Understanding the Sales Force

Salespeople Will Close 50% More Business By Changing This One Thing They Do!

Understanding the Sales Force

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.

Nothing Beats This One Tool When You Can't Sell Face to Face

Understanding the Sales Force

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.

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8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

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.

Siri Can't Help You Close the Deal but Doing These Three Things Can!

Understanding the Sales Force

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.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Data: The Top 10% of All Salespeople are 4200% Better at This

Understanding the Sales Force

My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created.

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The Sales Compensation Plan from Hell and How to Improve It

Understanding the Sales Force

Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color? You dump all the pieces on the table and say to yourself, WTF? Have you ever come to a strange intersection and the signs are pointing in every possible direction?

A Key Competency That Differentiates Top Sales Performers From Posers

Understanding the Sales Force

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.

The Chainsaw Massacre and Building Sales Teams

Understanding the Sales Force

I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan.

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Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask.

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The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

Is Your Sales Process Backwards, Upside Down or Stupid?

Understanding the Sales Force

My wife and I recently watched the new funny but sad movie, Here and Now , written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day."

Why More Salespeople Are Being Recommended for Difficult Selling Roles

Understanding the Sales Force

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

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How to Become More Successful One Day at a Time

Understanding the Sales Force

You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book?

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The Baseball Experience That Continues to Generate a 28% Increases in Sales

Understanding the Sales Force

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Understanding the Sales Force

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger!

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The Bob Chronicles Part 5 - Bob Can't Win This Argument Over a Sales Core Competency

Understanding the Sales Force

Most of us have strong passion in support of our own beliefs and opinions and the degree to which we are willing to embrace the opinions of others varies wildly.

A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning.

How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value

Understanding the Sales Force

I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Two Selling Strategies That are More Effective Than Facts and Figures

Understanding the Sales Force

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much.

New Movie Has 3 Great Lessons for Salespeople and Sales Managers

Understanding the Sales Force

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies.

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Selling Over Video - The Six Things You Must Do Next to Improve Your Look

Understanding the Sales Force

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things.

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How To Stop Sucking by Understanding and Changing Your Sales Metrics

Understanding the Sales Force

The CDC is back to focusing on COVID case numbers. Earlier this summer, Massachusetts was reporting fewer than 100 new cases each day but more 1,000 new cases per day have been reported for the past two weeks.

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Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too.

The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.

2021 Challenge:  Put a Little Beatles Into Your Selling!

Understanding the Sales Force

Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist.

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

Understanding the Sales Force

Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in.

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Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

Why Sales Transformation Achieves Better Results Than Sales Training Alone

Understanding the Sales Force

You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious.

How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

Understanding the Sales Force

Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG).

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10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.

Sales Assessments, More Like Guitar Manufacturers or Ripped-Off Products?

Understanding the Sales Force

This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Companies Surprised by Unexpected Remote Selling Challenges

Understanding the Sales Force

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today!

MUST READ: Are Assessments as Evil as the Persona Movie Suggests?

Understanding the Sales Force

Suppose you made a movie about cars and decided to feature the 1970's era Ford Pinto, arguably the most dangerous car ever made.

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Definitive Playbook to Lead a Sales Force Out of the Current Crisis

Understanding the Sales Force

You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again. Dave Kurlan Sales Force economic crisis sales playbook recovery

New Data - Most Sales Managers are a Disaster When it Comes to Coaching

Understanding the Sales Force

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely.

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!