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Understanding the Sales Force
AUGUST 23, 2022
I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).
Understanding the Sales Force
SEPTEMBER 12, 2022
Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game.
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Understanding the Sales Force
SEPTEMBER 7, 2022
Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it.
Understanding the Sales Force
AUGUST 25, 2022
While you don't need to know a single thing about Baseball to read this, it is another article with a baseball analogy.
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Understanding the Sales Force
AUGUST 3, 2022
I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.
Understanding the Sales Force
AUGUST 10, 2022
You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?
Understanding the Sales Force
SEPTEMBER 27, 2022
Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!
Understanding the Sales Force
JULY 27, 2022
When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars.
Understanding the Sales Force
AUGUST 8, 2022
If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one.
Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble
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Understanding the Sales Force
SEPTEMBER 22, 2022
A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs.
Understanding the Sales Force
SEPTEMBER 19, 2022
The Sony PlayStation, Gorilla Glue, Aquafina, and The George Forman Grill were all introduced in 1994. You've heard of those but have you heard of Vamp Nail Polish or KoronaPay? They were also introduced in 1994.
Understanding the Sales Force
MAY 11, 2022
I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now. They are playing the worst baseball since I was 10 years old so that's going back 55 years! It's not hard to understand why they are so bad because the data tells the story.
Understanding the Sales Force
AUGUST 1, 2022
Several OMG's Partners reached out to me asking if I had seen the email that was circulating about the Top 20 Attributes of Successful Salespeople. "I I have," was my response and, "Look for a blistering review on Monday.".
Speaker: Michelle Vazzana
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Understanding the Sales Force
FEBRUARY 3, 2022
Buying a snowblower? Pick one, have it delivered, wait for a snowstorm and blow some snow. What's the worst that can happen? Planning to go out for dinner? Choose a restaurant, make a reservation, show up and enjoy. What's the worst that can happen? Hiring salespeople?
Understanding the Sales Force
AUGUST 5, 2021
We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated.
Understanding the Sales Force
NOVEMBER 22, 2021
Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!"
Understanding the Sales Force
JUNE 11, 2021
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled.
Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions
Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.
Understanding the Sales Force
APRIL 20, 2022
How quickly can you determine why a salesperson is failing? Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we're out playing catch and I point to a ball and say, "there it is" or "right there" or "get it" he just can't seem to find it!
Understanding the Sales Force
SEPTEMBER 29, 2021
Have you ever conducted a Google or Amazon search for one thing only to be presented with search results that were completely different than what you were looking for? I was looking for an image of a sales funnel and couldn't believe what I found! My search results can be found here.
Understanding the Sales Force
FEBRUARY 10, 2022
I found it challenging to write this article.
Understanding the Sales Force
JANUARY 24, 2022
This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid. My vote is for the mask requirement in restaurants because the premise is so moronic.
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Understanding the Sales Force
MARCH 21, 2022
From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection of ten presented below, seven are rants so the rants are much more popular.
Understanding the Sales Force
MARCH 15, 2022
So there will be Major League Baseball in 2022. Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball.
Understanding the Sales Force
APRIL 4, 2022
I find ideas and material for this Blog everywhere, especially when I'm not looking for them. Yesterday I received a daily email from a Paul Reddick, a baseball coach who was drumming up some business for his baseball institute. It resonated - not for its baseball coaching - but as sales coaching.
Understanding the Sales Force
JULY 13, 2021
Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest.
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Understanding the Sales Force
OCTOBER 29, 2021
There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies! Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever before.
Understanding the Sales Force
AUGUST 19, 2021
The "ABC's" is an alternate term for fundamentals. Unless ABC stands for Afghanistan, the Border, and Crime. The US Government has seriously botched the ABC's in 2021 and there's no way to easily undo what's been done.
Understanding the Sales Force
AUGUST 9, 2021
When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't. On the other hand, try asking Siri to dial a phone number while she's navigating and you'll quickly learn that she can't multi-task.
Understanding the Sales Force
MAY 20, 2022
I conducted a Google search for the Top Sales Blogs and it showed 616,000 results. I can work with that! I started browsing page by page and I found approximately 50 different lists of top sales blogs on the first 6 pages.
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Understanding the Sales Force
FEBRUARY 22, 2022
I bought my first cell phone in 1985. The enormous device was hard wired to the car, connected to a heavy metal box, and cost $2,000 to install. All calls in and out were billed by the minute and my bill averaged around $1,500 per month.
Understanding the Sales Force
MARCH 3, 2022
This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn't killed. After we returned home, I couldn't find our dog, Dinger.
Understanding the Sales Force
OCTOBER 13, 2021
Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. A Google search from within the Blog yields 605 results, and a search on my son playing baseball over the past twelve years yields 208 results.
Understanding the Sales Force
JULY 21, 2021
We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity. In this episode, Barry and Erica, the two oldest children, accused each other of being posers. The bottom 50% of all salespeople are posers too.
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