Sales Gravy

MARCH 11, 2025

Not surprisingly, Cindys facing more objections than shes used to: Is this advertising? Dont Let Your Assumptions Become Their Objections When Cindy began calling busy contractors who often pick up the phone on a roof, she caught herself feeling anxious or apologetic in her delivery. Whats the price? Im busycall me later. might work.

Objections 58

Objections Advertising Advertising Cold Calling 58

Highspot

FEBRUARY 20, 2025

Key Takeaways Reps who anticipate sales objections and approach them strategically build stronger relationships and close more deals. Active listening skills are essential for overcoming objections. If you’ve worked in sales for some time, you’ve heard customer objections like this more times than you can count.

Objections 52

Objections Examples ROI Decision Maker 52

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

Selling Skills 273

Selling Skills Lead Rank Lead Scoring Groups 273

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

Awarathon

MARCH 12, 2025

In the competitive world of insurance sales, overcoming objections is a critical skill that determines success. Traditional training methods often fail to prepare agents for the dynamic and unpredictable nature of real-world objections. Common Objections Faced by Insurance Agents The premium is too high.

Insurance 52

Insurance Insurance Objections Policies 52

Steven Rosen

AUGUST 2, 2021

Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. The Fearless Sales Leader. Facilitating peak performance.

Hiring 424

Hiring Comparison Face-to-face Objections 424

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

Awarathon

FEBRUARY 24, 2025

In automotive sales, overcoming customer objections is key to closing deals. By simulating customer interactions, AI video roleplay provides realistic sales training, helping reps refine their objection-handling skills in a dynamic, risk-free environment. Here are Some Common Objections in Car Sales “The price is too high.”

Objections 52

Objections Automotive Training Negotiation 52

No More Cold Calling

DECEMBER 26, 2024

Innovators, pioneers, and rainmakers dont just go along with the pack, chasing the next bright, shiny object. I learned long ago that statistics are just numbers that can be configured to support almost any hypothesis. They put a stake in the ground for their beliefs, follow their gut, and leave their competition in the dust.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

Understanding the Sales Force

OCTOBER 13, 2024

Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! Statistics from Objective Management Group’s nearly 2.5 Moses failed on his first attempt to persuade Pharaoh because Pharaoh’s wise men, sorcerers, and magicians were also able to turn their staffs into snakes.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Steven Rosen

FEBRUARY 27, 2022

When business units fail to achieve their objectives, they usually do not have a strategy execution process resulting in poor execution. Are you on track to hit your objectives? Business Unit Scorecard : % to Objective: . Like most business units, you have ended up with a challenging objective for next year.

Strategy 408

Strategy Scale Objections Maximizer 408

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

The Pipeline

OCTOBER 4, 2021

Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. This will help you understand objectives and outcomes to focus your questions on, leaving the datapoint for later. For me an opportunity to validate an approach most mismanage, and I normally avoid.

Data 368

Data Objections ACT Lead Scoring 368

Hubspot Sales

AUGUST 19, 2024

Objection handling 4. The Art of Handling Objections Objections will happen on a cold call, but they don't have to be roadblocks. Most of these objections are brush-offs, and our goal is to dive deeper to find the real objection to overcome. Question: Ask a probing question to uncover the root of the objection.

Cold Calling 115

Cold Calling Hiring Call-back Objections 115

Zoominfo

OCTOBER 24, 2024

It provides real-time assistance during customer interactions, helping sales representatives navigate objections and leverage winning behaviors. Clari Copilot Clari Copilot is a conversation intelligence platform designed to enhance sales team performance.

Software 211

Software Software Tools Hubspot 211

Sales Gravy

OCTOBER 10, 2024

She offers valuable insights on maintaining customer relationships, handling objections, and staying motivated in a challenging sales career. Preparation for Handling Objections: Sales professionals should anticipate common objections and prepare responses in advance, similar to bringing a study guide to an exam.

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96

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

The Pipeline

FEBRUARY 22, 2022

To be clear, they have (or should have) clear objectives. Separate from any purchase decision, what are their objectives? Long term business objectives, let’s set aside the “means” discussion and focus on the desired “end.” So as sellers we should never make the assumption that the buyer has an idea.

Objections 351

Objections Forecasting Quota Buyer 351

Pipeliner

OCTOBER 26, 2024

Overcoming Objections Handling Objections with Confidence Gail emphasizes the importance of being prepared to respond to objections with confidence. Strategies for Addressing Objections The Cockatoo Selling System includes strategies for effectively addressing objections.

System 98

System Lead Rank Lead Scoring Negotiation 98

Steven Rosen

NOVEMBER 7, 2022

The focus shifts back to finishing your year strong, hitting your year-end sales, and managing your expenses as per your objectives. First of all, have your sales and marketing team define and agree on what they each need to do exceptionally well to achieve their sales objectives. Hopefully, all your scars will heal. Here’s the rub.

Strategy 380

Strategy Call-back Objections Forecasting 380

Zoominfo

JANUARY 21, 2025

These cards highlight competitor weaknesses, client objections, and differentiation strategies, tailored to the specific deal stage. They also design the overarching framework that connects advanced technologies to the organizations GTM objectives. Proven ability to align cross-functional teams around shared objectives.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

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

Steven Rosen

JANUARY 16, 2023

Your success is directly related to achieving or exceeding company revenue objectives. You need to determine how to lead your team to achieve your objectives. You are likely to face the following internal obstacles to growing your business and achieving your objectives: 1. Being timid will not help you achieve your objectives.

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

The Center for Sales Strategy

OCTOBER 10, 2024

In marketing, businesses often struggle to align their SEO efforts and sales objectives, leading to missed opportunities. However, by integrating SEO strategies with the sales funnel through a thoughtful content strategy, companies can attract high-quality leads and improve conversion rates.

Top of Funnel 122

Top of Funnel Funnel Strategy Analytics 122

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. They know the “Price is too high” objection is just another smokescreen. And most do! Listen here!

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

The Pipeline

AUGUST 4, 2020

To the objective, the steps a well-vetted process dictates that we execute. The process lays out the steps, how and why, there is no consideration for how we feel about it. Managers need to use the process first and foremost to take the conversation away from the subjective, how the rep feels. Take The Hit.

Proposal 427

Proposal Objections Quota Closing 427

Sales Gravy

MARCH 20, 2025

Timing, tone, objection handling, and reading the prospects emotional state. Hed faced every objection and lost more deals than Paul had even pitched. Timing, tone, objection handling, and reading the prospects emotional state. Hed faced every objection and lost more deals than Paul had even pitched.

Face-to-face 98

Face-to-face Sports Construction Negotiation 98

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

Sales and Marketing Management

JANUARY 15, 2025

In an era where economic uncertainty and tighter budgets dominate C-Suite discussions, one thing is crystal clear: Revenue is the ultimate metric, and every part of the organization, including marketing, must align with that objective. The post How B2B Marketing Must Drive Revenue appeared first on Sales & Marketing Management.

Revenue 292

Revenue B2B Marketing Objections 292