Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo.

HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Understanding the Sales Force

The findings include: Dave Kurlan comparison of top salespeople harvard business review difference between good and bad salespeople objective management groupImage owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again.

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Polar Vortex Pales in Comparison to the Leadership Vortex

Increase Sales

Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks.

Choose Which of These Two Assessments are More Predictive of Sales Success

Understanding the Sales Force

You might find the comparison interesting! This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG).

How March Madness Applies to Salespeople and Your Sales Force

Understanding the Sales Force

In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets.

Why Your Competitor is Cheaper Than You

The Sales Hunter

Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive.

Why Comparing Apples-to-Oranges Wins | Sales Tips

Sell More and Work Less

They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection.

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Understanding the Sales Force

But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock.

The Biggest Secret of Salespeople that Rock

Understanding the Sales Force

But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!"

Google 105

How to Handle: “We’re happy with who we’re using…”

Inside Sales Training

Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”.

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

Top Sales Performers Who Behave Badly

Steven Rosen

As you can imagine these two reps consume most of the sales managers time and energy in comparison to the rest of the team. Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships.

Energy 105

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Inside Sales Training

Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.

Stay Engaged with Borrowers Using Email Marketing


The purchase cycle timeline is quite a bit longer in comparison to refi – sometimes six months or more, depending on how prepared your borrower is to buy a home. One of the biggest struggles today’s lenders have is shifting from a refi market to a purchase market.

Moving Beyond Inspiration to Perspiration

Increase Sales

As to sales team, their efforts paled in comparison. Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind. Credit

5 Questions Every Account-Based Marketing Pro Has Answered


C) Vendor comparisons: With insight into challenges they are experiencing, buyers are ready to explore and compare solutions. Sales has been targeting contacts at key accounts for decades.

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

The Best Infographic In The World For Sales People Who Struggle With Price

A Sales Guy

It gets more expensive every year in comparison to the competition. If you’re someone who struggles with price, check out this info graphic. Pay close attention to the iPhone’s price in relationship to all the other phones over time. What do you see?

Do You Need a Paid LinkedIn Account?

Fill the Funnel

” Here is a comparison chart of Premium Plans for general use: Here is a comparison of the Premium Plans specifically designed for Sales Professionals: There are other custom plans for job seekers and recruiters as well.

True Sales Leaders Take a Moment to Be Personal

Increase Sales

If you are like me, there is no comparison. What with all the impersonal marketing and social media outreach by those who believe they are sales leaders? If people buy from people they know and trust, doesn’t it make sense to be somewhat personal in your marketing, prospecting and general business behaviors? Of course, this doesn’t mean invading someone else’s privacy, but a little personalization goes a long way to start building that trusting relationship.

Keep Your Friends Close and Your Competitors Closer

Sales Benchmark Index

Since there are so many data points to consider, I decided to share my competitor comparison worksheet here. Download the competitor comparison worksheet to help you make this year’s number.

The Worst Sales Call of 2013

Sales Benchmark Index

Download the SBI Social Prospecting Implementation Comparison Guide here. Download the SBI Social Prospecting Implementation Comparison Guide here. In 2013 our consultants attended 463 live sales calls.

Proof that Account-based Marketing Works


If you’re still struggling with the same old issues marketing and sales has struggled with for years consider the following comparisons between traditional marketing and account-based marketing (as defined by Jon Miller of Engagio ). Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you.

What the Price Objection Really Means

Inside Sales Training

Solution: The solution here is in first discovering that your prospect has another option in mind and then doing the straight forward comparison of “services for services.” The key, however, is to be able to determine whether that’s the issue and then use a properly worded script do the comparison. Of all the objections sales reps get, the “price is too high” is still number one on the list. And it makes sense, doesn’t it?

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews.

Aim Small Miss Small Sales Mindset

Increase Sales

In comparison the new hire converted no one. With all the focus on social selling, there appears to be a different sales mindset emerging and not a necessarily good one. I was reminded of this when reading a LinkedIn article by Jeb Blount entitled “Social Selling Is Not a Panacea.”

6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

Example: Television commercial comparisons between (more or less identical-seeming) automobile brands. Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more.

Checked Your “Customer Turnover” Levels Recently?

Jonathan Farrington

It is as if we have become obsessed with ignoring what is staring us in the face – and that is a regular stream of income, which is relatively easy to forecast – in comparison – and much easier to close and manage.

Are You Really Different?

Partners in Excellence

We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. We know the importance of differentiating ourselves in attempting to win business.

The Sales Manager’s Success Checklist

Steven Rosen

Companies that fail to communicate the compensation plan in the first month of the year tend to lag in comparison to their proactive competitors. By Steven A. Rosen. January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer.

The 10 Keys to Effective Group Sales Presentations

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When you speak at as many events as I have over the past 3 decades you come to expect certain things.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Is it: the status quo, a prior contract, a competitive comparison or some industry standard? Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation.

The Top Sales and Sales Management Articles - Vote the Best

Understanding the Sales Force

Some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children but other than that, it's a nice cross section of what I have written here in the past 6 years. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

10 Years of Competition: The Story and Future of RainKing and DiscoverOrg

DiscoverOrg Sales

And that crazy little idea that once paled in comparison to a legal job? Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing.

Marketing Automation 101 – Understanding the basics


68% of best-in-class companies use lead scoring (a marketing automation feature), in comparison with 28% of laggard firms – Aberdeen 2014. According to David Raab only 10% of companies turning over $20-$500m and 5% of companies turning over $5-$20m have adopted marketing automation. This is quite surprising given all the benefits of using it including: Companies who use marketing automation convert 53% more leads to marketing qualified leads, and report revenue growth 3.1%

The Fearless Sales Leader

Steven Rosen

In comparison, when faced with the same challenges, marketers will bring in an outside advertising agency. The Fearless Sales Leader . Success can be defined as achieving an objective or goal.

The Key to Building a World-Class Sales Organization

Steven Rosen

I shared the research with her that found that highly effective sales coaches produce 19% sales in comparison to their less proficient counterparts and the number one sales management activity that impacts performance is coaching. Sales Management Training.

What Separates the Strongest Salespeople from the Weakest - Harvard Business Review

HeavyHitter Sales

They are fixated on achieving goals and continuously measure their performance in comparison to their goals. In comparison, only 37 percent of underperforming salespeople rated morale higher than most companies.

Think Like a Sales Rep. Act Like a Marketer. React Like Customer Service.

Sales Hacker

Where marketers have their act down in comparison to lagging sales teams is with the human side of turning a prospect into a customer. Consumers today are surrounded by sales — ads on their computer screen, commercials on TV, sponsors on their podcasts, spam in their inbox. That flood of incoming information has led to fatigue. Nearly half of consumers distrust brands and only 6.7 percent believe information coming from sales is very trustworthy. As a result, consumers are rebelling.

Proving Value – The Value Formula

Jonathan Farrington

If we can establish this then the comparison between what they are presently doing and what they may be able to do based on our solution, will be easier to grasp. The formula for calculating value is quite simply the benefit minus the cost of achieving or acquiring the benefit i.e. value + benefit – cost. So it is important that we always use rigorous questioning techniques to uncover as many needs as possible, for which we can offer benefit oriented solutions.