omg
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Using the Most Powerful Sales Tool to Get What You Want
- September 16, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. He’s on the top of the FBI’s most-wanted list but works
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Your Last Chance to Make a Good First Impression
- June 14, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most salespeople don’t take first impressions seriously enough. If they did, their first impressions would be much more favorable.
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Finally! Science Reveals the Actual Impact of Sales Coaching
- September 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You must have heard the joke that 73.6% of statistics are made up!
I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number
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Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren’t
- July 11, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel – Arrested 2!
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The Latest Data Shows That Sales Managers Are Even Worse Than I Thought
- June 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn’t anything else
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The Craziest, Most Unusual Sales Selection Criteria and What Really Works
- August 9, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I
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Those Who Follow Sales Best Practices Don’t Necessarily Become Top Performers
- June 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You’ll regularly find me writing about the science – the data – that differentiates top sales performers from the bottom. But today, I’ll move into the world from which everyone else in this space operates – anecdotal evidence and opinions.
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The Phony Baloney Sales Superstar
- April 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was in the car when the call was forwarded to my cell phone. I didn’t recognize the caller and his first statement was, “I have some questions about Objective Management Group (OMG).” Very Dry. Very Abrasive.
I was thinking
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Starting with the Sales Management Team – Is it a Bad Decision?
- August 21, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The CEO said, “We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence that you provide is perfect for us. This is the right time to move forward,
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Why You Must Understand This about Desire for Sales Success
- August 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group’s (OMG) sales and sales management evaluations. “This is one of my top salespeople – how can she
One of the most frequent questions we get from clients has to do with the second most important finding on