Podcasts about objective management group

Why do so many sales hires fail? In this episode, Ben Tagoe, CEO of Objective Management Group, breaks down the three critical components when assessing sales hires: fundamental selling skills, sales-specific beliefs, and mindset. Discover how bringing science to the art of sales talent development can dramatically reduce costly hiring mistakes.You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.

Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople. Salespeople are coin-operated...and a little bit...strange. There. I said it. We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!) And why you can't treat salespeople like everyone else in the company. We get into how to evaluate resumes, the significance of clear job descriptions, and the dynamics of sales teams. We may have some gray hair...but this interview can save your bacon! 00:00 Introduction and Background 02:55 The Unique Nature of Salespeople 05:54 Hiring Challenges in Sales 09:01 Defining the Ideal Candidate 11:57 The Importance of Job Descriptions 14:54 Evaluating Resumes and Experience 17:55 Sales Team Dynamics and Loyalty 20:48 The Hiring Process and Coaching 23:48 Long-Term Engagement and Support 26:50 Identifying the Right Clients 29:53 Conclusion and Key Takeaways 32:25 Navigating Career Transitions 34:18 The Importance of Team Dynamics 38:04 Sales Performance and Compensation Structures 41:15 Building a Healthy Sales Culture 46:14 Lessons from Sports and Coaching 55:35 Closing Thoughts and Future Connections Walter Crosby is a proud alum of the University of Michigan and holds an advanced degree from the school of hard-won wisdom. He spent the majority of his career as a salesperson who was frequently promoted into sales manager positions. He sold a variety of products with complex B2B sales cycles, including LED luminaries, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems. He's sold to K-12 educators, colleges/universities, contractors, and manufacturing and commercial/retail firms. Frustrated by the lack of training he received each time he was promoted to sales management roles, Walter sought his own training and mentors to help him grow as a leader. After training himself and surrounding himself with strong mentors, he saw a need to share his hard-earned knowledge with others to develop successful sales teams. This led to the creation of his own firm, Helix Sales Development. Here, Walter coaches, trains, and supports successful sales teams using evidence-based sales evaluation and assessment tools by the Objective Management Group and sales-enablement technology through Membrain. Walter's rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible. Conservatively, his clients see a 37-43% increase in revenue after their engagement. Guest Site: https://helixsalesdevelopment.com/ Guest Facebook: https://www.facebook.com/helixsalesdevelopment/ Guest LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Join Mike Shannon and Molly Nola as they delve into the transformative power of self-awareness in sales. They explore the role of mindset, emotional control, and belief systems in driving success, with insights from the Objective Management Group's assessments. Hear how overcoming limiting beliefs and setting clear expectations can unlock sales potential, and learn about the upcoming workshop in December, Mastering the Mindset, designed to help sales professionals improve performance and prepare for a successful year ahead.

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.KEY TAKEAWAYSSlowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.QUOTES"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate.""Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust.""If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Did you see the recent post by Recruiter.com? The title was: “Apparently, the hardest thing to sell is a sales job.”

Benjamin Tagoe is currently a Chief Executive Officer at Objective Management Group, bringing experience from previous roles at Fairfield Enterprises. Benjamin Tagoe holds a 2013 - 2015 Master Of Business Administration @ Harvard Business School. With a robust skill set that includes Financial Modeling, Consulting, Hedge Funds, Fixed Income, Strategy and more, Benjamin Tagoe contributes valuable insights to the industry.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Benjamin Tagoe, CEO of Objective Management Group (OMG), to delve into the latest trends in sales and unveil the secrets behind driving sales success. Through decades of data analysis on millions of sales professionals, Benjamin shares unparalleled insights into the key competencies that differentiate top performers from the rest. From the importance of self-awareness to the critical role of adhering to sales processes and manager accountability, this episode provides actionable strategies for sales professionals looking to elevate their game in 2024.KEY TAKEAWAYSSelf-Aware Selling: Sales success hinges on self-awareness, allowing sales professionals to focus on understanding the prospect's needs and overcoming personal limitations.Adherence to Sales Process: Sticking to a milestone-centered sales process is vital for consistent success, yet many teams struggle with implementation despite heavy investments.Manager Accountability: Effective sales management involves holding sales people accountable, coaching them, and providing strategic guidance, fostering an environment of growth and development.QUOTES"Selling from the heart comes down to selling with self-awareness.""The process is your friend. Follow it, add value to your clients, and watch your success soar.""Top performers want to be challenged and held accountable. They thrive on structure and strategic guidance."Learn more about Benjamin Tagoe: LinkedIn: https://www.linkedin.com/in/btagoe/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

On Episode 341 of The No Limits Selling Podcast, we have Andy Miller. Andy Miller is a 28-year international sales strategist specializing in helping companies dominate their markets resulting in explosive growth by using his proprietary methodology to double their growth rate by leveraging sales strategy, landing major accounts, sales force optimization, and consultative selling. He grew his software company in Europe from $0 - $23 Million in 3 years. He has worked with companies from $1 Million - $2 Billion including Intuit and IBM, across industries from construction to technology to pharmaceuticals.  He is called “the best kept secret” by well-known business experts Jay Abraham, Verne Harnish, Chet Holmes & Tony Robbin's organizations - all of which have used Andy's services. Having trained over 18,000 salespeople, managers, and CEOs worldwide, Andy is a recognized authority on sales and sales management. Andy is a current member of Vistage and previously sat on the advisory boards of The American Society of Training and Development (ASTD), Objective Management Group, Sandler Systems, and The United Professional Sales Association (UPSA). He has been a guest lecturer at Georgetown University McDonough School of Business, University of Houston Sales Excellence Institute, and University of Pennsylvania Wharton School of Business.  Find Andy Miller: LinkedIn, Website, [EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance] Interested In Our Real Estate Coaching Services? Explore Our Website: Link Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: Link Find us on Social Media:   LinkedIn | Facebook community | Instagram Like what do you listen to? Subscribe to our podcast! Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar

Today we are joined by a Sales Performance Expert, Speaker, Podcast Host, and the CEO of Helix Sales Development, Walter Crosby. He shares his riveting journey from being unexpectedly promoted to international sales director with zero experience in team management and how he successfully navigated this challenging period, growing revenue by a staggering 120% in just three years.   Walter also delves into the art of assembling an effective sales team and equipping them with the right tools for success. Learn how to craft a compelling company story that resonates with your sales team and sets your brand apart in the competitive marketplace. Tune in for a conversation jam-packed with insights for every work-at-home entrepreneur.   Walter is on a mission to help Visionary leaders build a high-performance sale organization with a consistently reliable revenue forecast to double revenue.   As CEO of Helix Sales Development, he only engages with growth-minded entrepreneurs who are frustrated with underperformance and have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are transformative and produce repeatable revenue growth with margin integrity.   Walter is a proud alum of the University of Michigan and holds an advanced degree from the School of Hard-Won Wisdom.  He spent the majority of his career as a salesman who was frequently promoted to sales manager. He's sold various products with complex B2B sales cycles, including LED luminaires, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems. He's sold to K-12 educators, colleges/ universities, contractors, manufacturing, and commercial/retail firms.   Frustrated by the lack of training each time he was promoted to sales management roles, he sought training and mentors to help him grow as a leader. This led to creating his own firm, Helix, to hire, train, and influence successful sales teams. He has formed strategic relationships to augment the sales coaching services he provides. Walter is a certified partner with the Objective Management Group, an award-winning provider of evidence-based sales evaluation and assessment tools. Helix's technology partner is Membrain.   Walter's rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible. Using the proven Helix Sales Hiring Process, 91% of Helix-recommended sales hires rise to the top half of the sales organization within the first year.   Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, he regularly speaks about his two favorite passions as host of his podcast called Sales and Cigars. Learn more about Walter: Website: https://helixsalesdevelopment.com/   Listen to his podcast: https://helixsalesdevelopment.com/podcast/ ———— I love connecting with Work at Home RockStars! Reach out on LinkedIn, Instagram, or via email   Website

In today's episode of The AI for Sales Podcast, Chad is joined by Benjamin “Ben” Tagoe, the owner and CEO of Objective Management Group (OMG), a company that helps businesses find and onboard top sales talent. With over 30 years of experience, OMG has worked with over 2 million salespeople and provides data-driven assessments to determine sales potential and fit. Ben discusses how big data and analytics play a crucial role in hiring and building successful sales teams. OMG's assessments measure 21 core sales competencies, including the will to sell, sales DNA, and tactical skills. By using data and analytics, companies can make more informed hiring decisions and improve sales performance. Ben also highlights the importance of diversity, equity, and inclusion in the hiring process and how OMG's assessments can help eliminate bias and uncover talent in unexpected places. QUOTES"One of the things I'm really proud of is the fact that we can help companies unearth diamonds in the rough or talent in places where they are just not used to looking for talent." - Ben"Using data and analytics in the hiring process can help eliminate bias and uncover talent in unexpected places." - Ben Learn more about Kevin and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/btagoe/Website: http://www.objectivemanagement.com  Learn more about AI for Sales with Chad:LinkedIn Group: https://www.linkedin.com/groups/12811259/LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcastTikTok: https://www.tiktok.com/@ai4salesFacebook Page: https://www.facebook.com/theaiforsalespodcast/Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners:BDR.ai | https://www.bdr.ai/TruVersity | https://www.truversity.com/

Think about this -  Wouldn't it be nice to know specifically where a Rep needs help? Or specifically why they are not a fit for your organization? Or that what you're assessing your team against  fits the same process you are trying to coach? We are excited to share that NCG is now certified to offer Sales Insights Assessments and Evaluations through the company Objective Management Group, a pioneer and industry leader in sales team evaluations and sales candidate screening.  This tool focuses on  providing insights and maximizing sales performance in companies of all sizes and from all industries. On today's episode, Andrew walks us through the impact this tool can have on your hiring and team development process, how it's helped our team to teach better, more focused sales content, and the opportunity to really peel back the unique attributes that make a sales person from good to exceptional. Interested in learning more? Take a listen to the podcast and talk to your coach for next steps! 

Sales and Cigars Episode 100 Dave Kurlan “OMG”  Walter sits down for a special 100th episode of Sales and Cigars with Dave Kurlan of Objective Management Group and Kurlan and Associates. Dave talks about Objective Management Group and how their sales force evaluation and sales candidate assessment tools are a game changer when putting together a successful team. When it comes to sales consulting and business development Dave has seen and done it all and he shares his wealth of knowledge with us. If you are a CEO, entrepreneur, sales manager, or small business owner you will want to take notes, so get ready for a super entertaining fun episode. Go grab a cigar, grab a cocktail and strap in for another episode of Sales and Cigars.   Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6    Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com  Connect with Dave Kulan: www.objectivemanagementgroup.com dkurlan@objectivemanagement.com https://www.linkedin.com/in/davekurlan/ www.kurlanassociates.com www.objectivemanagementgroup.com

Sales is a Conversation between Two People  w/ Brad Ferguson of Sandler Sales BRT S04 EP15 (177) 4-9-2023   What We Learned This Week Sandler Sales Sub: take prospects thru the 7 compartments for a complete sale Sales is a conversation between 2 people Ask Qs - to determine the real problems, can't be a Yes/ No Q , start with ‘How' or ‘What' Pattern Interrupt - method to disarm people Seek the Truth, not the Sale Buying Meter – Intellectual vs Emotional reasons Rule – People don't argue with their own data Belief - people sign and pay on belief       Guest: Brad Ferguson w/ Sandler Sales https://www.brad.sandler.com/ LKIN: HERE   Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee - 4/1995 - present    Per Brad: I have been fortunate to work with some great companies over the years with one goal in mind: SALES EXCELLENCE. I have been able to align myself with sales and business experts who were willing to help me grow to the point of being considered an elite member of the Sandler Training Network... according to my peers. Highly effective helping companies hire “A” players and avoid sales ghosts. Able to teach, coach, and mentor sales leaders and sales professionals to establish and maintain record performance levels, from skill development to revenue growth. You need a trainer who can also be a trusted advisor, partner and consultant. Why choose Scottsdale Sales Training, LLC.? Because the success of our training has been repeatedly proven through delivery to thousands of clients. Sandler Training is an international sales training and development firm dedicated to improving sales revenue, establishing and creating a hiring process for sales and sales management, with affordable tools that keep sales turnover under 10%. Skilled in Sales Training, Coaching, and Sales Recruiting. First Sandler Certified Instructor in Arizona. Results producing coach and training professional with a BS in Education focused in Teaching and Coaching from the State University of New York College at Cortland. Sandler Training has been recognized as the # 1 Sales Training Organization by Entrepreneur Magazine multiple times. Sandler Sales Books: https://www.sandler.com/books/   Sandler Sales Sub: Bonding and rapport building. Up-front contracts. Pain. Budget. Decision. Fulfillment. Post-sell. Take prospects thru the 7 compartments for a complete sale     Notes: Seg. 1   Sales is a conversation between 2 people   Sales people need to strive for Equal Business Stature with Clients, do not sell up Buyer's world, enter in and understand the Buyer, what are their pain points You have to find compelling reasons for them to buy from you   People do not want to be sold, they want to buy, make the decision themselves   Determine what they are missing out on if they do not buy from you, what are the real costs of not doing business with you?   Problem – this is an overused term for profiling a client Phrase it better: Are you hurt bad enough? Are you concerned enough about this issue?   Look for gain with your solution vs. pain What impact has this issue had, what resources are needed to solve it?   Business case for designing a solution to uncover Sales idiom - All prospects lie all the time They do not want to be put on the spot   Covid was a disruptive change, and many industries had to adjust to keep doing business, sales is now mostly virtual   Tech empowers buyers, they control the process, and have access to more information   Buyers Journey – has shifted, buyers can do it on their own   Trust must be created between buyer and seller Rule – You are there to serve clients – seek the truth, not the sale   Rule – if the competition is doing it, stop doing it   Buyers world & buyer's business Let the buyer talk, and use your 2 ears to listen Discovery, not convincing, let the buyer find the solution you provide on their timeline     Seg. 2   Asking Questions with a Yes / No answer stalls you, need to rephrase Qs Start with Why or How - Type A – Why, Who, When / B – How, What How, or What – needs a full sentence to answer   Meter – Intellectual on one side, and Emotional on the other side What's the problem, how close to move to the close zone Reasons exist for buying decisions, or to not buy Impact & consequences of current actions   What's the cost of your current process? Who else is aware of this problem? What happens if it is not fixed? Long term cost?     Convincing vs. Discovery You can ask questions in a leading way to help the client determine the best answer on their own   Rule – People don't argue with their own data Disqualify – part of the job is disqualifying certain buyers, not everyone is a good fit, so you should not try to sell to just anyone, need a buyer profile   Sales = Belief – people sign & pay on belief Hope – buyers contact you on hope     Seg. 3   Right level, right list of potential buyers Determine who is the decision maker (or makers) to buy Stop sounding like a salesman   Be a consultant, talk to the client, learn about them, can you even help them?   What is their selection or buying criteria? What matters to them?   Different types of buyers: Technological, financial, influential, end user   Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). –  Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). –   Ask Questions to determine What Type of Buyer you are talking with:     Strategic Buyer - Concerned with the Long Term – CEO Economic Buyer - Concerned with the budget and cost – CFO Technical Buyer - Concerned with the specifics of the product, what are the features? – CTO End User Buyer - Concerned with the benefits and value of the service as they will be the ones actually using it.      For More, see blog here   Each buyer has a different process for why they make a purchase, especially how it affects what they do at the company.   Some may be strategic (L/T), some may be concerned with cost (S/T), some want good products, etc.   How they value the ROI of your service is different Have to understand what type of buyer you are talking with   Salespeople must work on their own self limiting beliefs If you sell on lowest price, it's a race to the bottom   Don't speak when closing, wait and listen   Don't Commit HAYT – dreaded opening phrase of: How are you today?   When you call someone, you are interrupting them You must acknowledge this, and ask permission to speak May I take 30 seconds to tell you how I can help you (or why I called)?   Give your best 30 second commercial of your service, the Elevator Pitch I have taken my 30 seconds, would you like to talk for a few more minutes, or do you need to go? Does this interest you? Do you want set a time to talk later?      NyQuil – sell the symptoms, not the cure (solutions) Talk about the symptoms of the problem your client has, vs the cure for the problem     Must be Emotional & personal to emit a response Pain = emotional involvement with that trouble or pain   Are they concerned enough to deal with their problem? Plenty of people are aware of their problems, but are not going to fix them Conviction – do you believe you need this?     Seg. 4   Objective Management Group – sales data company that does sales assessment, evaluations, and sales candidate screening    You have to understand and know the sales numbers, and what percentage will buy   77% sell on interest alone, this is not Not compelling enough.   Get coach for sales   1/3 of Brad's clients – 1 man shop 1/3 have a team of 3 - 8 people 1/3 of clients are a larger group   Foundations of Sandler Sales Trainings, books, classes Sandler Book – You Can't Learn How to Ride a Bike at a Seminar Takes 1000 hours to be certified in sales   Seminars will get you techniques, to succeed you need long term training To change behavior, you have to change your habits Cannot focus on Outcomes, as you do not control outcomes Focus on your actions, daily habits   BAT Method - behavior, attitude, techniques   Attitude forms beliefs Abundance mindset Do the behaviors – Can't control outcomes / results Have to be able to manage your behaviors   Cookbook recipes for a good sales plan Build an activity plan of how you prospect, and practice   Calls and emails to prospects weekly   Daily huddle with your sales team Sales Manager is there to make people self sufficient Do not be the sales manager who jumps in often to save the salesman Development Mode – teach sales people to fish     BRT Sales / Marketing: HERE   BRT Business: HERE   Investing Topic: https://brt-show.libsyn.com/category/investing More - BRT Best of: https://brt-show.libsyn.com/category/Best+Of      Thanks for Listening. Please Subscribe to the BRT Podcast.      Business Roundtable with Matt Battaglia The show where Entrepreneurs, High Level Executives, Business Owners, and Investors come to share insight and ideas about the future of business. BRT 2.0 looks at the new trends in business, and how classic industries are evolving.  Common Topics Discussed: Business, Entrepreneurship, Investing, Stocks, Cannabis, Tech, Blockchain / Crypto, Real Estate, Legal, Sales, Charity, and more…  BRT Podcast Home Page: https://brt-show.libsyn.com/ ‘Best Of' BRT Podcast: Click Here BRT Podcast on Google: Click Here BRT Podcast on Spotify: Click Here                    More Info: https://www.economicknight.com/podcast-brt-home/ KFNX Info: https://1100kfnx.com/weekend-featured-shows/   Disclaimer: The views and opinions expressed in this program are those of the Hosts, Guests and Speakers, and do not necessarily reflect the views or positions of any entities they represent (or affiliates, members, managers, employees or partners), or any Station, Podcast Platform, Website or Social Media that this show may air on. All information provided is for educational and entertainment purposes. Nothing said on this program should be considered advice or recommendations in: business, legal, real estate, crypto, tax accounting, investment, etc. Always seek the advice of a professional in all business ventures, including but not limited to: investments, tax, loans, legal, accounting, real estate, crypto, contracts, sales, marketing, other business arrangements, etc.  

Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature sales performance expert Dave Kurlan, Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine.He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it well!) are the cures to commission breath and happy ears.He talks about the other sales competencies as well, such as responsibility over your results, and gives tips to sales leaders about becoming better judges of character to become better hiring managers.HIGHLIGHT QUOTESA consultative approach differentiates sellers today - Dave: "The ability to differentiate is front and center and differentiation come from their ability to take a consultative approach and consultative selling, whatever form of it you're using, but let's narrow it down to the ability to effectively listen and ask great questions. That is the lowest-scoring competency out of the 21 that we measure at Objective Management."Sellers that take responsibility can be coached to become even better - Dave: "When they rationalize, there's nothing we can do as coaches and trainers and managers to make them any better because they haven't accepted that they need to be better. But if they use the thumb, they say it was me, it was my fault, I take responsibility, then we can start coaching. That's an invitation to ask 'so what could you have done differently?'" Connect with Dave:LinkedIn | Blog | Email Learn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

Episode 96 is dedicated to all of the sales professionals on a mission to get better. Host Bryan Whittington is joined by Dave Kurlan, Sales Performance Expert, Best-Selling Author, and Award-Winning Blogger. Dave is the Founder of Objective Management Group, the leading developer of sales assessment tools. Bryan and Dave have a value-packed conversation about the attributes of top sales professionals! Connect with Dave: https://www.linkedin.com/in/davekurlan/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

If you're looking for a salesperson that can 10x your business, check out this episode and learn why your candidates should take a predictive index and the best places to find hungry and ambitious salespeople.   KEY TAKEAWAYS The ideal profile for an acquisition/disposition manager Strategies to recruit the best salespeople Why you shouldn't hire salespeople that want a base salary   RESOURCES/LINKS MENTIONED The Predictive Index WizeHire Indeed REI Sales Academy for those who want to convert more of their leads into contracts Objective Management Group   TWEETABLE ‘'Natural-born salespeople are ambitious, eager to learn, and want to understand the business.'' -Alex Pardo   ASCEND Don't Wait To Enjoy Your Life, Tomorrow, Live It Today! How To Grow Your Business, Expand Your Impact, and Experience Your Perfect Life:

As a small business owner, you know that closing a sale is crucial to your growth and success. Businesses that use a structured sales process outperform those that don't. Here, a sales process is defined as a set of repeatable steps that a business takes to take a prospective buyer from the early stage of awareness to a closed sale. According to a research by the Sales Management Association, 90% of all companies that use a formal, guided sales process were ranked as the highest performing. In fact, the three main sales parameters – revenue, performance and forecasting accuracy – tend to go significantly up when a company adopts a standardized sale process. Yet, according to the Objective Management Group, a whopping 68% of all salespeople do not follow a sales process at all! So, how do you create a standardized sales process for your organization that will be adopted across the organization? Listen in as Gabi Garrett, Owner and CEO of Gabi Garrett Media, show you how a sales process can benefit your sales team, including how it can help you improve performance, forecasting accuracy and most importantly - revenue. And, Gabbi will explain how to make your sales process fun, memorable and adopted by the whole organization!

Dave Kurlan, CEO of Objective Management Group, is also the author of Baseline Selling, which Jeremey recommends as one of the must-read books in the sales lexicon. In this episode, learn the 21 core competencies for modern selling, get tips on how to be an elite salesperson, and understand why Jeremey regards Dave as one of the godfathers of modern selling. Visit SalesLoft.com for show notes and insights from this episode.

Tom Bronson speaks with Tom Niesen, CEO of Acuity Systems, Inc., in this episode of the Maximize Business Value Podcast. Niesen’s career has revolved around building sales strategy, so he gives insightful information about the factors that affect sales structure, culture and growth. They also discuss what it takes to be an A player on the sales team, the four roles of a sales leader and the difference between sales process and sales outcomes. Tune in to improve your sales strategy!As CEO of Acuity Systems, Inc., Tom Niesen blends his own experiences with nationally proven training and evaluation tools from The Sandler Sales Institute, Objective Management Group, and Extended DISC, to teach a unique brand of sales training and personal development. Before starting Acuity Systems, Inc. in 1995, Niesen spent 14 years in upper sales management and marketing positions with Polaroid and Fuji Film. There he built sales teams and began to understand the importance of having the right people, processes, and culture.Tom Bronson is the founder and President of Mastery Partners, a company that helps business owners maximize business value, design exit strategy, and transition their business on their terms. Mastery utilizes proven techniques and strategies that dramatically improve business value that was developed during Tom’s career 100 business transactions as either a business buyer or seller. As a business owner himself, he has been in your situation a hundred times, and he knows what it takes to craft the right strategy. Bronson is passionate about helping business owners and has the experience to do it. Want to chat more or think Tom can help you? Reach out at tom@masterypartners.com or check out his book, Maximize Business Value, Begin with The Exit in Mind (2020).Mastery Partners, where our mission is to equip business owners to Maximize Business Value so they can transition their business on their terms. Our mission was born from the lessons we’ve learned from over 100 business transactions, which fuels our desire to share our experiences and wisdom so you can succeed.

The cost of prospects delaying their purchases is taking a toll on B2B sellers. Getting buyers to make a commitment now versus later is one of the top challenges sellers face in 2021. According to a recent Objective Management Group study, only 12% of sellers are proficient at making the case for urgency. Why is that? Because it is not easy and requires an expertise to make this happen consistently. It requires navigation techniques, a closing mindset and organization skills that we will cover in this episode, the first of 2021! --- Support this podcast: https://anchor.fm/dan-sixsmith/support

With 2020 ticking down, it is time to look forward to 2021 and year most people have been wishing for since March. Well, with that said, our sales game needs to shift into high gear to make 2021 your best ever. Dan covers 5 areas of focus: 1) Pre Call Research - we often talk about the power of doing the homework prior to a call. But are we doing the right research and enough of it? What major initiative is the company undertaking? Cloud? Digital Transformation? AI? How are they going to grow next year? What has COVID done to their business and what do they need to do to succeed in 2021? Has their customer base changed? Should it? How do their customers make money and how have they been impacted? What new methods of distribution can be leveraged? In short, the research needs to be conducted with these types of questions in mind. The financial reports, the recent interviews with the company CEO, the industry publications are all key. 2) Having a Point Of View- while we are all on new ground in the Zoom Economy, we need to formulate a POV on the state of affairs in our industry. What do you see happening in the short and long term? What are the trends and how are successful companies tackling these key issues? What do you recommend based on what you have seen? There has never been a better time to bring ideas and insights to the table. The status quo is weaker than it has been in a long time. And while your prospects like to hold onto comfort, they know now that change is the key to not only success but basic survival. 3) Selling Change - By posing the questions around the prospect's current state and leading them to discuss the consequences are staying the course, we open the door to change. We need to be able to then connect our offering to that large initiative(but only 33% of reps can effectively make this leap according to Objective Management Group). How does what we bring to the table help our prospect lead that paradigm shift? Not just how it works, but what it will do for the company strategically. The impact it will have long term. Why vs How. 4) Selling Urgency- There is no time to waste in the Zoom economy. Not only do we need to sell change, but we need to sell urgency, action, execution. The reps that can demonstrate conviction, and highlight the cost of standing still and the benefits of swift action are succeeding, but according to OMG, only 12% can do this effectively. Thinking Big means turning on these skills. 5)Finding the Money -How do you tap into the largest buckets of dollars that your prospect has set aside for immediate action vs. the nice to have, "we'll come back to you" solutions? There are only a handful of these initiatives at your prospect's organization. Tap into them, discuss your ideas to help. What initiatives are being funded aggressively and how does your solution fit? Companies are spending billions on change, on reinvention, on new business models, on paradigm shifts. Be there. --- Support this podcast: https://anchor.fm/dan-sixsmith/support

In this episode of Contractor Radio, we will be talking with Sales Performance Expert, Dave Kurlan, the founder of Objective Management Group. Dave has not only created the most accurate sales skill and talent assessment ever but he is a master in the art of sales. Dave was inducted into the Sales and Marketing Hall of Fame in 2012!A Top-Rated Keynote Speaker at conferences like Inc. Magazine's Conference for Growing the Company, Sales & Marketing Management Magazine Conference, Fortune Sales & Marketing Summit, Inbound, and hundreds of industry conferences and events.Author of the best selling book, "Baseline Selling" and dozens of other accolades as an author, blogger, and just about everything on sales performance.2:04 Introduction10:45 Introverted Salespeople vs Extroverted Salespeople17:05 Will to Sell, Desire, and Motivation24:54 Sales DNA and Selling Competencies32:23 Door-to-Door Selling, Relationship Building, and Qualifying40:20 Objection Defeating Questions and The "I Need to Think About It" Objection43:15 Assessment Accuracy 46:25 Get in touch with Dave: http://www.omghub.com/salesdevelopmentblog47:30 What is Your Greatest Achievement?50:36 How Do You Want to Be Remembered?

Now more than ever, we need to engage Buyers with value, with a buying experience and process that shows them WHY NOW, why you are a MUST HAVE as opposed to a 'nice to have.' According to Objective Management Group, only 33% of reps can connect the benefits of their solution to the prospects stated challenges and priorities. What? And more troubling is that 12%, that's right 12% are skilled in convincing the Buyer to take action NOW. With budgets on lockdown, and projects being trimmed and cut, you need to approach selling completely differently if you want to have a shot. Tune in for the Sales Is King Playbook for Success. Tough times call for another gear and a smarter way. Peace! --- Support this podcast: https://anchor.fm/dan-sixsmith/support

Dave Kurlan is the founder and CEO of Objective Management Group, the leading developer of sales assessment tools. He is also the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm. Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”. In this episode, Dave explains how salespeople can prospect effectively to generate sales momentum. Here are some of the topics covered in this episode: Dave’s secret tip to break the ice with prospects during cold-calls Top tips to make prospect qualification meetings more enjoyable and natural The best ways to establish emotional connections during cold-calls How to shift prospects from thinking of your solution as a “nice to have” to a “must-have”   About the Guest:  Dave Kurlan is a best selling author, top-rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015.  He was inducted into the Sales & Marketing Hall of Fame in 2012. Dave’s company, Objective Management Group, was named the Top Sales Assessment Tool for 2011 - 2015. He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching, and consulting. Dave has been a top-rated speaker at Inc. Magazine's Conference on Growing the Company, the Fortune Sales & Marketing Summit, the Sales & Marketing Management Magazine's Sales Management Conference, Sales 2.0 Conference, Inbound 2014, and hundreds of other events.   LinkedIn - https://www.linkedin.com/in/davekurlan/ Dave’s Award-Winning Blog - http://www.omghub.com/salesdevelopmentblog Email - dkurlan@objectivemanagement.com   Listen to more episodes of the Outside Sales Talk here and watch the video here!

Gretchen Gordon mentioned access to a database through Objective Management Group, the leading sales evaluation firm in the world, an assessment and evaluation company. Gretchen periodically mines the data, from 600,000 sellers, to learn what's going on in the world of sales, to help their clients be more effective. In today's world. said Gretchen, everything is a relationship sale, but it's just a ticket to get in the door as everybody must be able to build relationships. Her research found in terms of the percentage of the elements that make you able to easily build strong relationships with customers; there is only a 1% difference in terms of the attributes and the proficiency of the competency. What really differentiates the very best from the rest of the pack, is a lot of other things like, being more consultative, being the expert, qualifying, being able to reach decision-makers, being willing to push back or ask different questions; these things are far more important than just the ability to build relationships in sales. Frankly, said Gretchen, leaders, business leaders, sales leaders tend to see the same symptoms. Salespeople don't have a sense of urgency to close, they're not prospecting enough, they're not qualifying, stuff is lingering in the pipeline or they have this big bloated pipeline. What this analysis does, says Gretchen, it tells us very precisely, what the entire team needs, the elements that everybody would benefit from and their influence on what's happening. They can break it down by individual and identify what is going to accelerate sales most quickly. They can customise very specifically, individuals on a team and what the entire team needs so that they can grow sales as quickly as possible and then measure the results thereafter. Gretchen states the cool thing is there's virtually no difference in attributes or selling competencies between male or female individuals or different skin tones. When you look at the top 10% of salespeople from a data point of view, you don't know who the men are and who are the women. People tend to be comfortable when they hire people that are like themselves, right? So, they might look like you, and talk like you, but what matters is do you have the right components. This can remove some of the subconscious or unconscious bias towards hiring salespeople. We know there are far more men in sales management, and what this does is levels the playing field and says, let's evaluate based on an objective basis. What matters the most is the value proposition and understanding what value means for the client. Gretchen said, if you really do drill into the value proposition, they all know the difference between features and benefits, but frequently the benefits are the seller’s benefits. Different buyers’ needs are different and what they value is different. Focusing in on the value proposition that matters to each individual customer, each individual buyer is critically important. Buyers are more diverse than ten years ago or even two years ago. Sales decisions are impacted by multiple people and now there's a team of people. Sellers must understand what each member of the stakeholder team cares about because they're going to be different things to each stakeholder. You must do this work to be an effective salesperson. You've got to be able to understand what matters to everybody in that stakeholder team. Really focus in on the value proposition of each of the individual stakeholder and reduce the roadblock. The number one indicator of a seller's future success in sales is their willingness to change, adapt and grow. We call it commitment, meaning a commitment to doing whatever is necessary to become the best salesperson you can be. If someone is lacking this, then their potential for success is decreased. The data supports you must be agile, which means you must adapt to a changing marketplace. Gretchen was super surprised to learn from the data that most salespeople do not have personal goals and plan to achieve them. It was like night and day difference, those that did set goals achieved them. So, it inspired Gretchen to create sales action planning. It makes it so much easier for the managers instead of saying you need to make more phone calls, you need to have more meetings, you need to do more stuff. They can say, okay, how's the remodel of the kitchen coming? Is far more motivating than the manager just telling you to do more? A free copy can be obtained here https://braveheartsales.com/sales-playbook GGordon@BraveHeartsales.com linkedin.com/in/gretchengordonbraveheart @BraveheartSales

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.  

Top producers have the choice of any job, anywhere at any time.  That's quite the difference from those who are the bottom 20% of sales professionals or entrepreneurs.  The bottom dwellers are constantly changing companies or changing their product offerings.  In 2016 Objective Management Group did a study of 1,100,000 sales professionals from 11,000 different companies and they published the data across 21 criteria.  Today, Rick and Nancy discuss the top 5 differences from those at the top, versus those at the bottom.  

The top sellers in the game today do NOT care if people like them. They do not need anyone's approval. But isn't sales about getting the buyer to like us? NO IT ISN'T and the research backs this up. The need to be liked is the #1 weakness of the underperforming sales rep. Read it again. And think about it. According to the Objective Management Group which surveys and assesses sales teams and sales leaders: Sales reps that need to be liked: -Are 148% less effective -Are 147% less likely to reach a decision maker -Their probability of closing is 151% smaller -Are less comfortable talking about money and less confident in their price(this one is according to me :) ) -Have more stalled deals in their pipeline(me, again) -Usually get emotional when things get testy -Btw 58% of all sellers need to be liked Elite Sellers do not need anyone's approval and therefore are 329% more effective at creating URGENCY Dan goes through the research and along the way delivers a high impact approach to overcome the need to be liked and to improve your sales game. Buy a ticket, now

Like-ability, which used to be at the top of the list of sales rep requirements in the pre digital era is now turning into one of the biggest weaknesses for sales reps today. A new study by the Objective Management Group confirms this. Those reps that find themselves needing to be liked by the prospect or customer and that work in a producer role in a consultative, longer selling cycle role are outperformed by a wide margin by their counterparts who do not care about being liked. Tune in as Dan takes us through each of the categories and the score comparisons, the consequences for reps, and what we reps need to do to avoid this common downfall and turn things around. --- Support this podcast: https://anchor.fm/dan-sixsmith/support

Dan starts off this brand new studio episode with a RANT about Narcissistic salespeople and why this trait is a surefire way to sink to the bottom of your peer group. From there, Dan covers a new study by the Objective Management Group(link here: http://www.omghub.com/salesdevelopmentblog/elite-salespeople-are-200-better-sales-competencies) which details those activities that Sales All Stars are best at when compared to average or poor sellers. Hint: it all has to do with how you speak about MONEY

The Comeback Kid In 2013, Eric Siu bought a failing SEO agency for two dollars. Today, he’s built it into a digital marketing powerhouse that serves giants of the tech industry. These days, Eric Siu rubs elbows with the internet marketing elite, hosting a popular podcast with online guru Neil Patel, and leading the successful agency Single Grain, which boasts clients like Uber, Amazon, and Salesforce. But go back about six years, and Eric Siu was just a 25-year-old new hire entrusted with the monumental task of saving a tanking company. “A month into it, the CEO pulls me aside,” Siu recalls, “and he's like, ‘Eric, you know, 48 people, their families, they're riding on your shoulders right now, and if you can't hit numbers in the next month, we're gonna have to let you go.’” Siu had taken a job leading the marketing for education startup Treehouse. He loved the product and the team, but he had no idea the revenues were stagnant. It hadn’t hit its numbers goals in the last two years, and when Siu came onboard, the company had only five or six months of cash left in the bank. “I was like, ‘Oh, man. We're gonna go down, and it's me that's kind of responsible for revenue growth because it's a subscription-based product.’” After seeing some traction on Treehouse’s YouTube account, Siu took a gamble and put all the company’s budget into YouTube advertising. This was 2012, and Facebook ads hadn’t quite taken off. And for Treehouse, which teaches video courses on coding and web design, YouTube was a natural fit. Siu began bidding on promising keywords, and the team created an inspirational video ad inspired by Apple’s slick aesthetic. “We just started cranking out a bunch of sign-ups that way,” Siu says. “The price point wasn't that bad, and so things started to really blow up there.” From there, Siu fired their PR agency and started working with one that was paid for performance. By the time he left Treehouse, Siu says he’d helped take the company from about 500 new subscribers a month to between 3,500 and 4,000. Now, Treehouse sees $15 million in annual revenue, according to a March 2018 Mixergy interview with CEO Ryan Carson. “So they're fantastic now,” Siu says. “They're just building on top of everything that they're doing.” That may sound like an exceptional comeback, but it was only the beginning for Siu. From there he embarked on a career of getting into tight spots, taking risks, sometimes failing, and then making comebacks, all culminating in the success of his digital marketing agency. Lose Money Now, Make Much More Later It’s important to note that, while Treehouse was bringing in more customers, it wasn’t profitable in the short term. That gets to an important concept that Siu believes isn’t talked about enough, but has been an important one in his work to breathe new life into companies—the payback period. They payback period is the length of time required to recover the cost on an investment. According to Siu, mastering the payback period can mean the difference between a quick, small ROI, and building a company with a huge payday. For SaaS businesses, payback period tends to be long, with some companies not breaking even on an investment until 18 months out. But if they look at the long term, they know they can make back way more than that initial investment if they’re patient, understand the lifetime value (LTV) of a customer, and know their numbers well. In episode 551 of their Marketing School podcast, Siu and Patel talk about the difference between seven-figure versus nine-figure businesses. Seven-figure businesses want a return on investment right away. Nine-figure businesses, however, are willing to lose money at first because they know the lifetime value of their customers. Siu points to ClickFunnels as a great example of how understanding payback period can pay off in the long run. The marketing funnels software company is completely bootstrapped and reached $60 million in annual recurring revenue in 2017. “The reason they're able to do that is because they have their numbers locked down,” he explains. “They are willing to perhaps even break even or lose money on the front end, right? So let's say when they first acquire an email or even a free trial in the beginning, they're going to lose money, but they know that their funnel in the backend is so locked down that they can upsell people on, you know, their mastermind or other bundles, things like that.” Siu gives a hypothetical example too: Let’s say it costs you $1,200 to acquire a customer who pays $100 a month. The payback period, then, is 12 months. But if you can find a way to increase that price to $300 a month, you’re looking at a payback period that takes one-third the time. With the extra cash from the monthly recurring revenue of that customer, you can reinvest in your company to grow it faster. That’s why Siu emphasizes the importance of getting your pricing right. In fact, he says if he could go back to his Treehouse days, he would increase prices. The Single Grain Salvage Before he even hit the one-year mark with Treehouse, Siu set his sights on the next rescue mission: a failing SEO agency where Neil Patel was a partner. Armed with the marketing chops he honed at Treehouse, Siu was up for the challenge. “But going to a company that I thought had a lot of problems,” he says, “that I thought was a house of cards, that I thought was going to be in big trouble—that was a different challenge.” And even though he wasn’t thrilled to return to the agency world, the gamer in Siu saw it as a fun opportunity. “I thought the challenge of saving a stagnant company was really interesting because...I just see every challenge as, like, the game, right? It's just fun to play.” At the time, Single Grain was an SEO agency with four partners. When Siu came onboard, he says the company was doing about $1.1 million a year, relying completely on SEO services, mainly link building for clients. But then the Google Penguin update happened, decimating Single Grain’s efforts. “The work that the company was doing was no longer having an effect,” Siu says, “so customers just started churning left and right, and that's when we had to basically make a change. And that's when I popped in.” But Siu had his work cut out for him. This time around, it wasn’t just marketing. He was in charge of operations too, and the company needed to get some processes in place. “Basically, when I came in, everything was on fire.” Siu had to lay some people off because their roles were no longer relevant after the Google update. He then turned the company’s efforts to content marketing as the next logical step. Upon a recommendation, he hired a head of content marketing, which ended up being a mistake. “This person was actually really toxic and caused four of our clients to leave,” he says. After that, two employees quit and morale was low. Even though things had gone from bad to worse, Siu hung on. The $2 Buyout So let’s take stock of just where Siu was at in 2013: He was hired to resuscitate a dying company, he had to lay off employees, he hired the wrong person for a key role, his employees’ morale was low, and oh yeah, he had to take out a personal loan just to make payroll. “I didn't know what the hell I was doing,” Siu says. “And I think a lot of times when it comes to business, or just when you're starting out, honestly, I think it's okay to say you don't know what you're doing.” And then, leadership started to cave. One of the partners admitted to Siu that he wanted out, and the other three agreed that the company was worth nothing. While this easily could’ve been the end of Single Grain, Siu had an idea. “I said, ‘Hey, guys, I will buy the company, I’ll take on the load, I'll put it on my shoulders, I'll see what I can do with it.’” He offered one dollar to Neil Patel and one dollar to another partner, for 10 percent of their shares in the company. The other two partners, he offered to pay with profits from the company. “So it's a buyout, but the contingency is if the company fails, I will owe nothing. So we signed that agreement, got it done, and it was off to the races,” Siu says. He had his work cut out for him, as the company was in the negative when Siu took over; plus, its source of leads, Neil Patel, was now gone. Meanwhile, as everything seemed to be falling apart, Siu continued to try to grow a podcast, Growth Everywhere, spending six hours a week recording and producing the episodes. One year into it, he was getting only nine downloads a day. But again, he powered through. “Here's the thing,” he says, “you just keep going, right?” Now Growth Everywhere gets up to 80,000 downloads a month. Plus, it turned out to be a great lead generator for Single Grain. Slowly but surely, Single Grain began gaining leads through organic search. Siu decided to refer those leads out and worked out referral deals with agencies, getting 25 to 30 percent of the lifetime of each customer. Siu says the referral income generated about $250,000 to $300,000 a year, but he wasn’t satisfied. “The kind of competitive spirit in me is like, ‘Okay, I wonder if we can build this thing up to be a paid advertising agency.’" So Single Grain started experimenting with taking on its own clients and noticed retention went up, and clients were happier. Traffic was coming in from the podcast, organic search, and speaking events. Today, the company has 34 people working at an office in downtown L.A. The Single Grain website has gone from 4,000 visitors a month to about 80,000, and Siu believes it will reach half a million fairly quickly. Content Marketing Is King Take a look at Single Grain’s website, and you’ll see big client names such as Intuit, Amazon, and Salesforce. So what’s Siu’s secret for snagging premium clients? “Every single client that we have, whether it's a Uber or Lyft or TrustPilot, or whatever it is exactly, all came from content marketing.” In fact, up until recently, Single Grain didn’t even have an outbound team. In the past, Siu says people from his management team have challenged him on the amount spent on content marketing, asking to see the ROI. So he did a breakdown of each client to see where they came from: podcasts, organic search, relationships Siu built up with people, and speaking opportunities. “It was all basically content marketing.” When clients come through inbound or content marketing, Siu says, the sales cycle is much shorter than with outbound. Instead of waiting months for a deal to close, the time is cut down to weeks. In addition, the lifetime value of that client is longer, because after reading your blog posts, listening to your podcasts, and watching your videos, they feel like they know you. That leads to a longer-lasting relationship. Another note Siu adds about client acquisition is that it pays off to specialize. At first, Single Grain focused on paid advertising for SaaS and education companies. They were able to boost their prices based on their specialty and proven framework. “If anybody's trying to sell anything,” he explains, “when people ask you how you're different, the more you can niche down, at least in the very beginning, the more you can charge premium prices and the more you can focus in and maybe grow faster.” Smooth Operator Most of the employees at Treehouse were remote, so when Siu took over Single Grain, shutting down the San Francisco office and transitioning to a remote company seemed like a no-brainer. But as Siu puts it, it’s one of the “massive mistakes” he made. Without having built up a rapport with his team and without understanding the relationships they had with each other, Siu says he shouldn’t have made an executive decision of that size, especially without asking for team input. “That totally devastated the culture, in my mind,” he says. “And I think when it comes to a services-based business, like this, where it requires a lot of creativity and collaboration, it's tough to have a completely remote atmosphere.” So Siu shifted to a hybrid method: He and the team work in the office three days a week and remotely two days a week. “I just know that when we're in the office…we can just get so much done that way.” To maximize productivity, Siu uses these two tools: 15Five is a performance-tracking software that allows continuous feedback among your teammates. Grounded in positive psychology, it lets you see how people are feeling on a scale of one to five. It also allows employees to set priorities, report what they did for the week, and give each other high fives. “We can see how engaged people are. And that's one of the main core drivers, because 15Five allows us to see, even if you're filling out a five every single week...we can see in your answers, we can read between the lines to see how you're really feeling.” Hubstaff is a time-tracking software that takes screenshots of each employee’s computer at random. “So here's the thing,” Siu says, “I don't like time tracking. But as an agency, service-based business, you kind of have to track your time to see how profitable you are per account.” And though he sees Hubstaff’s features as a bit “big brothery,” Siu says, “I personally don't like that kind of stuff, but I think it's really important, especially if we have contractors, from time to time.” In addition to those tools, Single Grain has one-on-ones, as well as traction meetings with each team. “That's helped make us into a well-oiled machine,” Siu says, “and everyone's much happier now.” Eric Siu’s Tips for Hiring Great Talent When it comes to tapping into new talent for the team, Siu’s got a process worked out for that too. Establish core values. Even though people think it’s cliche, establishing what your company’s core values are before you begin hiring is essential. Assign homework. For new hires, it’s important to assign a tryout exercise. “It shows at the end of the day how serious they are about doing it.” Single Grain uses an applicant tracking system called Workable, where people can comment on it. Conduct one-way video interviews for more junior roles. Siu uses Spark Hire to conduct one-way recorded video interviews. “Because the thing is, with a lot of junior roles, you're going to get a lot of noise. Through a video interview, it's more asynchronous, so I can look at it whenever I want, or my team can. Or if it's a salesperson, we'll run them through a test called Objective Management Group, which has been fantastic.” Own the hiring decision. Siu always makes sure to be at the tail end of the interview process. “So whether it's an intern or anybody else, even if it's a remote person, I get to talk to the person,” he says. “I get to make the final call. Because then I can kind of own the decision at the end and say, ‘Hey, it's ultimately my fault if something goes wrong.’” Check those references! Yes, Single Grain does check references, and Siu judges the quality of the candidate based on this question: Are the first three references really excited about this person? Siu says he’s even been in a situation where he was about to make an offer but pulled it last minute because of the result of the reference checks. “We dig a little deeper, and we find out: can’t do it.” Leveling Up: What’s Next for Single Grain Never one to slow down, Siu’s already working on his next big projects. Right now, Single Grain is working on a SaaS product called ClickFlow, which helps companies get more organic traffic by boosting organic click-through rates. On top of that, he’s writing a book, entitled Leveling Up as a nod to his competitive gaming days. “I just see this entire thing as a game,” he says. “Just plugging things together, making systems work, making it all happen.” Once the book is ready, he hopes he can use it to educate people on marketing and maybe even recruit talent to his agency or others. Siu also plans to do more live events and add an education component to his company. “I think it all kind of plugs in together,” he says. “And I think the ultimate goal is just to give back and invest in education, because that's what I love.” Key Takeaways: What payback periods are and why understanding them is integral to scaling any business How Siu bought a failing company for $2 and turned it into a powerhouse digital marketing agency Siu’s most powerful strategy for snagging premium clients (it’s not a sales team) The top tools remote companies can use to maximize productivity Siu’s best tips for hiring great talent

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.

Dave Kurlan, founder of Objective Management Group talks about the challenges salespeople face selling today and how to select the ones that can execute against those challenges.

In this session of The Smart Agency Master Class, I chat with Peter Caputa, VP of Sales for Hubspot, the king of inbound marketing. We chat about how you should stop relying solely on referrals, and how you can use strategic partners get your business to the next level.   Strategic partners are awesome. You can get a lot out of having a strategic partner. Here are just a few benefits: Steady stream of referrals Marketing opportunities They can help you grow from small agency to large agency There will be many chances to learn from partners How you can you become one of the top strategic partners for a company like Hubspot? Unlike some, a strategic partnership with Hubspot cannot be bought. Peter says being a Hubspot strategic partner is earned, not purchased. In order to become one of Hubspot's top strategic partners, you need to: Have the ability to make your clients successful on Hubspot. Be able to sell and acquire new clients. Communicate your goals and successes with the strategic partner. Do something unique with your new client using the strategic partner. What your agency is probably doing wrong. According to Peter, agencies are failing to create the right relationship with their clients. Going in and selling tactics is the wrong approach. You need to be selling long-term value because you want a lasting relationship with the client that focuses on success. It's not just about what you're doing. You need to be showing the value of it. And remember - know your audience! A lot of agencies are afraid of committing to a niche for fear of losing out on an opportunity. It's time to raise your prices. Stop worrying about what other agencies are charging. You're worth more! Take time to figure out how much value you're providing the client. If you're helping them earn a million dollars, then you should rethink your $4k per month retainer. You need to find out the prospect's goal and explain to them the value that you can deliver. Their answers will help you determine what to charge. Also, make sure you don't lose the prospect in all the bells and whistles. Sure, you love the software, but the client just loves the outcomes. Keep the business conversation upfront, and explain the methodology in a way they can understand. I asked Peter what the biggest retainer per month was for inbound marketing services...and it's $25,000! Per month! The art and science behind hiring salespeople. The first sales hire is key. Peter is a fan of the Objective Management Group, which is an assessment tool that includes an assessment for salespeople. Peter also warns that you need to be ruthless in finding the right fit, not just hiring someone because you like them. Once you've hired someone, don't just tell them to “go sell.” That's setting everyone up for failure. You need to be sure you've put objectives in place to hold the salesperson accountable (how much, by when, etc). You also need to be sure you are motivating and empowering them. Salespeople need praise as much as they need to want to make money. Give them lots of incentives and high-fives. AGENCY MASTERMIND for agency owners that want to GROW PROFITS It can be very isolating running your own agency. Wouldn't you like to join a community of other agency owners that will hold you accountable for growing beyond yourself, all while supporting your journey to get there? That is exactly what the AGENCY Mastermind is all about.  Learn more... Become an Agency Mastermind Creating leverage to bring in strategic partners for your agency can bring your digital agency to a whole new level but this can cause issues if you don't work on the other challenges you have within your business. Don't worry, I can help you get through all of it. I can give you advice on recognizing new client opportunities to different ways of building authority to improve your agency. If you are having issues with growing your agency, I've the different phases of growth within your agency and how performance-based pricing can be the best pricing strategy for your business as well as the three questions you need to ask yourself to sell more! Learn all about my career and different experiences as well as lots of tips, tricks, and insights by checking out my blogs that cover a wide variety of topics. Check out more from my Ask Swenk series and more of my videos on my YouTube channel. There you will find advice from me and other agency experts.

Finding a good salesperson is always a challenge. Finding one that can sell in this economy only makes the task more daunting. Knowing what separates the top 5% of salespeople from the bottom 5% will give you a better understanding of how to identify and select those top performers. Listen to this podcast to hear Dave Kurlan discuss what you need to know in selecting a top salesperson in 2010. Kurlan is the Founder and CEO of Objective Management Group, Inc. the industry leader and pioneer of sales evaluations and sales force assessments. Kurlan’s insights come from data analyzing thousands of sales assessments his company runs each year. If you are hiring a salesperson this year this is the one show you don’t want to miss.