Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Coachable or not.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Understanding the Sales Force

OCTOBER 30, 2012

Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Overall Selling Capability. Prospecting Skills. Closing Skills.

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

Hubspot Sales

JANUARY 9, 2024

He also recommends being enthusiastic, courteous, and confident enough to demand attention from prospects. Get prospects talking According to Sales Insights Lab , top sales performers get their prospects to talk more than bottom and average performers. By that logic, you’ll also want to encourage your prospect to talk.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Allego

NOVEMBER 29, 2023

Last month, both Google and Yahoo announced new email authentication requirements for bulk email senders that limit how companies can perform prospect outreach. The traditional notion of exposure to prospects, where sellers could build mind-share, influence buying criteria, and assert the superiority of their solutions, is no longer a given.

Conversion 77

Conversion Buyer Proposal Coaching 77

Sales Hacker

OCTOBER 14, 2020

We learned that our new approach to selling was not only effective, but it felt natural, kept us at ease, and generated a compelling trust with our prospective client. We wanted a permanent change in perspective that released our sales team’s natural ability to sell wisely and well. The answer was plain.

Face-to-face 96

Face-to-face Lead Rank Lead Scoring Hiring 96