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Top 5 Steps to Building a World-Class Sales Force Webinar

Selling has changed dramatically since 2008!

In this fast-paced presentation, Dave Kurlan, one of the top 50 Sales Influencers in the World, and the author of the Top Sales & Marketing Blog for 4 Consecutive Years, will share what World-Class Sales Teams Do Differently. He will then provide 5 simple steps for turning your sales force into the best sales force in your industry. Join Dave for this 45-minute, must-attend, live online presentation.

This LIVE webinar will be held on Tuesday, July 14, 2015, 11:00am-12:00pm USA Eastern Daylight Time (GMT-4).

Join us and  REGISTER NOW !



“The Magic of the OMG Sales Candidate Assessment”

Have you ever hired a salesperson that didn’t work out, even though you were sure they would? Or do you need stronger salespeople to combat how difficult selling has become in 2015? If you answered yes, then this webinar will provide you with the information to help you identify and select those very salespeople.

Register today for “The Magic of the OMG Sales Candidate Assessment,” hosted by Dave Kurlan, Founder and CEO of Objective Management Group. Dave will lead you through a compelling 45-minute session on how the magic in OMG’s Sales Candidate Assessment will put sales hiring problems in the rear view mirror.

This LIVE webinar will be held on Thursday, February 26, 2015, 11:00am-12:00pm USA Eastern Standard Time (GMT-5).

To register click here.


Webinar – “The 5 Hidden Factors That Determine the Fate of Every Sales Force”


“The 5 Hidden Factors That Determine the Fate of Every Sales Force”

In this fast paced informative presentation, Dave Kurlan, CEO of Objective Management, will explain how each of these 5 factors plays an important part in determining whether or not your salespeople will perform to potential–and whether or not you can do anything about it.

Register today for “The 5 Hidden Factors That Determine the Fate of Every Sales Force,” hosted by Dave Kurlan, Founder and CEO of Objective Management Group.

This LIVE webinar will be held on Wednesday, December 10, 2014, 11:00am-12:00pm USA Eastern Standard Time (GMT-5).


As a result of watching this webinar, company presidents, CEO”s and business owners will gain insights into their sales force that they can act on and implement immediately!



Hello World!

After a little time off, my blog is back–it’s now part of Exsell Inc.’s newly redesigned website.

We’re proud of the new site and the updated ‘look’ and hope you like it as well! Check out the Free Resources page and take advantage of the offers you’ll find there.

Be sure to come back often to this blog to read my timely, insightful posts on best practices regarding sales process, sales management, sales hiring and sales coaching.

And if you would be so kind, please like us on Facebook! (I think that’s the first time I’ve ever used those words in a blog post–you can teach an older sales dog new tricks I guess!)


Leadership or Communication Challenges?

Utech Consulting's "Leadership Boot Camp" and "Effective Communication Seminars" can help.

I have personally attended these programs and I think you will receive a message of value as well as learn a methodology and strategies for growing your business or organization and improving communication with customers and business associates.

I have done several joint consulting projects with the Utech team and I continue to be impressed with 1) their understanding of how organizations and people work…or not work and 2) their practical solutions to everyday business challenges.

Check out Utech's "Leadership Boot Camp" and "Effective Communication Seminars" at this link.



Ten Selling Rules Your Sales Organization Should Know

There are many rules your sales organization should know and be putting into practice in growing sales. Here are ten rules that are an excellent start in systematizing your sales process:

1.   Before you start a sales call always have an upfront agreement.

2.   When leaving a sales call always know "What happens next?

3.   You will get the outcome you think you will on a sales call.

4.   Make prospects qualify for your time.

5.   Find a problem (pain) you can solve before presenting a solution.

6.   Closing a sale is a point in time–not a step in a process.

7.   Listen for the beliefs behind the prospect's words and respond to those beliefs.

8.   When talking with prospects, if you feel it, say it…softly.

9.   Never talk about money before you have found the prospect's pain.

10. Stop hearing objections and start hearing statements from your prospect.





My name is Jim Nelson, principal of Exsell Inc., a sales development firm specializing in helping CEO's, company presidents, business owners and entrepreneurs grow revenue profitably. I spend the majority of my time coaching sales leaders and their organizations to get more of their desired results in the sales process.

Please check back to read my sales tips, observations and general thoughts regarding the challenges companies and their sales teams are facing everyday in their marketplace.

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