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The New Market for Social Media Consultants

grow - Practical Marketing Solutions

To date, most social media consultants have focused on helping organizations use social networks for marketing and  customer service. But there’s a new career opportunity for social media consultants — helping your company use social technology for collaboration inside the enterprise, called social collaboration. Big Benefits for Social Businesses. Think Yammer.

Partner Hiring and Training

Your Sales Management Guru

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. In building a channel as a vendor or building a partner organization, that’s the No. 1 job of management. Professional and personal ongoing training and development at your office is more critical. By Ken Thoreson.

July Sales Training Tip: YouTube.com

Your Sales Management Guru

Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans.  Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter. Set your date for your July sales training date.

Inside Sales Training: How Invested Should We Be in Human Interaction?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE , where this post was originally published. Annually, billions are invested in sales skills training. Perhaps much of our sales skills training overcomplicates things. Imagine, for a moment, stepping out of our roles as sales people.

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. an organization's individual situation. even rethink their organization.

5 Ways Speaking Engagements Benefit Your Management Consulting Firm’s Marketing Strategy

Hinge Marketing

As a business consultant, speaking engagements are a natural and important part of your content marketing toolbox. The simple fact that a SME from your firm has been selected to speak at an industry conference or training helps position them (and your firm) as a thought leader or Visible Expert. Management Consulting Content Marketing StrategyArticles. Social media.

Sales Mgmt: Training; Learn from Disney U

Your Sales Management Guru

Sales Leadership:  What is your training plan? The book provides you insights into the genius of Walt Disney, but also the other people in the organization that brought their vision and dedication to make Disney U the exciting and valuable part of the Disney organization. Each chapter breaks down various subjects with excellent summaries that you can turn into action steps for your own organization. mentioned four questions that relate to a focus on the entire organization: Is innovation encouraged? Sales Leadership Training Sales Training

Is marketing trying to annex the organization?!

Biznology

Observing this type of predatory behavior reminded me of the power grabs I have seen in organizations.  Clearly, in business settings the stakes are much lower, but territoriality continues to play a role. The article made some excellent points about how the social and digital revolution had changed business and how the role of marketing had expanded.

For Social Business, Remember the 90-9-1 Rule

Webbiquity

Back in the mid-1990s, the corporation I worked for hired one of those management-fad-of-the-month consultants to come inspire us to greater heights of success, who did his best motivational-speaker riff on the theme: “Sales is everyone’s job!” ”—if the concept of social business is misunderstood or improperly applied. ” This was hogwash of course.

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Most sales training courses emphasize the importance of addressing the customer’s needs. They teach salespeople to explain how, “your product or service”,  can help achieve key business goals. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Listen.

Supply Chain Consulting Firm Uses Marketing Automation to Facilitate Channel Change

Act-On

Recently Paige Musto, Act-On’s director of communications, sat down with Paul Adamson, Spinnaker’s Director of Business Development and Marketing, for a conversation about how marketing automation has helped Spinnaker. PAUL ADAMSON : We are a boutique supply chain solutions company offering management and technology consulting, as well as outsourcing services. Paul Adamson.

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. an organization's individual situation. even rethink their organization.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.  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. Third, it takes training.  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 ?

19 Remarkable Guides on Business Strategy, Leadership and Motivation

Webbiquity

It’s a (sometimes forgotten) truism of business that no company can cut its way to growth. Entrepreneurs are forming new businesses at an increasing pace, hoping to take advantage of new opportunities in the recovering economy. But the business environment has changed significantly in just the past six years since the start of the downturn. Leadership Guides.

Social selling, social business, social employees and other hype

grow - Practical Marketing Solutions

Here are three “trends” that I believe are severely over-hyped. I am NOT saying they are without value. I am saying that a lot of the buzz is being generated by over-simplified guru-speak that is out of step with business reality. 1. They invested in training. Back to business as usual. They invested in training. Back to business as usual.

Let’s Make a Deal: Best-in-Class Sales Training Can Shorten Your Sales Cycle

CMO Essentials

Sales training is commonly understood to be a must-have component in managing quota-carriers. Today, no sales leader is foolish enough to deny the value of basic training for their B2B sales team members. above 2013 sales training spend levels. Taking Training beyond the Basics. ”) in the battlefield of B2B business development. Read the full report  here.

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. an organization's individual situation. even rethink their organization.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

5 Lifelong Business Lessons I Learned from Nordstrom

Modern B2B Marketing

Fresh out of college, I spent over two years with Nordstrom, learning priceless leadership and business principles. This is a gem passed down to me by Christine, my first boss and mentor at Nordstrom, who trained me into a management position. Thinking about ways to help the business–both within your organization and across functions. Need proof? Lead by Example.

Sales Management & Discipline

Your Sales Management Guru

Definition: training that corrects , molds, or perfects the mental faculties or moral character, control gained by enforcing obedience or order, orderly or prescribed conduct or pattern of behavior. Re-Introduction of a 2016 salesperson business planning tool. Re-install his quarterly salesperson training program. These are all fairly basic actions and frankly easy to fix, but without them and discipline to operationalize and make them part of the standards of a sales organization revenues become non predictable and potentially decline. Last week it happened-again.

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Is marketing trying to annex the organization?!

Biznology

Observing this type of predatory behavior reminded me of the power grabs I have seen in organizations.  Clearly, in business settings the stakes are much lower, but territoriality continues to play a role. The article made some excellent points about how the social and digital revolution had changed business and how the role of marketing had expanded.

Emotional Sales Leadership

Your Sales Management Guru

The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations. Many times we have seen organizations with failing sales or lacking the growth they expect to simply throw money at a sales training organization to fix the problem.  HINT: Twice a year focus on this kind of training.

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Sales Mgmt: Achieving Balance: Fear vs Respect

Your Sales Management Guru

Consider perhaps how you could route them elsewhere in the organization if they might be a better fit in another department, or let them go after a couple of warnings with no improvement. Cara Aley is a freelance writer who writes about everything from matters relating to managing your business reputation to those of health and wellness.  . Ken: This week we have a guest blog.

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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.  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. During the past 18 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

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New Marketing Automation Options for Small Business in the VEST Report

Customer Experience Matrix

GreenRope workflow GreenRope is all-in-one software sold primarily to very small businesses such as lawyers, real estate agents, consultant, coaches and membership organizations. In other words, although GreenRope describes itself as “CRM and marketing automation,” it actually extends beyond those functions to manage activities throughout the business. You get the idea.

Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

Your Sales Management Guru

During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. While this will vary by type of sales organization, by having a weekly reporting function, salespeople will have to be accountable.   As a rule we ask each salesperson to rate their previous week on a scale of 1-5 at the beginning of each sales meeting. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

What Happened at the End of the Workshop?

Your Sales Management Guru

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics. Developing sales training meetings. Recruiting and hiring sales teams.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Build belief in your company, and boost your team’s confidence in its products/services with visits to your satisfied customers, reference letters, or customer visits and presentations to your entire organization about their satisfaction. Look to your partner’s business model to determine how to capture “share of mind”, and reward them for their achievements. Take Action.

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. Sales Motivation Sales Training The One Must Do Action Step to Ensure a Great 2015.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

In the past 18 years of consulting with organizations, when this idea was executed, we always saw revenues jump! During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Sales Leadership Training Sales Management SystemsWhat do have to lose?

Sales Growth: 5 Proven Strategies

Your Sales Management Guru

What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. Within each defined strategy they broke out the specific execution steps required to achieve the specific strategy, this provided a detailed description how specific sales leaders approached a problem.   The authors, all McKinsey and Company consultants took data elements and individual interviews to produce almost a handbook style guide that should be on every sales leader’s shelf. Sales Growth. Five Strategies for Sales Growth.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Dashboard and CRM reports are one thing but does your team as individuals and together feel accountable to achieving the organizations goals? This is not micro-management regarding doing the numbers… but rather an understanding that the team must achieve its goals as it is their responsibility to the rest of the members of the organization who are not in sales.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”.   I call these Business-EcoSystem partners. It is a philosophy and tactic that Executives can use to leverage your expertise, your resources and ability to grow your business.

How To Map Out Your Social Business Strategy

Leader Networks

A month ago, I had the pleasure of doing an interview on the Social Business Strategy Map with Neil Davey, Editor of MyCustomer.com in the UK, which is one of Sift Media's business publications. Neil and I spoke at length about how companies can use the Social Business Strategy Map to create their own strategy and stepped through the process. Click the image below to enlarge.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  Todd Schnick is a writer, media and content strategist, and business talk radio host and producer.

5 Things Your Business Must Consider About Outsourcing Customer Research

Cintell

As buyers change, organizations are working to stay on top of shifting trends and customer preferences. Getting to these insights is like running a marathon – there are few shortcuts, training is important to get it right, and there are plenty of hazards along the way that can trip you up. These consultants have led the evangelism of buyer personas for years now – in fact, two of the industry’s best are on our board of advisors as we build technology meant to better enable buyer understanding. Harvard Business Review Press. Customer research is a skill set.

The Ultimate Sales Strategy

Your Sales Management Guru

First let me say this; as I work with sales organizations on their sales management challenges, one of them being sales team development, a continual issue always appears, that being the in ability of the sales people to ask excellent discovery questions. Next, they fail to fully understand how or what the impact of their solution will have on their prospects business

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. Do you have a quarterly plan to train your sales team on: products/services, sales skills, company operations? How are you creating an emotional buy-in by of your sales team to your organization? What do I mean?

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. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Leadership Management Sales Leadership TrainingThe good news?

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. We are excited to announce the unveiling of our new service: Ignite Your Sales Team video training programs for sales managers. Coach & Train for Success. Sales Leadership TrainingTo learn more: Take a Test Drive.

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Sales Leadership: The Impact of Creating a Sales Process

Your Sales Management Guru

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com. The Results! What hasn’t?

Increasing Sales Tool Adoption – A Proven Customer Perspective

The ROI Guy

We recently asked the developer of a very successful ROI/TCO tool what it took to get the tool to have such a big impact on driving incremental business, increasing competitive win rates and reduced discounting. Consulting. The short answer – “You can’t just build it and expect folks to come. Ensuring the TCO Tool is configurable in all cases for each customer’s exact circumstances.

Sales Management: benchmark you business

Your Sales Management Guru

Sales Management:  “benchmark your business”. During the past three weeks I have visited three partner organizations, each of varying sizes in revenue, products/services offered and operational effectiveness. also had a wonderful conversation with a fourth organization discussing new hire on-boarding issues, profitability and lead management.  All of these organizations had issues in common, unique challenges and various management frustrations. In every session we have coordinated both organizations have benefited from the experience.  Move up and move ahead!