Qualifying isn’t just about asking the right questions—it’s about identifying the right fit. Our research shows that top-performing salespeople don’t waste time chasing the wrong opportunities. They excel at uncovering true buying intent, aligning with decision-makers, and spotting disqualifiers early. In fact, strong qualifying skills are...
Sales success starts with understanding—not selling. While many salespeople focus on pitching features or moving quickly to a proposal, those who consistently succeed are the ones who know how to uncover a prospect’s real reasons to buy. This is the heart of consultative selling: the ability...
Why the strength of any model lies in its ability to separate success from struggle. At OMG, we believe in empowering sales organizations through clarity. And clarity starts with knowing who will thrive—and who may need support. In sales, not all assessments are created equal. The true...
Ben Tagoe shares best practices from the 2,000 companies that Objective Management Group works with each year to ensure each sales hire you make is the right one. You'll discover: The True Cost of a Bad Sales Hire How to Determine If Your Sales Candidates...
Guest post from Andy Miller , founder of Big Swift Kick Sales Training and Consulting, an award-winning Objective Management Group Partner A question we hear regularly from CEOs is “How long will my sales transformation take?” My standard answer is “18 months”… Why? Let’s pretend you buy...
