEPTEMBER 9, 2013
The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. The first dates shown on this table - early 2009 - represent a time when the country was deep in recession. There are four possible explanations for this considerable drop.
The Pipeline
OCTOBER 10, 2011
December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Objection Handling. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008.
The Pipeline
DECEMBER 12, 2011
December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives.
The Pipeline
JANUARY 27, 2012
December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. But let’s be real, even when you execute well, buyers will still bring up price as an objection, it is almost expected, and we need to deal with it.
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