Value Proposition

  • New Data Reveals a Magical New Score for Sales Effectiveness

    • October 31, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver?  The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit.  Motorists.org has data, illustrated below, proving that the 85th percentile speed is the ideal speed for safe travel.

    Thanks to a new finding soon to be included in Objective Management Group’s (OMG) evaluations and assessments, the sales equivalent of this data shows a correlation between spoken words per minute and sales effectiveness, identifying the safest speed or pace to deliver sales messaging.

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  • Elements of an Effective Elevator Pitch

    • September 24, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Why is your favorite sports team better than my favorite team?

    Why do you like your political party instead of mine?

    Why are you so loyal to the make of car you drive instead of the make of car that I drive?

    I bet you can make a passionate pitch for all three, and probably have them come out better than an elevator pitch or your unique value proposition.

    At Objective Management Group (OMG), we ask salespeople to record their elevator pitches and value propositions as part of our sales force evaluation.  Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson’s messages.

    Elevator pitches and UVP’s are usually so poorly constructed that it makes me wonder if anyone in sales leadership puts any time at all into formalizing these messages.

    That said, I thought it might be helpful to discuss the elements of a good elevator pitch and/or value proposition.

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  • Selling Value – Everything You Always Wanted to Know

    • December 4, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So if not those topics, then what should we all be writing about – all the time – that would be a real difference maker for salespeople?

    I believe that it’s the importance of and ability to sell value.  Why, you ask? 

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