Understanding the Sales Force

APRIL 8, 2013

Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years. Transactional selling no longer works unless you are content to be the low-cost leader. Commercial Real Estate.

Consultative Selling 205

Consultative Selling Outsourcing Services Telecommunications Real Estate 205

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%. The candidate scored 60% on Caliper and 92 on OMG. Coachable or not.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Anthony Cole Training

JUNE 2, 2023

What many companies either don’t know or unsure of is this: What direct impact does our sales coaching and sales method have on improving sales? Every organization has sales coaching and a sales method.

Sales Coaching 248

Sales Coaching Coaching Hiring Sales 248

Sales Hacker

MARCH 31, 2020

While many people believe businesses should completely shut down, we understand that the economic impact on businesses and families will be even worse if companies stop buying and selling completely. Going after verticals like hospitality, insurance, tourism, health, etc., We’d love to hear your thoughts.

Trade Show 97

Trade Show Tourism Face-to-face Top of Funnel 97

Hubspot Sales

JANUARY 9, 2024

Slow down to speed up Before working for a Fortune 500 company, Jim Norton (AOL’s former EVP Global Head of Media Sales) worked “an old-school sales job.” Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. “The Some prospects don’t want to talk.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

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%). The candidate scored 60% on Caliper and 92 on OMG). Trainable or not. Coachable or not.

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

Gong.io

JULY 11, 2022

An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62