Understanding the Sales Force

The 5 Biggest Sales Hiring Mistakes and the Top 5 Resume Claims That are Fake

Understanding the Sales Force

Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X.

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.

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30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance

Understanding the Sales Force

"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

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Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research.

The Future of Selling - Understanding This Crucial Sales Competency is More Important Than Ever

Understanding the Sales Force

Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand?

Sales Effectiveness - How to Win Every RFP That You Respond To

Understanding the Sales Force

Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting.

Top 4 Reasons Why Salespeople Suck at Consultative Selling.

Understanding the Sales Force

Image Copyright iStock Photos. Dave Kurlan Consultative Selling asking questions accurate sales assessment active listening

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.

12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

Understanding the Sales Force

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston?

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How to Get New Salespeople to Take Off Like a Rocket Ship

Understanding the Sales Force

Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact.

9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

Understanding the Sales Force

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.

How Salespeople Must Run Stop Signs and Red Lights - Legally

Understanding the Sales Force

Image Copyright iStock Photos. There is one simple thing you can do each day that will dramatically improve your sales effectiveness. But you don't think it's possible to do what the title says, do you?

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points.

Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

Sales Excellence: How to Close Anything and Everything in Any Vertical

Understanding the Sales Force

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.

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Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up

Understanding the Sales Force

Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.

Managing and Overcoming Resistance is the Key to Sales Success

Understanding the Sales Force

[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography.

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it!

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Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

Understanding the Sales Force

Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located.

Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1

Understanding the Sales Force

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year.

Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments.

Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?

Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?

Understanding the Sales Force

I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.

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Predict the Weather but Control the Sales Forecast and Revenue

Understanding the Sales Force

Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius.