4 Powerful Steps you need to take now: Does the pandemic have you stressed about the impact it will have on your business? If so you're not alone. Many othe...

There has been so much discussion around the importance of mindset that I wanted to share 4 helpful tips you can apply right away. Specifically, how to ident...

I attended a LinkedIn training workshop this week and thought I knew a lot about using LinkedIn. Luckily, I am old enough to know that there is a lot that I...

Well if you believe the old adage " a chain is only as strong as it's weakest link" then yes, finding your "weakness" is the right approach to becoming the b...

Note: This article was written by David Kurlan, CEO and Founder of Objective Management Group. Do you partake of dessert prior to eating your appetizer? Do y...

Has your company lost tens or even hundreds of thousands of dollars due to hiring mistakes? Do you currently struggle on-boarding new hires and are not sure w...

I equate the sales process to assembling a very complex puzzle. A puzzle that can only be completed by assembling "pieces" of information that we capture fro...

It is a rhetorical question... After all, Joe Burrow did just go from "riding the pine" at Ohio State to Heisman trophy winner and National Champion. I could...

In addition to strategic sales planning, we provide sales recruiting strategies to help our clients optimize growth. I thoroughly enjoy recruiting candidate...

Well I can certainly think of better places to train, but that's exactly what Dabo Swinney and the Clemson football team did in the days leading up to their ...

1. Their win rates are low and they missed quota. 2. They consistently sell at lower margins. 3. They pursue opportunities outside your ideal target market. ...

Have you ever been concerned about the quality or quantity of "coaching" that takes place between your front line sales managers and their remote sales force...

Achieving a high performance sales team consists of creating structure & clarity that includes strategic planning, measures critical sales activities, and pr...

If you're focused on strategic "moves" to take your business to a higher level of efficiency & success, you should be reading this. Your current strategic th...

In spite of the best efforts to get sales teams producing desirable pipeline metrics, many companies struggle with this key fundamental of sales "blocking & ...

Not having the right set of skills and knowledge will hamstring any team—no matter how good their mindset is. Training up sales reps to ensure they have the ...

If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients ...

“If you change the way you look at things, the things you look at change” – Wayne Dyer When something good happens to you, how often do you consider the impo...

Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 percent of salespeople have less t...

Gut feel is not a recruitment strategy. Yet, many organizations still rely on it to recruit their salespeople. It’s a hit and (mostly) miss strategy, and it ...