Understanding the Sales Force

APRIL 15, 2013

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. Understanding the Sales Force by Dave Kurlan Two articles caught my attention today.

Research 291

Research Insurance Insurance Face-to-face 291

Pipeliner

JANUARY 18, 2024

This clarity also ensures that new hires align with your strategic objectives, preventing costly mis-hires. This includes salaries and benefits like health insurance, retirement plans, and work-life balance initiatives. Develop an Effective Sourcing Strategy Finding suitable candidates requires a strategic approach to sourcing.

Company 52

Company How To Compensation Social Media 52

The ROI Guy

SEPTEMBER 13, 2013

Second, there is a lack of good tools at most organizations to help Sales deliver the messaging – moving beyond PPT and whiteboard markers to have more provocative, insight driven conversations, and automate the diagnostic assessments and financial justification process. The ACA is a huge change that is rocking the insurance world.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

Pipeliner

AUGUST 16, 2021

The truth is, a business plan is a strategic tool that helps entrepreneurs prove the viability of their business, set expectations, and priorities, and increase the likelihood of business success and future financing. Many business owners don’t often recognize the importance of having a business plan. Think of a business plan as a road map.

Journal 98

Journal Licensing Insurance Insurance 98

Understanding the Sales Force

NOVEMBER 27, 2013

Objective Management Group (OMG), having assessed 700,000 salespeople, tells us that one key piece of data remains unchanged. An owner I spoke with yesterday was totally freaking out over the 40% increase in his costs to provide health insurance. Ineffective Salespeople - The latest reports indicate that there are now 15.8

Travel 251

Travel Decision Maker Insurance Insurance 251

Braveheart Sales

JANUARY 30, 2020

Provide them a list of common objections and process for helping them overcome these hurdles. Utilization of tools and templates for sales call planning and preparation. You must coach your new hires relentlessly to insure good habits are formed. You must coach your new hires relentlessly to insure good habits are formed.

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

Understanding the Sales Force

NOVEMBER 11, 2013

The integration of social selling tools (the topic of the aforementioned article) - yes it''s happening and it''s helpful but it hasn''t changed the results - no measurable change in KPI''s - at all. The results show us that usage of these tools is way up. Some of them partner with Objective Management Group. Manufacturing!

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Understanding the Sales Force

JANUARY 28, 2014

Five Things VP’s Must Do To Insure Sales Enablement Has Impact. At Objective Management Group (OMG), we have a model that we share with all of our Certified Partners (the companies that provide our award-winning sales force evaluations and sales candidate assessments to you). Why Doesn''t Sales Methodology Get More Attention?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

No More Cold Calling

OCTOBER 17, 2012

That’s a typical referral-sales objection. Every objection can be anticipated, so I’m going to cut this one off at the pass. Address the Sales Objection. Smart salespeople use sales-intelligence tools like InsideView to identify the people they want to meet. It surfaces quite frequently in online forums. Unqualified?

Scale 174

Scale Referrals Decision Maker InsideView 174

Showpad

DECEMBER 16, 2020

Communicate openly about company values, upcoming projects they’ll work on, team objectives as well as their individual goals. . Your priority is to make sure that new employees understand their responsibilities and the tools/software/applications they’ll use to do their work. Identify milestones.

Hiring 105

Hiring Face-to-face Insurance Insurance 105

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. OMG’s evaluation product is top of the line and has been selected as the #1 Sales Evaluation Tool in the World for 4 years running.

Hiring 120

Hiring Motivation Insurance Insurance 120

Costello

APRIL 16, 2019

He recommended the playbook include at least 3 things including a research and qualification step, a pitch and how to handle the objection when a prospect says they do not have time. Sales scripts and objection handling are the core of my sales playbooks,” says Meah. Scripts for New Sales Reps.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

criteria for success

FEBRUARY 26, 2020

This is your insurance against veering off-course or forgetting to ask a certain question. This powerful tool works as a post-meeting summary that sets and manages expectations for both you and the prospect. A Simple Sales Tool That Produces Positive Results. Handling Objections. Outline Your Main Points. Download Now.

Sales Meeting 72

Sales Meeting Meeting Lead Rank Lead Scoring 72

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. As such, inside sales reps need to be highly organized, and they typically use a variety of scheduling tools to break their day up into work “sessions.” Image Source ).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Showpad

JANUARY 8, 2021

According to HubSpot, the pre-work onboarding period can include everything from “shadowing,” in which new hires follow established reps as they go about their daily routine, to learning about whatever software and other tools they’ll be regularly using.

Hiring 52

Hiring Training Sales Enablement Case Study 52

No More Cold Calling

MARCH 15, 2011

The best referrals are those where the person contacted really wants to engage; this is a function of their current objectives and challenges in attaining them. The same can be said for people selling pallets, insurance, or other products. You can avoid this by slightly changing your focus and leveraging core referral concepts.

Referrals 192

Referrals Transportation Insurance Insurance 192

BrainShark

NOVEMBER 9, 2022

Organizations looking into employee education programs, professional development tools like sales enablement software, or learning management systems (LMS) often wonder whether formal or informal learning, or some blend of the two, is right for their teams. . Here’s one example from Allurion, a global healthcare company.

Fashion 62

Fashion Face-to-face Enterprise Enterprise 62

SBI Growth

SEPTEMBER 6, 2012

The majority of our volume comes from direct repair programs (DRP) that requires you be on the insurance company’s preferred list. We provided them with the tools, training and support required to be effective.”. He couldn’t achieve his growth objectives without chasing down big deals. Build the Roadmap. Execute the Plan.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

SBI

OCTOBER 23, 2013

At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. Kurlan is the CEO of Objective Management Group and no one knows the subject better. One thing is for certain, you have to give salespeople the tools they need for the process to be followed.

Quota 131

Quota Sales Process Face-to-face Sales Methodology 131

Distribution Pricing Journal

AUGUST 11, 2023

Analyzing demand patterns, inventory levels, customer buying behavior and market trends can be overwhelming even with the most robust self-serve data tools. They need easy data tools to help them make informed, strategic decisions. These transactions generate numerous touch points – all rich in data.

Outsourcing Services 52

Outsourcing Services Data Distribution Government 52

Sales Hacker

OCTOBER 7, 2020

Evaluate the tools your team is using to see if there’s any underutilized sales software that could make your team more efficient or any tools that are being left unused for a reason. Bonuses continue, everybody keeps their health insurance, and your employees get 3-day weekends to recharge until things heat back up.

Hiring 103

Hiring Salary Margin Compensation 103

Anthony Cole Training

OCTOBER 21, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). I just read an article in Business Insurance about the continued softening of the property and casualty markets. Listen to Tonys Live Interview with Business Expert Radio! Alltop.com.

Hiring 120

Hiring Marketing Insurance Insurance 120

Anthony Cole Training

JANUARY 5, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). How do we utilize and leverage the CRM tools that weve invested in? Objective Management Group - Sales Force Evaluation. Click here to listen to Tonys BEW Interview.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Sales Hacker

SEPTEMBER 20, 2019

Ideally, your company has set up the SDR team for success, with qualified leads that contain accurate, up-to-date information and a well-oiled workflow with all the enablement tools you need to be fully integrated and operational. . They train you on how to introduce yourself, the company’s value prop, and objection handling. .

How To 69

How To Cold Calling Lead Rank Lead Scoring 69

Anthony Cole Training

DECEMBER 12, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Also take a look at the links that take you to the Objective Management Group and their battery of tools to improve sales effectiveness. Tony Cole on TV. Alltop.com.

Coaching 183

Coaching Hiring Ideal Customer Profile eBook 183

Anthony Cole Training

FEBRUARY 6, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Kim’s approach to coaching involves a daily written journal tool that allows her and her clients to really get into the heart and soul of the matter on a very personal level.

Coaching 191

Coaching Hiring Ideal Customer Profile Journal 191

Hubspot Sales

JANUARY 9, 2024

CTA: Get started with HubSpot's AI Tools 16. Plus, you can use this skill as a way to flip sales objections on their head by reframing a prospect’s thinking. It’ll also give you a head start when answering customer queries and overcoming objections.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Anthony Cole Training

OCTOBER 25, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Click here to listen to Tonys BEW Interview. Alltop.com.

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

Anthony Cole Training

JANUARY 19, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Asked the client for any information they could provide me so that my presentation would be credible and support their objectives. Click here to listen to Tonys BEW Interview.

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Sales Hacker

SEPTEMBER 11, 2020

Now that you’re a startup expert let’s talk about how you can help them achieve their growth objectives. That gives you a tremendous opportunity to insert yourself and help that startup achieve its growth objectives by minimizing time spent on non-core competencies. Most buyers are tech-savvy and open to trying new tools.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

Pipeliner

MARCH 16, 2018

When buying insurance, would you prefer to speak with a salesperson who represents one company, or talk to a broker who represents many? For example, an insurance salesperson may try to close a deal with a client by saying, “Do you want to get the $100,000 policy today?” Customers don’t like salespeople who limit their choices.

Insurance 68

Insurance Insurance Policies Airlines 68

Anthony Cole Training

APRIL 19, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Click here to listen to Tonys BEW Interview. Alltop.com.

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

APRIL 19, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Leverage social-media tools effectively. We have to find out what they know about us, what their objectives are, and if they are just shopping or actually buying. Alltop.com.

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

Anthony Cole Training

SEPTEMBER 26, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Click here to listen to Tonys BEW Interview. Alltop.com.

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Hubspot Sales

DECEMBER 12, 2019

Have you ever faced a problem, business-related or otherwise, and needed an objective perspective to help solve it? Financial consultants, or advisors, help businesses make informed, objective, and legal financial decisions to improve returns. Next, think about what tools you may need to conduct business and connect with clients.

Outsourcing Services 108

Outsourcing Services Hiring Real Estate Face-to-face 108

Anthony Cole Training

AUGUST 9, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). sales tools (25). For many of our insurance clients, that number is closer to $10,000 to $15,000 dollars per sale. Listen to Tonys Live Interview with Business Expert Radio! Tony Cole on TV.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136