Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

He goes in to great detail quoting various scholars and studies as to what key sales attributes are required for success, I will give them away-but you must buy this book to fully understand their importance. The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. This chapter is golden.

More Sales Less Time

Your Sales Management Guru

Everyone in sales will buy into her story, her attempts to increase productivity, her failures, this makes her “result” all the more real. What you will gain by buying this book is a process to create a new time saving methodology for you! HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team. If you are a sales leader, buy this book for every salesperson and run an Acumen Book Club-assign each of the 7 sections to a salesperson and then each week in your sales meetings, discuss the contents of that section with your entire team.

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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

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 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

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.

EDGY Conversations

Your Sales Management Guru

Just skimming the table of contents you will see why you need to buy this book: 1. If you need a personal lift or want to motivate your sales teams, buy this book. IDEA: buy this book for your entire sales team and discuss one chapter a week during your next sales meetings, you will see a difference in your team both professionally and personally. EDGY Conversations. Books

Life Enrichment: Giving Back

Your Sales Management Guru

Recently we have helped her buy a car and now hopefully a laptop that she can use to improve her education, and connect to the world. His latest book is: Leading High Performance Sales Teams, Ken’s 5th book designed for New Sales Managers will be published this summer. Life Enrichment: Giving Back. The first was for the Art’s, the second for the local volunteer Fire dept. Give back!

Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

Your Sales Management Guru

This is called the Forecast Accuracy ratio , a great ratio to better understand your team’s ability to forecast and understand their prospects buying reality. His latest book is titled: “ Leading High Performance Sales Teams”. Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. 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”. more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results.

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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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.

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. The author captures the reader immediately by building on the story of him climbing a mountain where he is almost at the summit and unsure if he can make it to the top. At his web site: you can download other tools as well.

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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. a. Prepare for launch, (internal buy-in to plan, communication). Ken’s latest book: “Leading High Performance Sales Teams”. Your 2012 Sales Plan. I have included below the various “categories” you should consider in building a plan. offerings in 2011? Still true? .

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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-. It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. 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.

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.

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The End of Solution Sales

Your Sales Management Guru

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 salesperson must fully know the buying the cycle and NOT probe about “what are the steps to gain approval”. The End of Solution Sales. The Role of Sales Leadership & Management. Now what does that title mean to you? At 35,000 feet it woke me up. A changing market environment, more access to information and smarter buyers means we must alter our sales approach.

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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. As sales leaders we have 3 aspects to our job. We must focus on the “role&# we play, we must focus on the “strategic&# side of our job and we must focus on the day to day “tactics&# , the story below describes what the “role&# of our jobs are, that is the culture and motivational aspects of sales leadership.

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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. 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. Why am I adding this to my blog site? My objective in addressing sales leadership issues is to provide you ideas, tools and concepts to increase your professionalism. 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 . 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. Sales Management is the Hardest Job in Sales. Why is Sales Management so hard? Everyone! This creates more turnover.

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. President. I ask for Bill, the president.

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

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”. To win now we have defined a tactical program of eleven key actions that will lead to a winning approach and all sales leaders to take advantage of the opportunity of a lifetime, during what we call the lifetime of the opportunity : 1) Build the Right Motivation. This on-going action can lead to the equivalent of a normal salesperson’s quota value of sales! The reason?

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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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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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. I 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

2017 Content Summit: How Buying Committee Research Impacts Your Lead Generation Strategy

NetLine B2B Marketing

The 2017 Content Summit is a 5-day virtual conference, dedicated to sharing the most effective B2B content marketing strategies and lead generation tactics. More than 50 video sessions were showcased covering a collection of topics geared towards helping marketers take their content to the next level to drive lead generation success. Excerpt] The Buying Committee Has Changed: What 8.5

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-.

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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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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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.

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

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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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. I’m sure you don’t buy that. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. So sales will get fewer, better leads.).