Your Sales Management Guru

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Sales Management End of Year Checklist

Your Sales Management Guru

In 2017 are the strategic goals of the company changing? Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017.

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More Sales Less Time

Your Sales Management Guru

This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling. More Sales/Less Time. -A A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books.

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step.

Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Schedule the President of your company to give a short message on his/her philosophy on sales and the culture of your organization. Ten 2017 Sales Kick-off Meeting Ideas. .

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B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. There will be more companies developing SLAs between sales and.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company. The One Must Do Action Step to Ensure a Great 2015.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

Last month a top-five insurance company hired me to work with his team. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Remember that you need the right combination of skills and attitude for this person to be both productive and to assimilate into the company’s chemistry and culture. Understand these and you can more effectively choose the right person for the job and for your company.

Put a Little Personality into Selling

Your Sales Management Guru

As a professional you will need to research a client’s growth plans and show how your solution will benefit the client company. Put a Little Personality into Selling.

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. There will be more companies developing SLAs between sales and.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Whether you sell to big companies, small companies, or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that really work. 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.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Just week I heard that comment from a new client and he was the President of the company. Why can’t I get an accurate forecast? Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? 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.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

I see the same thing at every trade show: hundreds, if not thousands, of company personnel standing around, wearing their logo shirts and nodding politely to passersby, or worse, staring at their phone. Trade Shows Can Work-new idea !

Emotional Sales Leadership

Your Sales Management Guru

Provide a vision: where will the company/sales team be in 18-24 months? HINT: Visit client offices to see the impact you company has had on their organization. Emotional Sales Leadership.

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B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. There will be more companies developing SLAs between sales and.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Recruiting is a commitment; it should consume about a fifth of the sales leader’s time, and the process should be as well organized as the company’s sales methodology and forecasting systems. Ask company leaders to make a list. Hiring High Performance Sales Teams.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful. Initiate multi-level contact with multi-level influencers in the prospect’s company. . 11 Actions Sales Management Must Take Now!

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

During the sales process your company’s value proposition must be proven. 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.

Build Predictable Revenue

Your Sales Management Guru

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. We believe most organizations can improve their profitability by increasing the Discipline, Accountability and Control within their companies.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

KiteDesk collects and scores connections found in employees’ emails, calendars and social networks as well as CRM so they are easily accessible and searchable by anyone in the company. inviting a larger list, posting more ads on social media or co-branding the event with another company).

The Soft Edge; where great companies find success

Your Sales Management Guru

Where Great Companies Find Lasting Success. This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! The Soft Edge.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

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. Typically the sales organization is concerned about the now – what is missing from your company’s offering versus the competition. 3) Testing receptivity to new capabilities your company is considering. (4) As a key manager, this is an opportunity to help the company and your team.

What is all this talk about added value?

Your Sales Management Guru

During my keynote at a recent sales kickoff meeting I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition buy also the need for a company to prove their value proposition during the sales process.

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Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

If a yes was received, then all the surrounding firms in the customers geographic area were called on as well as all related companies within that customers general line of business or vertical market were contacted. Exceeding your Summer Quotas. Now is the time to act.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

During the sales process your company’s value proposition must be proven. 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.

Know When to Say When

Your Sales Management Guru

At my last company when we won a deal, it would be active in our CRM system on average for 90 days. He is a recognized thought-leader in sales process and effectiveness, and has previously co-founded three successful technology companies: Innoveer Solutions, C-Bridge, and Open Environment.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Are your company’s goals aligned with the compensation/quota programs? Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH.

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Are You the Maestro of Your Sales Team?

Your Sales Management Guru

I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company. Are You the Maestro of Your Sales Team?

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Do you have a quarterly plan to train your sales team on: products/services, sales skills, company operations? Does your company have a strong value proposition and can your sales team articulate it? 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.

Smart Salespeople: Power Network Map

Your Sales Management Guru

1) Identify a “raving fan” of your current business; someone that uses your current services will recommend your company and can tell a story to anyone of your quality level of support. Smarter Salespeople: Power Network Map.

Do You Know Your A, B, C’s?

Your Sales Management Guru

In many cases we have found that many companies are over supporting a large number of their customers and many C based clients are also the slow pay, unhappy customers that cause the most pain. Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability. Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base.

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If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

A few ideas to focus on: Build Belief: make sure your sales teams believe in your company, products/services and each other. If It Isn’t Fun, It isn’t Selling!!! Last week I was in Arizona speaking at a conference, during my program I used the phrase: If it isn’t fun, it isn’t selling!,

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The Opposite Side of the Interview Table

Your Sales Management Guru

Or other jobs that are important in the company? How long has that person been with the company? Are they a quality company? The Opposite Side of the Job Interview Table. Tips to Consider when considering a new Job/Employer.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Indeed, emotional competence makes up about two thirds of the ingredients of star performance in general , but for outstanding leaders emotional competencies – as opposed to technical or cognitive cues – make up 80 to 100% of those listed by companies as crucial for success.

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Trade Shows Don’t Work

Your Sales Management Guru

I speak at many trade shows/conferences, to better understand the audience I normally walk the exhibit hall to listen to conversations and view the exhibits, I have always been amazed when I walk the floor; Most trade show booths are either confusing or do not clearly show or describe what the company/product/services do or what benefit they provide an attendee. . Trade Shows Don’t Work.

Selling to the Point

Your Sales Management Guru

The story revolves around the quest to cut the costs of selling by dropping the in-house sales trainer, the CFO uncovers what is separating their company from the competition is the unique sales philosophy of the Rick, the sales trainer. Selling to the Point. – a book review-.

When are Sales Won or Lost?

Your Sales Management Guru

In all likelihood this opportunity had a high profile within the company and there will be more than passing curiosity about why the company lost or why the company won! How did the sales person/company help the prospect with their internal selling challenges?

Do you Dominate the Conversation?

Your Sales Management Guru

He retired from his advertising company in 2010 after 38 years in business. Do You Totally Dominate the Conversation? This week I have asked a friend of mine to share one of his blog posts, Bob Terson has much to share, this topic is one of the secrets to sales success. Ken Thoreson.

If it is too good to be true, it is! Sales Managers protect yourself…

Your Sales Management Guru

Do you remember early on in your career getting really excited when you got a call that went something like this, “Hey John, we are on a fast track to select a vendor this week for our mega project and we hear your company is really good. Situation #1 is extremely rare and is almost certainly because the person contacting you has a previous relationship with your company or someone else has directed them to contact you. If it is too good to be true, it is!