Your Sales Management Guru

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The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

What makes this book a must buy for your entire sales team are the two “parts” to his book. This chapter is a road map to developing and leading change, a must in selling new offerings. The Only Sales Guide You’ll Ever Need! -a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. It is a must read because it covers the essentials of what top performers already know and do. Books

Put a Little Personality into Selling

Your Sales Management Guru

In presentations use brief, bottom-line visuals, ask open-ended questions designed to make the prospect talk and allow the director to lead. Create a sense of urgency and help the persuader to buy, but don’t make the close too obvious. Put a Little Personality into Selling. The Director is to the point, and focused on the job. Relationships are not important. Sales Training

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This on-going action can lead to the equivalent of a normal salesperson’s quota value of sales!  . Create new sales leads with an active target-marketing campaign. 11 Actions Sales Management Must Take Now!

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

It will train them not to simply find out what the customer wants to buy, but assist the customer in what would be important. His latest book is: Leading High Performance Sales Teams.  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. 

B2B Marketing Trends for 2016

Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. preference, lead generation) isn't new, just more intense.

Sales Mgmt: 4 Steps on How to Not Get Fired!

Your Sales Management Guru

Recruiting is sales leadership’s marketing campaign for sales leads. The sales team had been neglecting our recommendations as to improving their skill level, and now there will be an increased buy in by management and peer levels to focus on sales skills. . ·         Make more sales calls  with your team, ·          build in  a quarterly  salesperson skills  evaluation process, ·          increase more role playing in your sales training meetings. ·         Build a quarterly sales training programs  . Sales Mgmt.:  4 Steps on how not to get fired. Hit our web site.

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AGILE Selling

Your Sales Management Guru

Hint: I would recommend you add this to your sales training calendar, buy a book for each of your salespeople and discuss one or two chapters a week during your sales meetings and watch your sales explode. His latest book is: Leading High Performance Sales Teams, Ken’s 5th book designed for “New Sales Managers”, will be published this summer. AGILE Selling. By Jill Konrath. Books

Sales Leadership: Nine Minutes on Monday

Your Sales Management Guru

Buy the book, read it, apply James Robbins plan and find out how in the end, he made it to the top of the summit by learning the ultimate leadership lesson. Ken’s latest book is : Leading High Performance Sales Teams! Nine Minutes on Monday. The Quick and Easy Way to Go from Manager to leader. By James Robbins. McGraw Hill. While any student of management and  leadership maybe familiar with a few of this tactics, what makes this book a must read for all levels management is his formula and his challenge to simply spend nine minutes each Monday to consider 9 simple questions.

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High-Profit Prospecting

Your Sales Management Guru

It is my belief that organizations that expect Marketing to be responsible for lead generation and pipeline development are wrong-to win market dominance, Sales must drive prospecting. Buy this book. High–Profit Prospecting. book review-. Just a few of the chapter titles will help you understand why I felt this is a powerful book: Fit the Prospecting Plan to Your Market. Books

B2B Marketing Trends for 2016

Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. preference, lead generation) isn't new, just more intense.

Your 2012 Sales Plan

Your Sales Management Guru

4.1.4      Customer buying process. Sales Process/ Sales Cycle definition:  Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). 12.1.2   Marketing support:  Collateral, lead generation, PR events, trade shows, Press releases. Execute. a.     Prepare for launch, (internal buy-in to plan, communication). b.     Launch (Kickoff meeting), move to Tools to execute. c.     Pipeline Development process. d.     Commission and performance reports. e.     Customer Relationship programs  .   Your 2012 Sales Plan.

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Sales Leadership: Has your team watched Pawn Stars?

Your Sales Management Guru

Doing “deals” is simply a bad mindset for professional salespeople and leads to discounts, coupons, lower margins. If you have not watched it, the show covers the daily issues in a Pawn Store in Las Vegas, people bring in items to sell to the store and the store buys them and hopefully resells for a profit. Ken’s latest book is “Leading High Performance Sales Teams”. Sales Leaders:   Has Your Team Watched Pawn Stars? Recently during several coaching calls I heard a common theme and the trend of hearing these comments always occurs during the last month of each quarter. 

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The death of the salesperson

Your Sales Management Guru

BTW: I drove to the store to purchase the phone-rather than buying it over the web. Where organizations are lead by an analytical they look at sales as Cost Centers, not Profit Centers. They have built a belief in their mission within the sales team and their products and have created a sales training system that reinforces their sales strategies, sales process and prospect buying emotions. In fact recently in my blog I wrote that sales and sales management are the Critical Success Factors to lead us out of the negative economic conditions that exist today.

AMP UP Your Sales

Your Sales Management Guru

In Part II, Accelerating your Responsiveness and Chapter 10, Andy begins to make his point of increasing The Speed of Responsiveness and introduces   Andy Paul’s Uncertainty Principle of Selling,  how by implementing his techniques you can change the prospect’s requirements and buying process and increase your win/lost ratios. Amp Up Your Sales. By Andy Paul. Accelerating responsiveness.

The End of Solution Sales

Your Sales Management Guru

Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s  suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales.  I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. The third strategy is simply to assist the buyer in buying!  The End of Solution Sales. The Role of Sales Leadership & Management. Are their agile?

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B2B Marketing Trends for 2016

Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. preference, lead generation) isn't new, just more intense.

Sales Leadership: You are the Practice Squad

Your Sales Management Guru

The deliverable included a formal presentation by the sales team of:  1) what they uncovered during discovery, 2) perceptions of the firm and 3) formal product/services recommendation including a sales presentation as to why buy from us! His book is: Leading High Performance Sales Teams is a best seller, Ken’s 5 th book “JAMMED! Sales Leadership: You are the Practice Squad.

Life Enrichment: Satisfaction

Your Sales Management Guru

He went on to discuss how she thanked him for giving her a job, selecting her over three other applicants and that she had saved enough money to buy her first house! Ken’s latest book is “Leading High Performance Sales Teams. Life Enrichment: Satisfaction. Gaining satisfaction is the challenge, understanding satisfaction maybe even harder. Then he dropped it on me. He got a huge hug.

The Man Who Sold Hot Dogs!

Your Sales Management Guru

Yesterday a 22 year man won the US Open, a month ago, he went into the last day leading the Masters and lost. He stood by the side of the road and cried, “Buy a hot dog, Mister.”. First let me state this: I did not write this week’s blog. He fought through not only the physical side of his profession but also the mental side.   I hope you enjoy “The Man Who Sold Hot Dogs! The Man Who Sold Hot Dogs. There was a man who lived by the side of the road and sold hot dogs. He was hard of hearing, so he had no radio. He had trouble with his eyes, so he read no newspapers.

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Executive Toughness

Your Sales Management Guru

Buy it, read it and take action, you will be a better person because of it. . His latest book: “Leading High Performance Sales Teams” provides 40 chapters for sales leaders.   Ken provides Keynotes, consulting services and products designed to improve business performance.   Executive Toughness. This week’s blog is a book review:  Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. believe your sales teams and you should have a personal development plan. You need to add this book to your library! .

Sales Management is the Hardest Job in Sales.Period

Your Sales Management Guru

Period.    By Jeb Blount, Author of People Buy You  .   Ken’s Comment : This week’s blog is a guest blog:  When I saw this article published I knew you would enjoy it. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They move into their new office and proudly stare at their newly printed business cards - with little understanding of what it takes to actually lead salespeople. Because she has no clue how to lead people the other salespeople on the team at first stop selling and then either quit or are fired.

A Walk Through a Broken Organization

Your Sales Management Guru

Every representative tells a different story when asked, “Why do people buy from you?” His latest book is titled: “Leading High Performance Sales Teams”. A Walkthrough of a Broken Organization. Strategic sales management is often a weak link in solution provider companies.  . Strategic sales management is often a weak link in solution provider companies. For the past 14 years I have been working all across North America and internationally, meeting, speaking and consulting with organizations of all sizes and areas of focus. Vice President. Salespeople.

Sales and Social Media-3 Keys

Your Sales Management Guru

Considering how social media has changed the buying cycle , most prospects will do significant research about your company online—including your firm’s social media presence and what your customers are saying about you—long before engaging with you. He’s also the award-winning writer of the Webbiquity blog , which focuses on B2B lead generation and Web presence optimization — the fusion of SEO, search marketing, social media, content marketing and interactive PR. . Three Key Social Media Tactics for Sales. Stay current on what your company is doing with social media.

The Top 11 Sales Mgmt Actions

Your Sales Management Guru

                        (You must do more than just 10 these days.).  In today’s investment world advice on portfolio management can vary from; “hold firm with your existing stocks”, to “take advantage of a great opportunity to buy at these lower prices”.  This on-going action can lead to the equivalent of a normal salesperson’s quota value of sales!   7.    Create an active marketing campaign to create new sales leads. If it is not, develop a new plan and gain internal buy-in from your team. However, the timeframes on which sales mangers are focused are short-term.  

What is all this talk about a Sales Process?

Your Sales Management Guru

Salesperson Responsibility: Lead the Discovery Questioning  with a Focus on landscape of the opportunity & Document Current Process. This will help build a buy-in by the sales team. What is all this talk about a Sales Process? It occurs almost every time I speak at an event or every initial client visit. Why is this important enough to write about? The Results! What happened?

Mapping Buying Experiences: Creating Growth Through Aligning With Buyer Goals

Tony Zambito

In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. While in B2B marketplaces, these approaches may represent first-time efforts brought on by rapid changes in digital technologies and buying behaviors. Missing significant shifts in how buying, in general, is being redefined. Understanding Buyer Interactions Matter.

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4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. Lead Nurturing B2B customer path

3 Ways To Gain Executive Buy In


So, how can you share ideas and influence change within your organization and gain the often elusive executive buy in? Understanding the value and keys to of obtaining executive buy in is timely as event season is just about to kick-off. Lead the change: Why is it your job to lead the charge on the new idea? It has happened to all of us.

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3 Problems You Need to Solve Before You Buy New Marketing Technology

The Point

But no company that I know of paved their way to marketing success solely by buying software. Ineffective Lead Response. It’s alarming to see how many companies still rely exclusively on telemarketing to follow up on new leads. Have you identified key buying personas, and the specific concerns, pain points, and solution benefits for each of those personas? Poor Content.

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Buying Triggers and Why They Matter


As consumers, if we are not in an active buying cycle, we are in a passive buying cycle. Like it or not, in the course of our daily lives we are exposed to and consume so much information and content that buying something or acquiring something including experiences, goods, food or resources is always on our mind. Understanding the triggers –. External or internal triggers-.

List Buying: 6 tips for buying the most effective lead list

B2B Lead Generation Blog

Tweet Editor’s Note: Buy, build or both? In this final blog post in the series (check out the previous posts here: “ List Buying: 3 reasons why this tactic can be deadly for marketers ” and “ Buy, Build or Both Part 2: The basics of list building ,”   Brian Carroll provides tips for effective list buying if you choose to go that route. Me neither. Number of employees.

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New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

In fact, the 2015 B2B Buyer’s Survey Report (sponsored by DemandBase and Demand Gen Report), found the top three resources that buyers rely on when researching potential vendors were: In addition, access to all of this information is making the buying cycle longer. Content marketing drives a lot of buying decisions—86% of respondents review vendor-focused content when making decisions.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

What motivates your prospects to buy from you? It’s just another way we can look at trying to increase revenue and possibly generate more leads at the same time. But motivation is arguably the strongest reason people buy something. Sales Leads B2B marketing Email marketing lead generation value proposition My initial response was that I simply like money.

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Sales Lead Management Leads to the Most Efficient Media Buy


They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars. Sales Leads Sales & Marketing Management

Top 3 Media Buying Mistakes B2B Marketers Make

Digital B2B Marketing

Particularly with “lead guarantee” programs, where a publisher contracts to provide a certain number of contacts meeting specific criteria, marketers fall into the trap of believing their content isn’t critical. Is your buy really big enough to meaningfully sway perception when your competitors aren’t just sitting silent? Toby is one of those guys. Content.

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How Do We Find People Who Are Ready to Buy Our Product?

The Point

A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. For example, if you offer prospects a broad, educational white paper on trends in your product category, you’re more likely to generate a wide spectrum of leads, some more qualified than others, and many who are only mildly curious about your solution.

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How Content Impacts the Buying Journey: ABM vs. Demand Gen


At its core, content is a demand generation tactic used to fill the top of the funnel with leads. The goal is to drive as many leads as possible to your website. To achieve this, content can’t be too deep in the weeds or it will never reach the amount of people needed to fill the pipeline and provide enough leads to the sales team. Not so fast. The Right Measure of Success.

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

Winning Executive Buy-In for Martech Investments


They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. You don’t need to buy a new platform every time the analysts declare a “paradigm shift,” but you should be aware of the weaknesses in your strategy, opportunities for growth, and how a given tool might offer a solution.

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Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. “Scientists discover rare weight loss “Wonder Herb.&#. I’m sure you don’t buy that. Want to hear what it’s really like to buy marketing automation?

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