Understanding the Sales Force

The Perfect Day for a Salesperson - 10 Ways to be More Efficient and Effective in 2018

Understanding the Sales Force

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Which is Worse - Crappy Salespeople or Crappy Sales Managers?

Understanding the Sales Force

In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later.

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5 Keys to Get Prospects to Trust You and Then Buy From You

Understanding the Sales Force

For most of 2017 those of us in the US have been inundated with political news. That means lots of talking points (or spin) and of course talking points and selling go hand and hand, right? Dave Kurlan credibility Trust of Salespeople Donald Trump talking points nancy pelosi chuck schumer

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.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!

Understanding the Sales Force

If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world?

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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Which Salespeople are Easier to Train - Millennials or Veteran Salespeople?

Understanding the Sales Force

We brought home a puppy and we had him completely housebroken in 4 days. He's really smart and we've done this before, a combination that makes it nearly impossible to screw up.

More Fake News in Sales Organizations Than on TV Networks!

Understanding the Sales Force

Most of your salespeople are just like fake news and I will prove it. I'm not talking about the elite top 5% or the next group of 15% who are very strong. I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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.

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.

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.

Increase Your Odds of a Successful Sales Hire by 368%

Understanding the Sales Force

Dave Kurlan Sales Candidate hiring salespeople accurate sales assessment

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It's OK for Salespeople to Lie When This Happens

Understanding the Sales Force

Image Copyright iStock Photos. This new world we're all living in is getting downright scary. It's time to talk about selling in the context of this combustible culture but before I get started, a simple request fo the haters on the left and the haters on the right.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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.

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.

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.

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.

Account-Based Marketing: A Practical Guide

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

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

Understanding the Sales Force

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.".

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.

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!

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.

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.

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

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.

Why Do Salespeople Use Facts and Logic to Combat Objections?

Understanding the Sales Force

Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten.

Sales Training Playbook by Lessonl

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

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.

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 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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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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The Art of Social Selling -- Summarized by getAbstract

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

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?

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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.

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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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.