Your Sales Management Guru

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July is Sales Leadership Month

Your Sales Management Guru

What leading indicators are business drivers? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. July is Sales Leadership Month. The first half of the year is over, it’s time to reflect on what has worked? And what has not? Based upon your Sales Plan where are you against your quota? Were they successful?

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

They teach salespeople to explain how, “your product or service”,  can help achieve key business goals. Top performers focus on helping buyers achieve their business goals. Know the customer’s business. Consider giving your buyers relevant information from The Wall Street Journal , local business journals,  industry magazines and newsletters. Listen. See No. 4.

7 Steps to Success for Sales Managers

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 7 Steps to Success for Sales Managers. -A book review-. After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Red Flags.

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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

When the salesperson truly believes in their product/services and their impact on their clients business -they will go the extra mile to win the order. HINT: This Action Plan is assuming that in December the salesperson has already completed a 6 month Salesperson Business Planning exercise. The One Must Do Action Step to Ensure a Great 2015. It’s simple, but many times overlooked.

Study: How Much of Your Content Marketing Is Effective?

effective in measuring business results. only if the external publications are relevant to your business. content to business results. identified budget (34 percent), the inability to measure business. It will keep them busy for a while, but that’s. business content. Copyright © 2015 Contently. All rights reserved. Marketing is Effective? Introduction 4 II.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. The secret to this ingredient is you can develop it. Work on the positives of life.

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Emotional Sales Leadership

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. So what specifically can any leader do to create Emotional Leadership? HINT: Run an annual sales trip contest.

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

Have your sales team invite them several weeks before the show to appear on your “business” radio podcast. Next ask your sales team, before the show, to ask the prospect for 5-7 talking points about their business. Todd Schnick is a writer, media and content strategist, and business talk radio host and producer. Trade Shows Can Work-new idea ! Shame. Really? Simple.

Sales Management: What is your goal–today?

Your Sales Management Guru

Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.  for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: What is your goal—today?  . The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions.

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Evangelizing a Content Marketing Program

concrete business goals: — Ultimate Content Strategist Playbook: Content Road- map — Ultimate Content Strategist Playbook: Content Execu- tion — Ultimate Content Strategist Playbook: Growing Your. Content Marketing: When Figuring out if content marketing is right for your business. with deciding on what business goals. broader business goals. All rights reserved. brands.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business. This happens during the weekly sales meeting, your monthly one on one business reviews and in all coaching environments, this has to be an ongoing process and not simply discussed from time to time.   Do they have a Business Need ? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Why can’t I get an accurate forecast? What’s the action plan?

Should Salespeople Prospect Anymore?

Your Sales Management Guru

In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. Are you selling large accounts with a complex sales cycle or are you more transactional with short sales cycles selling to small business?  Your business type will alter what works. First, it depends.

Selling to the Point

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Selling to the Point.   – a book review-. This book should be scheduled for your next Acumen Sales Book Club. Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. What’s the magic learning points of this book?  Book

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business. Percentage of Leads Converted to a Sale – all the leads in the world do not matter if they do not translate into closed business at some point. If not, webinars may not be the best source of new leads for your business.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. could fuel better business results. business results, just 10 percent of respondents. content metrics and business results. BUSINESS RESULTS? 5% 25% 22% VERY. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. What paid.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. One Action You Can DO to Exceed Your Quota. This list normally is displayed in the sales manager’s office and could be on a white board or on a paper flip chart. What is the logic behind this recommendation? What do have to lose? Ken@AcumenMgmt.com.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

He is an Associate Partner with Acumen Management Group, a business and strategic sales management consulting firm focused on a world-wide audience. 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. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Look to your partner’s business model to determine how to capture “share of mind”, and reward them for their achievements. Second, develop detailed six-month individual salesperson business plans. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 11 Actions Sales Management Must Take Now!

Sales Management: The need for creativity

Your Sales Management Guru

Engage in hobbies: your mind must dis-engage from normal business stress, Improve sense of humor: learn to laugh, even at yourself. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: The need for creativity! The good news? Be open: listen to others, try to accept new ideas.

Content Methodology: A Best Practices Report

they compete both against their business competitors and all content creators that vie. returns on business-related goals. have on myriad aspects of the business and driving the goals of specific divisions (e.g., business goals, such as “cost savings, risk. Business Goal Content Objectives KPIs Customer. to the larger business. Content. Methodology: A Best.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.

Put a Little Personality into Selling

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Put a Little Personality into Selling. The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. Relationships are not important.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Arthur Rock, Harvard Business Review, 1987. for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Define the Ideal Profile. Why so few?

If you had it to do over again?

Your Sales Management Guru

In my many years of business life, the individuals who live their lives with a focus on creating a fulfilling experience are the ones that win in the end.  for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople.

Staffing and Launching Your Content Marketing Program

brand publishers aren’t in the business of publishing. business. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. We do have clear business goals for The Content.

Build Predictable Revenue

Your Sales Management Guru

In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. Plus in the business plan each salesperson should set their networking goals and their own marketing plans. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! Planning.

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Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race I tend to look at the color of the Jockey’s silks or the name of the horse. Last weekend a group of East Tennessee friends and I attended Keenland horse racing track near Lexington KY for an afternoon “at the races”. What do I mean? What are your goals?

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Often when two executives meet to discuss business topics and get to better understand each other strategic topics come out that normally a salesperson working with IT teams are not aware of or are made available to them. Ken provides Keynotes, consulting services and products designed to improve business performance. Exceeding your Summer Quotas. Drop those lines.

Sales Management & Discipline

Your Sales Management Guru

Re-Introduction of a 2016 salesperson business planning tool. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management and Discipline. Last week it happened-again. received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! The President wanted some answers and certainly a fix. After that conversation I next interviewed the VP of Sales.  

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B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. How many calls should be attempted? Definitely not.

Creating Intensity

Your Sales Management Guru

for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. What does the emotional Sales Leader need to do? 1.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Ken  provides Keynotes, consulting services and products designed to improve business performance. 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.

What is all this talk about added value?

Your Sales Management Guru

At this highly “product” driven company the salespeople were really struggling to understand the concept of being unique or what kinds of value they could offer, it was a lively session.   In a commodity business it is critical you consider value and what is really value. Step One : Forget what business you are in. What is All This Talk about Added Value?

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Content Marketing Playbook: Strategy and Roadmap

to really lay out the business case behind GE, and we. group of people who are important to your business, using content to align with their interests at a high. battling with their direct business competitors for. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. Introduction 3 II.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

Why is this critically important today?  In any kind of business environment,  the organization that operates the most efficiently generally out performs their competition, in more challenging times a focus on efficient effectiveness must become the mantra for the day. Sales Management Thought Leadership:  efficient effectiveness. Boom’s Day” the largest fireworks display in the U.S