Understanding the Sales Force

NOVEMBER 1, 2024

Using statistics from Objective Management Group’s (OMG) assessments of around 2.5 And there’s the problem. Most salespeople don’t effectively utilize a consultative approach and therefore, lack the ability to uncover urgency.

Sales Cycle 352

Sales Cycle Decision Maker Government Up-Sell 352

Understanding the Sales Force

AUGUST 23, 2022

I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG). I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan.

Groups 360

Groups Objections Sales Consultative Selling 360

Understanding the Sales Force

NOVEMBER 22, 2021

Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!" I'm happy to report that thanks to big-time help from PENTA Marketing CEO Deborah Penta , our new space is bright, cheery, modern, energetic, open and functional!

Groups 352

Groups Objections Report Examples 352

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. Statistics from Objective Management Group (OMG) and the 2.5 That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%). .

Data 220

Data Hiring Compensation Quota 220

SBI Growth

JULY 15, 2020

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.

Leads 376

Leads Marketing Qualified Lead Marketing B2B 376

Understanding the Sales Force

JANUARY 31, 2025

Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. Using OMG, Kurlan helped a multitude of clients evaluate their sales teams and assess their sales and sales management candidates to help companies make much better hires for their sales organizations.

Hiring 173

Hiring Groups Objections Sales Management 173

Understanding the Sales Force

APRIL 6, 2020

In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners, to a 3-Day Virtual Event on short notice, as well as the lessons learned so that you might be able to accomplish the same things that we did.

Conference 382

Conference Video Groups Objections 382

Understanding the Sales Force

OCTOBER 26, 2020

Objective Management Group (OMG) celebrated some milestones this year too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us. These are all Milestones.

Sales Process 375

Sales Process Groups Objections Sales 375

The Pipeline

SEPTEMBER 21, 2020

The direction is how do we align the two groups to better serve the customer and our company. In this episode, Scott and I pick up a discussion we have been having for some five years, based on the age-old question of “Why do we need salespeople?” This is not the usual us-versus-them sales and marketing discussion.

Groups 369

Groups Sales Marketing Company 369

The Pipeline

NOVEMBER 2, 2020

and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization. Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale.

B2B 356

B2B Groups Sales Opportunity 356

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.

Guidelines 386

Guidelines Closing Call-back Report 386

Understanding the Sales Force

AUGUST 25, 2021

Regular readers know that I'm all about the data and I have written nearly two thousand articles based on data from Objective Management Group's (OMG) assessments of more than two million salespeople. Please understand that the dirty window and sill are not mine - I found the image via a Google search.

Meeting 386

Meeting Google Exact Data 386

Hubspot Sales

SEPTEMBER 12, 2024

The largest age group (38%) of B2B buyers is 35-44. Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. B2B Buyers vs. B2C Buyers Who Are Your B2B Buyers?

Hubspot 116

Hubspot B2B Buyer Data 116

SBI Growth

FEBRUARY 2, 2022

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program.

Groups 336

Groups Company 336

Understanding the Sales Force

FEBRUARY 22, 2023

Back when Hubspot was scaling its sales team, they used Objective Management Group's (OMG) sales candidate assessments to identify the right salespeople for their various selling roles.

Top of Funnel 408

Top of Funnel Positioning Scale Inbound 408

Anthony Cole Training

AUGUST 5, 2021

Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics.

How To 325

How To Groups Resources Sales 325

SBI Growth

JANUARY 6, 2025

SaaS companies will often set up different pricing tiers targeted at different buyer personas, with features matching the needs of that group. To maximize the effectiveness of this strategy, you must accurately estimate the value your customers will place on your product.

Buyer Persona 156

Buyer Persona Maximizer Groups Buyer 156

Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel continues to be a leading way to recognize and retain top performers. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI. The post Right Destination, Right Design… Right On!

Demographics 296

Demographics Incentive Incentives Travel 296

Sales and Marketing Management

JULY 8, 2021

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly. The post Prospecting Versus Lead Generation appeared first on Sales & Marketing Management.

Lead Generation 317

Lead Generation Leads Marketing Qualified Lead Prospecting 317

Understanding the Sales Force

SEPTEMBER 27, 2020

Such is the case with Objective Management Group. Most of these updates occur automatically and without fanfare but when an update advances to the next number - from 13.62 to 14.0 - it's a big deal and means significant updates to features, stability, security and usability are included.

Software 373

Software Software System Groups 373

Sales and Marketing Management

AUGUST 26, 2022

Sridhar Ramanathan - co-founder and chief operating officer of Aventi Group - expounds on why misalignment occurs so often between B2B sales and marketing teams, and how to fix it. The post What’s Behind Sales and Marketing Misalignment? appeared first on Sales & Marketing Management.

Marketing 315

Marketing B2B Groups Sales 315

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success.

Company 423

Company Customer Insurance Insurance 423

Understanding the Sales Force

JULY 14, 2020

In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter.

Hiring 359

Hiring Groups Objections Data 359

Understanding the Sales Force

SEPTEMBER 17, 2020

I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). They're the worst. But I have one weekly meeting that'a always uplifting and productive.

Report 368

Report Hiring Groups Media 368

Bernadette McClelland

JULY 11, 2022

When we are with a group of strangers, parts of our brain will light up based on survival. . So imagine for a moment you and a group of your friends are all hooked up to a MRI machine and it’s measuring your brainwaves. Do I trust you? The same happens with our buyer when we meet for the first time. or we don’t connect at all!).

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Steven Rosen

APRIL 6, 2020

This group shared over 80 tips/ideas (47 in this post) on what they are doing to navigate through this crisis. Some of the tips may be repetitive but I wanted to capture all the great ideas and gems that the group shared. Create a WhatsApp group for customer-facing where feel-good stories are shared which helps to encourage positivity.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Sales and Marketing Management

JULY 21, 2023

Group incentive travel remains one of the most impactful incentives a company can deploy. Two incentive travel experts talk about making the business case for these programs and meeting participants’ expectations. The post Incentive Travel: The Incomparable Motivator appeared first on Sales & Marketing Management.

Travel 296

Travel Incentives Incentive Motivation 296

Understanding the Sales Force

JUNE 1, 2021

My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients). We were much closer to normal. But it did get me wondering what normal means for sales teams moving forward.

Travel 329

Travel Survey Groups Objections 329

Sales 2.0

NOVEMBER 6, 2024

If you look around a room of people at an event, you will see people in groups, but you will also see some people on their own, often gazing intently at their phone or coffee cup.

Conference 195

Conference Cold Calling Referrals Social Media 195

Understanding the Sales Force

OCTOBER 7, 2020

For example, take the FinXS Extended DiSC which, at first glance, appears to have much in common with Objective Management Group's (OMG) Salesperson Evaluations and Sales Candidate Assessments. When it comes to sales assessments, things are also not what they appear to be.

Comparison 329

Comparison Exact Groups Objections 329