Understanding the Sales Force

DECEMBER 1, 2020

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. c) Copyright 2012 Dave Kurlan The candidate scored 60% on Caliper and 92 on OMG.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” Again, what you’re doing is engaging the prospect.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 17, 2012. This is a basic rule of selling in a B2B environment. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. prospecting. selling a price increase.

Motivation 172

Motivation B2B Decision Maker Hiring 172

Understanding the Sales Force

OCTOBER 30, 2012

Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%). Overall Selling Capability. Prospecting Skills. Closing Skills.

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238