Matching Executive Talent to Strategic Objectives

Sales Benchmark Index

If you field an average executive team, you are likely to miss your revenue growth objective. Corporate Strategy Magazine corporate talent executive talent talent strategyNothing short of an all-star lineup can execute on your corporate strategy.

Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson

Understanding the Sales Force

That's why it's so important to use Objective Management Group's Sales Candidate Assessments - legendary for their accuracy and ability to predict sales performance. Understanding the Sales Force by Dave Kurlan I just read the 13 Traits of An Outstanding Salesperson , an article that appeared on As usual, I had several thoughts about this so, in no particular order.

Driving Revenue Growth Through Sales Execution

Sales Benchmark Index

1 Hierarchy of Objectives How does Tapp cascade. Magazine Sales Strategy Daily Progress Tracking Hierarchy of Objectives KPIs Quarterly Business Reviews sales strategyScott Tapp is the executive vice president of global sales, marketing, and field operations at PGi.

Is it Time to Update Your Sales Strategy?

Sales Benchmark Index

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. Magazine Sales Strategy competitive standing prospecting sales process sales strategy win rates

Bringing the Vision into Strategic Focus

Sales Benchmark Index

These executives wonder whether they really need a Revenue Growth Methodology to hit their objectives. Corporate Strategy Magazine revenue growth revenue growth methodology strategic execution strategy

Is the Sales Leader Who Got You Here the Right One Going Forward?

Sales Benchmark Index

Question is, what type of executive is best equipped to deliver on the objectives. Corporate Strategy Magazine a-player talent sales leader sales leader success strategic alignmentIt’s a bet-your-business decision. The right sales leader blazes the trail to skyrocketing success.

Look For An Interview With Me In In The Upcoming Issue Of i.

Jeffrey Gitomer

Look For An Interview With Me In The Latest Issue Of i.Business Magazine. Tweet Share I recently had the opportunity to sit down for an interview with Carmine De Santo from i.Business Magazine , and wanted to make sure you knew to look for it in the latest issue. Overcoming Objections.

Guest Post: The REAL Truth: Uncovering and Defusing the Right Objections

Jonathan Farrington

Remember, sometimes the real objection is two to three questions deep. This approach gives the prospect the space and permission they need to share the real truth, objection, or more of what is going on without feeling pressured. General Keith Rosen Objection Handling

Jeffrey Answers a Question on Cold Calling | Real World Sales Wisdom

Jeffrey Gitomer

For the past decade, my weekly email magazine, Sales Caffeine , has been a major source of value to my customers and revenue to me. Tweet RSS readers may click here for the video. Here are 12.5 real world connection strategies to eliminate cold calling. These are not “no brainers.”

Ask for the Sale Five Times – At Least!

Mr. Inside Sales

How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) On the other hand, how much more successful would you be if you asked for the order five times and had a prepared response to each objection and, after answering it, asked for the sale again?

INTERVIEW: New Book by Keith Rosen! Sales Leadership – A Tactical Playbook for Busy Leaders to Develop Top Performing Coaching Cultures

Keith Rosen

I appreciate the opportunity to be featured on the cover, along with a great interview with Jonathan Farrington discussing my new book, Sales Leadership in the latest issue of Top Sales Magazine. The byproduct is, you achieve business objectives.

Your Golden Ticket is Within Your Grasp. You May Already Have It.

Jeffrey Gitomer

People who subscribe to your email magazine. General My Books Overcoming Objections Sales attitude training corporate sales training customer service training how to sell Jeffrey gitomer selling skills selling valueTweet NOTE WELL: A golden ticket is NOT a winning lottery ticket.

It’s Q2 Already!

Jonathan Farrington

By utilizing a rigorous and formal opportunity assessment, we are aiming to achieve two sets of objectives: Business Objectives. Sales Objectives. General Jim Cathcart Pipeline Management Qualification Relationship Selling Top Sales Magazine

What Motivates You? Want to Find Out? ….

Jonathan Farrington

Top 5% achievers are totally focused on ”Achievement” because they understand that providing they achieve all of their targets and commercial objectives, they can expect to be appropriately rewarded. . When we feel motivated we are able to tap into the fuel that drives our performance.

The Most Important Phase of the Entire Sales/Buying Cycle?

Jonathan Farrington

It is essential that all frontline sales professionals fully understand both the value and importance of rigorous objective qualification, not just at the front end but right the way through the sales cycle. General Barbara Giamanco Jeffrey Gitomer Kevin Eikenberry Linda Richardson Tamara Schenk Top Sales Magazine

Four Personality Types and Three Types of Salesperson

Jonathan Farrington

Well first up, two excellent new interviews: Gerhard Gschwandtner joins me to discuss his aspirations and objectives for the upcoming Sales 2.0 So many compliments coming in about this month’s Top Sales Magazine - particularly for the interview with Dan Pink.

You Don’t Get What You Deserve, You Get What You Negotiate ……

Jonathan Farrington

If the objection is genuine and the budget figure is correct, you must try to look for an alternative that meets your needs as well as theirs. In the words of Chester L. Karrass, ‘In business, you don’t get what you deserve, you get what you negotiate.

Are the Terms “Total Solution” and “Unique” Relevant Today?

Jonathan Farrington

Our primary objective from day one, is to redefine the parameters governing organizational growth and work with our clients to develop commercial excellence. Effective, process provides objective analysis and indicators, which can be bench-marked and accurately measured. Simple answer?

Top 50 Sales & Marketing Influencers for 2012 Announced

Jonathan Farrington

I am able to announce that the May edition of the Top Sales magazine is now published. As with all of our Top Sales initiatives, our primary objective with this monthly magazine is to provide you with inspiration, and the opportunity to expand your commercial bandwidth.

Heavy Hitter Sales Blog: Top 20 Sales Articles By Steve W. Martin.

HeavyHitter Sales

The Three Critical Win-Loss Objectives. Selling Power Magazine Blog. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

Three Weeks and Counting …

Jonathan Farrington

By utilizing a rigorous and formal opportunity assessment, we are aiming to achieve two sets of objectives: Business Objectives. Sales Objectives. General Top 50 Sales & Marketing Blogs 2012 Top Sales Magazine Travelex

Best Example of Value-Added vs. Commodity Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. The magazine will open in a separate tab or window so that you can return here and contribute your comments.

2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

This is the group that will be … Writing articles for the Top Sales magazine.

Why Consultative Selling Does Not Work for Prospecting

Sales and Marketing Management

He said he was trying to be consultative, to elicit details and to drill down on prospect objections. Wendy is presenting a free webinar for Sales & Marketing Management magazine entitled “How to Create a Super-Productive Sales Prospecting Team” on Jan.

Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

Favorite magazine. The objectives. The objections – scripted responses. My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it.

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Chairs are Dead—and Other B2B Marketing Hogwash


In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). Read this from Dave Kurlan, CEO of Objective Management Group : “Today, I would like to be the first to introduce you to the sales tool of the future. It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

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Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

Andrew Grove, former CEO at Intel, told fast Company Magazine that there is at least one point in the history of any company when the organization must change dramatically in order to rise to the next performance level. Source: Objective Management Group, Inc.

Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product

Smart Selling Tools

Organizations today need a highly skilled workforce to meet critical business goals and sales objectives. Organizations today need a highly skilled workforce to meet critical business goals and sales objectives. Magazine.

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One Thing Missing from The New Way of Selling - Part 2

Understanding the Sales Force

They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there. While we are on the subject of old and new, I wrote an article that appears in the new issue of Top Sales Magazine.

Good Reads for B2B Marketing - Respect Your Competition


According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. Online content in the sales and marketing industries is dynamic and constantly changing.

Top 5 Mistakes Salespeople Make When Under Pressure

Understanding the Sales Force

Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. Many salespeople panic and become emotional when they hear certain objections, get asked certain questions, or are told certain things.

Brainshark Wins in International Business Awards for 7th Straight Year

Smart Selling Tools

Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Magazine. Brainshark Wins in International Business Awards for 7th Straight Year. Brainshark, Inc.,

SAP 74

Workplace Wellness Can Deliver a Healthy ROI

Sales and Marketing Management

The company, which has been named one of the best places to work in Georgia by Georgia Trend Magazine, incorporates education, contests and incentives into its benefits program, adopting a holistic approach to helping workers be happier and healthier.

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How to Create a Winning Sales Process: 7 Essential Steps


Or individuals may have engaged with an ad in a magazine or on a website that was highlighted as being popular among your target market. . Handle objections and obstacles. There are a handful of common objections that salespeople should be aware of. Objection: It’s too expensive. Objection: I don’t want to be tied into a contract. Objection: I need more time to make a decision.

Redefine the competitive landscape – win the day

Sales Training Connection

Pick up any business magazine – or for that matter any self help magazine – and more often than not you’ll see an article about how to reinvent yourself. Differentiating Yourself in Your Customer’s Eyes.

Remember the Priceless Factor

Anne Miller

A NYC real estate broker who I recently used is aware of how my city friends feel, so imagine how happy I was when he thought to send me an article from a British travel magazine (of all places), extolling the beauty and quality of life in the Hudson Valley!

How Significant is the Migration to Inside Sales?

Understanding the Sales Force

Next I reviewed around 250 of the newest Objective Management Group (OMG) accounts for sales candidate assessments and discovered that 42% of the open positions are for inside sales roles. The September, Week 4 Issue of Top Sales Magazine is available here.

The Future of Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. Objective Management Group (OMG) took home the Gold for the 3rd straight year for Top Sales Assessment Tool.

Revegy’s 2018 Year in Review Signals Strong Outlook for 2019

Smart Selling Tools

Revegy was named a Top Sales Tool of 2018 by Smart Selling Tools and was also included in SellingPower Magazine’s Top 15 Sales Enablement Vendors of 2019. Our people and innovative technology helps customers achieve their objectives which fuels our growth.”. ###.

Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year

Keith Rosen

The list appears in the July issue of Selling Power magazine, which is now available to subscribers. Selling Power magazine is the leading periodical for sales managers and sales VPs since 1981.