talking about money

  • New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

    • October 22, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My article revealed that salespeople who are burdened with the need to be liked are far less effective at selling than those who don’t have that weakness.  The biggest insight of all was that these salespeople were 47% less effective reaching decision makers!

    This article will take the same approach and use the same data from Objective Management Group’s (OMG) evaluations of 2,064,425 salespeople to look at salespeople who are uncomfortable having a financial conversation with their prospects and customers.  The latest data reveals that 60% of all salespeople have this weakness!  What do you think it will reveal?

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  • Elite Salespeople are 200% Better in These 3 Sales Competencies

    • July 23, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Professional athletes have one trait in common – they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars

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  • New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

    • May 30, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab.

    Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics.  Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies.  While I usually discuss the impact of these weaknesses, we have never conducted a lab experiment like this before! 

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