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Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Inc. Why Consultative Doesn''t Work is irresponsible writing. 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.

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5 Insurance Sales Secrets for Millennial Agents

RAIN Group

The way millennials purchase insurance is worlds apart from the approach taken by baby boomers. A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers. are the ones now selling insurance?

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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

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. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

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How Your Sales Coaching and Method Have a Direct Impact on Your Results

Anthony Cole Training

Every organization has sales coaching and a sales method. 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?

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Door-to-Door Sales: The Complete Guide

Hubspot Sales

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

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I Would Sell More and Increase Sales If Only I Would.

Anthony Cole Training

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?"

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Caliper versus OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. First, it's important to know that OMG's assessment is sales specific - built for sales. Then modify the names of the findings to make them sound more like sales findings. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%).

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