Art & Science

of complex sales


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Is the Motivation Pendulum Swinging Back?

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.

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How Big of a Role Does Age Play in Sales Effectiveness?

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.

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How to Transform Your Sales Pipeline Today

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.

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Is the bandwagon effect destroying your effectiveness?

What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon effect.

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4 ways ‘cramming’ is killing your sales

When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, and explain to you that you would learn better if you studied a little at a time instead of all at once?

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6 reasons revenue attainment may be the wrong measure for success

  CSO Insights has published their 2018-2019 Sales Performance Study, and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

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How to engineer stories that sell for you

An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell

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In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!

Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.

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Golden Nuggets from the CSO Insights 2018 Sales Talent Study

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.