Your Sales Management Guru

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

What really separates the best salespeople from the rest of the pack? Our research indicates that, from the buyer’s point of view, the best salespeople: 1. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. Most sales training courses emphasize the importance of addressing the customer’s needs. Listen. Tell the truth. See No. 4.

Hiring High Performance Sales Teams #1 of 2

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You must invest that necessary time and effort to increase the odds of hiring the best. Determine when you are most alert and “on top of your game” and interview only during your best time of the day. Critical Points to Remember Here is how to be sure you hire the best and leave the rest: Design a consistent, systematic interview process. Listen, instead of talk.

Why Product Managers & Salespeople Should be Friends

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dinner meeting on you outside of selling time may work best. Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. Herein lies the opportunity. What’s next? Formalize. 

Should Salespeople Prospect Anymore?

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Let’s build up a comprehensive list so that everyone can finish the year strong and be positions to make 2015 your best year ever. Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

Content Methodology: A Best Practices Report

Methodology: A Best. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. MICHAEL MARGOLIS 4Content Methodology: A Best Practices Report Create the most effective. Definition optimizeconnectcreate 5Content Methodology: A Best Practices Report II. 6Content Methodology: A Best Practices Report II. Content. Definition II.

4 Measures to Find Out if Your Prospecting is Effective

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If not, webinars may not be the best source of new leads for your business. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. How many attended? If so, great!

11 Actions Sales Management Must Take Now!

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First list the attributes necessary to maximize sales of your product, and then determine if this is best accomplished through a company sales organization or channels/partners or both. Second, create a customer focus group and ask them how to best serve them and what they are looking for in a relationship. 11 Actions Sales Management Must Take Now! Mobilize by motivating.  .

7 Benefits of a Prescriptive Sales Process

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One of the best ways to help B and C performers improve is to write out a prescriptive sales process. 7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. Additional products and services cropped up.

Build Predictable Revenue

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Make 2015 Your Best Year Ever! We recommend that in a salesperson’s business plan you should make the salesperson define their weekly activity goals, set sales goals that reflect their “Best, Most likely and Minimum revenue or profit expectation levels. Build Predictable Revenue In Your Organization. Interestingly, I see many VAR organizations that are struggling. Planning. The Plan.

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Six Steps to Exceed Your Summer Quota

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Hint: invite your best prospects to these events as well. Exceeding your Summer Quotas. Not only will it pay off this summer, but your third and fourth quarters will amaze you. First: if you have not performed an A, B, C analysis of your customer base do it.  Drop those lines. Second: Develop a plan of attack.  The partner executive must be well briefed for this meeting.

Inside Scoop on Lead Follow Up Strategies

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What is the best time of day to call leads? What is the best day of the week to call leads? Statistically the first call is your best bet to get someone on the line. The difference in contact rates for the best and worst hours of the day was less than 5%. What is the best day to follow-up? Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Definitely not.

Study: How Much of Your Content Marketing Is Effective?

idea that marketers are still searching for the best way to link their. to create content are beginning to learn how to best spend their sacred budgets. likely need some of the resources afforded to those best-in-class brands—a stable supply of time, money, and analytics that take the guesswork out of their jobs. Copyright © 2015 Contently. All rights reserved. content. 68% 16.7%

Know When to Say When

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Sometimes it’s best to know when to say when. He is best known for speaking at various conferences including Dreamforce, for pioneering the ‘No Jerks’ hiring model, and for flying his drone while traveling the world Salespeople: Know When to Say When.   Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

One of the best ways to help B and C performers improve is to write out a prescriptive sales process. 7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. Acumen Management Group Ltd. HQNHTN8GWN7Q.

Efficient Effectiveness: Sales Leadership

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The best plan is to have a plan and to consider what might go wrong or what could impact your ability to exceed your objectives.  I have simply listed below a series of topics for your consideration and for you to double check against your plan or lack of plan. Sales Management Thought Leadership:  efficient effectiveness. Boom’s Day” the largest fireworks display in the U.S

Ignite Your Sales Team: Sales Management on Fire!

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The following are the major course topics, you can select each course individually or use our packaged courses for best value: Hire the Best! Expect the Best! Manage the Best! Pay the Best! Lead the Best! Ignite Your Sales Team: Sales Management on Fire! To learn more: Take a Test Drive. Recruit a Top-Tier Sales Team. Coach & Train for Success.

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Staffing and Launching Your Content Marketing Program

from the best practices we learned from our own. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 A clear sense of identity is what categorizes the best. The late, great David Carr put it best when he said, “Creating. we’ve found putting our readers first is the best way to. ROI Best practices for tying content to business results. All rights reserved. So was I.

What Happened at the End of the Workshop?

Your Sales Management Guru

You can also use the best stories to recruit top performers and help orient new employees. Reference Letters: Ask your best customers for testimonials. What Happened at the End of the Sales Leadership Training Workshop? At end of the second day I always ask the participants what was the most interesting or important learning take-a-way from the workshop. styles of leadership.

Sales Leadership: 5 Steps to Exceed 2015 Quota

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This is the best time of year to recruit as top performers are evaluating their current situation, so you may lose individuals and you can add individuals. Sales Leadership: How to Ensure You Exceed Your 2015 Quota. At this time of year I am working with each of my clients to begin to position them for success. Begin to recruit. Evaluate your compensation plan. Is it competitive?

If It Isn’t Fun, It isn’t Selling!!!

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Sports events?  Or if you are selling in a formal sales process can you bring something else to the table during a sales call; a best-selling book autographed by the author, or an invitation to your Rotary Club meeting? If It Isn’t Fun, It isn’t Selling!!! Last week I was in Arizona speaking at a conference, during my program I used the phrase: If it isn’t fun, it isn’t selling!,

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Rate the quality of your interviewing process that ensures the best candidate is selected not the best available candidate is selected? 1, 2, 3, 4, 5. Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH. Rate your  plan to attack them?

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Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

service to your business goals -- is the best way. best: “We are 100 years old with more than 103,000 employees working all over the world. software from Dynamic Signal to collect best-practice content from knowledgeable accountants. saying “thank you” are the simplest and best ways to keep advocates engaged, as Blackbaud’s. Advocate Marketing Creates B2B Customer.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

One of the reason our Sales Managers Tool Kit is one of most popular resources is there are over 40 tools/documents and best practices included, take a look at it before you consider re-inventing a process or sales management tool. Are You the Maestro of Your Sales Team? This was a musical weekend.  Learn to read your team. Focus on continuous training; in the field or in the office.

If it is too good to be true, it is! Sales Managers protect yourself…

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We need your best proposal by tomorrow so we can present to our CEO to make a decision Friday. If it is too good to be true, it is! KEN: Today I want to introduce John Moroney to you! He is more than a guest blogger, John has worked for Acumen Management Group for many years and is re-joining our organization after a long permanent engagement with a former client. He provides great insights into the challenges all sales organizations face. Call me right away!”. Oh boy, were you drooling or what! Except – it was too good to be true. Let’s take these possibilities in order and explore.

7 Steps to Success for Sales Managers

Your Sales Management Guru

In the book Max provides the foundation for any sales manager to create the “systems” necessary to hire the right person.  In my book on Recruiting I used the phrase “Hire the Best, Not the Best Available”, Max does an excellent job describing how to do it!  A few of his sub-titles justify this book easily: The Science of Selection. And that is all in the first 40 pages! Red Flags.

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The Opposite Side of the Interview Table

Your Sales Management Guru

All the best in 2016! The Opposite Side of the Job Interview Table. Tips to Consider when considering a new Job/Employer. Recently a received a call from a former client, he wanted to discuss the potential of considering another opportunity. decided to begin creating a check list of questions that anyone in the middle of a job interview should consider before accepting a new job offer. 

Content Marketing 2016: Staffing, Measurement, and Effectiveness

latest trends, and the ones with the best reputations. where to source the best freelancers. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III.

Smart Salespeople: Power Network Map

Your Sales Management Guru

After the sales discussion at my client’s office it lead to the best new thought of the year! Smarter Salespeople: Power Network Map. This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention…. One action was to assign each salesperson to at least one local networking/association event per month.

Do You Know Your A, B, C’s?

Your Sales Management Guru

The reason you focus on the A’s and B’s is for whatever reason they are in need of your services, agree to your value proposition and most likely are your best clients. Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability. Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period.  How many employees?

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Creativity for Sales Leaders

Your Sales Management Guru

One factor that is well known is rather than work on a specific problem, it is sometimes best to leave it alone and let your mind relax and even focus on something else and like magic a solution to the first problem will occur. Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. Another example is J.R.R. Tolkien and C.S.

Sales Management: Make Monday Sales Meetings Easy

Your Sales Management Guru

But ZipBridge ( ZipBridge.net ) shows the status quo is not always the best solution – and that is really the message you are communicating to your sales team.  Making Monday Morning Sales Meetings Easy for Remote Teams    . First let’s look at what is wrong with the Monday morning conference call.  To start, everyone has to remember to dial in. 

Evangelizing a Content Marketing Program

ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY5 Matthews quickly convinced Marriott he was the best. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. brands.

2015 Sales Predictions

Your Sales Management Guru

The use of LinkedIn and other online databases has allowed salespeople to evaluate their top best clients and determine who they are linked to, what association’s they are involved in and who they know within their personal connected networks. Once your best clients are mapped, you can then work them to connect with key net new prospects. Enjoy and may 2015 be your best year ever.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Research has shown that emotional competence makes the crucial difference between mediocre leaders and the best. Old Ways of Doing Business No Longer Work. I am honored to have this week’s blog prepared by Jonathan Farrington, he  is a globally recognized business coach, mentor, author and sales thought leader. Those who cannot - or will not - change are withering.

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Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

These ideas can be designed for sales leaders or individual sales performers. 1)       Make a visual list of the top largest sales opportunities (white board) and strategize on the best tactics to close each one. A few large win’s goes a long way to exceeding your goals. 2)       Schedule twice weekly formal sales strategy discussions, if you have a larger team, assign salespeople into teams of 2 or 3 to increase strategy options. Quick Idea’s to Hit 4 th Quarter Goals. Just last evening at 8pm, I was assisting a client with a PPT program for today’s key demonstration meeting.

Important Grammar in Business Presentations

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Your first draft is never your best work. Just How Important Is Proper Grammar When it Comes to Business Presentations? Ken; We have a guest blog this week, a topic that is absolutely key in emails, presentations and meetings. Hope you enjoy! It takes more than just good speaking skills to give a top-notch business presentation. They’re judging you. Always Revise. Sleep on It. Take it Slow.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Trade Shows Don’t Work

Your Sales Management Guru

What are you best tips on working a trade show?  . Trade Shows Don’t Work. have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. You only have a few seconds as someone walks past your booth to capture their interest or make an impression-does your booth do that? Most individuals working the booth have never been trained on how to work the booth. Sales Management Systems

Are you investing?

Your Sales Management Guru

also had the opportunity to see some of the best people on the platform or “main stage” in front of 1500 people and hold the audience on every word provide humor at key points and control the attendee’s with their body, voice and material. Investing in Yourself. Friday though Tuesday I was attending the National Speakers Association annual conference, hence my blog didn’t get out on Monday. 

Partner Hiring and Training

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Non-productive partner companies often hire the best, but fall short at training their talent. Partner Hiring and Training Lessons from Sage Summit. Don’t make that mistake. By Ken Thoreson. You see it in college sports — the top teams tend to recruit the top performers. These two areas normally get casual attention, but seldom do they receive the management focus they require.

Sales Leadership: Learning by Observing

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Learning by Observing. This past week I had the opportunity to participate in what is called a Speakers Showcase, 10 professional speakers had an opportunity to stand up in front of 100+ Association managers and give a 15 minute program based upon your desired topic.   I used the topic: Gourmet Living: Building a Menu for Your Life! How they closed. . Remember: Inspect what you expect !

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Content Marketing Playbook: Strategy and Roadmap

approach delivers the best results: Target a primary and. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in. conference.

What Sales Compensation Trends Are in Store for 2015?

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He is also the author of the best-selling book, “Compensating the Sales Force,” published by McGraw Hill, and the “2014 Sales Compensation Almanac,” published by AGI Press. What Sales Compensation Trends Are in Store for 2015?  . By David J. Cichelli, Sr. Vice President, The Alexander Group, Inc. Sales departments have a long history of overspending their compensation budgets. David J.