Your Sales Management Guru

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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.

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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Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

For example, in the business services segment, contact rates are consistently between 25 and 40 percent. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! It gets better.

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.

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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Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t build a business if you have a revolving door.”. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines.

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.

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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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.

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?

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.

Should Salespeople Prospect Anymore?

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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.

One Action You Can DO to Exceed Your Quota

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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.

4 Measures to Find Out if Your Prospecting is Effective

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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.

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!

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.

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.

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?

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

Business And Close Deals Referrals deliver higher-quality leads, references. service to your business goals -- is the best way. business-to-business (B2B) marketing tools, with social, mobile, and the steady move to. subscription-based business models making. B2B firms must continue to demonstrate value to customers to retain their business, and keeping.

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.

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?

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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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

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.

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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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.

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.

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.

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.

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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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.

Selling Above and Below the Line

Your Sales Management Guru

The User Buyer (Below the Line Buyer) is thinking needs and considering decision criteria, the Above the Line Buyer is more strategic and their consideration for any change is driven by the impact the product/service will have on corporate strategy or business plan, i.e. increase sales by 20%. Sharpen Your Business Acumen. Selling Above and Below the Line. You need this book! Books

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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

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.

Important Grammar in Business Presentations

Your Sales Management Guru

Just How Important Is Proper Grammar When it Comes to Business Presentations? It takes more than just good speaking skills to give a top-notch business presentation. Whether you’re writing a business plan or chopping down a tree with a chainsaw, you’re much more prone to make mistakes if you’re rushing. Bad grammar is never OK in business. Hope you enjoy! Always Revise.

What Happened at the End of the Workshop?

Your Sales Management Guru

Such gatherings give you a chance to remind your staff about your business philosophies, plans and expectations. In our business, it’s all too easy to get bogged down with lost sales, missed project dates, data reports and other problems. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Review Account Planning and Salesperson Business Plans. Salesperson Business Plans should include more than simple forecasts; they need to include goal setting, training needs, marketing activities and business objectives. Ken provides Keynotes, consulting services and products designed to improve business performance. Begin to recruit. Evaluate your compensation plan.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? To learn more: Take a Test Drive. Recruit a Top-Tier Sales Team. Expect the Best! Manage the Best!

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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.

When are Sales Won or Lost?

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. When are Sales Won or Lost? notable function a sales manager must master is understanding why sales are won or lost. WHY is this important to discover?  However, these are unlikely to be actual reasons, just the rationale. Actions. Summary.

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