Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

His stories are easy to relate to and James writing style is smooth and his content is spot on. 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. Believe me James Muir’s book, The Perfect Close is a great add to any sales library. They are warmth and competence. Books

The Perfect Close

Your Sales Management Guru

James writing style along with his content makes his book contemporary and a complete book to take an average performer to the next level. The Perfect Close. -A A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. You can find it on Amazon. Do you have a Plan?-A Books

More Sales Less Time

Your Sales Management Guru

It’s a fun read with a lot of worthwhile content. 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. Find it on Amazon, go to: www.JillKonratah.com a great site for content. 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? In the end, time is everyone’s most valuable asset. Make it Easier.

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital. Your sales team’s prospecting activities (emails, phone calls) should leverage this content and assist in identifying the issues and required capabilities. Three Magic Questions a Sales Manager Must Know. Why now? Why with us? Why do anything?

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Steady —Usually amiable, supportive and relaxed, steady individuals appear contented, even laid back. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Arthur Rock, Harvard Business Review, 1987. Define the Ideal Profile.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

So, you start using social media and work on creating a following by sharing content. You start creating all sorts of downloadable content – eBooks, white papers, checklists and Infographics. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. I think you will find this interesting. You host and/or participate in webinars and online chats.

EDGY Conversations

Your Sales Management Guru

Just skimming the table of contents you will see why you need to buy this book: 1. EDGY Conversations. How Ordinary People can Achieve Outrageous Success. A book review. This week’s blog covers an interesting new book written by Dan Waldschmidt, I found that the book certainly has a message that everyone needs to hear! These stories support his thinking and his life style. Extreme Behavior.

The Soft Edge; where great companies find success

Your Sales Management Guru

When I packed my book, I did not know the contents of the chapters of this book, it was a total coincidence. The Soft Edge. Where Great Companies Find Lasting Success. This week’s blog is a book review, The Soft Edge by Rich Karlgaard, published by Jossey-Bass. The hard edge is the traditional operations, ratios, measurements and systems of running any effective organization. Trust. Teams.

B2B Marketing Trends for 2016

They expect content to be relevant, easy to find, and mobile- friendly. B2B marketers are expected to use that data, in combination with new tools for content. relevant and carefully targeted) content. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. C – Create Compelling Content.

Selling Above and Below the Line

Your Sales Management Guru

Have each of your salespeople read one chapter a week and discuss the content during your weekly sales meeting.). Selling Above and Below the Line. You need this book! This week’s blog is another book review and it’s a terrific read. The book is titled: Selling Above and Below the Line by Skip Miller, published by AMACOM. Understanding the ATL Energy. Sharpen Your Business Acumen. Books

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Important Grammar in Business Presentations

Your Sales Management Guru

No matter how strong the content being presented, if it’s littered with grammatical or spelling errors, it will come off as amateurish and unprofessional. A new day gives you a truly fresh perspective on not only grammar and spelling, but content. Just How Important Is Proper Grammar When it Comes to Business Presentations? Hope you enjoy! They’re judging you. Always Revise.

Sales Management: Taking Smart Risks

Your Sales Management Guru

I also liked the fact that each chapter included “Summary Notes’, they were a great addition to re-capture the contents. His 13 endorsements should speak to the quality of the content: published by McGraw Hill: Taking Smart Risks by Doug Sundheim. Sales Management: Taking Smart Risks. How Sharp Leaders WIN When Stakes are High. 2. Small business owner. Books

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Programs to Increase Your Professionalism

Your Sales Management Guru

This session will: • Review the importance of forecasting tools, their design, how effective sales managers use them to ensure monthly revenues are attained and appropriate content. . Programs to Increase Your Professionalism. This is one of 10 Sales Management Training programs from Top Sales Management: read below. Learn to build predictable revenue. REGISTER: [link]. 3f4qb8v9ge.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

And content fuels it all Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation.

Managing A Sales Manager

Your Sales Management Guru

The purpose of this document is to describe in the simplistic terms possible the specific deliverable content for both parties to review and discuss the 60 day plans of the sales and marketing organization. Managing a Sales Manager . I hope this assists everyone in creating better dialogue, better understanding between peers and more importantly better execution. . Sales Metrics.

Your 2012 Sales Plan

Your Sales Management Guru

Topics: Table of Contents for the Section. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan. facing in 2012? • What assumptions are you making about the market in 2012? • What assumptions did you make about your. offerings in 2011? Still true? • What assumptions did you make about your company. Execute.

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Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

If you have a tele-sales team the content in the book should be included in your on-going sales training program, use our book-club idea where each week, each chapter is discussed at your weekly sales meeting and the techniques and scripts can be tailored to your product/services. Sales Managers: Does Your Team Know How to Prospect? Does that sound familiar? Selling Entirely Over the Phone.

Life Enrichment: what does it mean?

Your Sales Management Guru

Expanding Ones Contentment. Life Enrichment: what does it mean? Several weeks ago I wrote a blog on “Life Enrichment is Yours?” I received a variety of comments regarding the topic, one however was quite interesting. The first question is how did the words come about? hoping they would then ask me to give them the 10 minute version ?) If you have not watched the video’s on my website-enjoy!

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

HowTo Deliver a TED Talk

Your Sales Management Guru

Content ; in this section he provides the structure of the talk: examples. You will learn how they built their content and created their top performing programs-seeing actual speaker worksheets and outlines was a very important element in connecting the dots. How to Deliver a TED Talk. Secrets of the World’s Most Inspiring Presentations. o Choosing an Idea. o Organizing Your Talk.

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A Missed Week, but alot to cover…on Sales Leadership

Your Sales Management Guru

Compelling Content-how to write effectively. A Missed Week-But A lot to Cover. For the first time since I started my blog-I missed a week! It has been a busy time, last week I flew into Toronto on Sunday to speak at the weeklong Microsoft Worldwide Partner Conference/WPC and after delayed flights, lost luggage and a jammed week of meetings, programs and events; I simply couldn’t get to it. I apologize to my many frequent readers. Each of the members spoke about: The components of a Marketing Plan. List Management Strategy. Partner Marketing Execution. Over 250 people participated. .

Guest Post: Managing Salespeople: Compensation Survey!

Your Sales Management Guru

She is a web content writer for Business.com Media, Inc. Guest Posts for Your Sales Management Guru. Ken: We have two posts today, first How to Manage Manipulative Sales Employees and a BONUS Sales Compensation Survey to help you plan. How to Manage Manipulative Sales Employees. Employees come in all shapes, sizes and backgrounds. There is rarely smooth sailing in sales. Plan Ahead.

Are You Ready for 2015 Business Planning?

Your Sales Management Guru

The content of the webcast was based upon our ESTEEM Formula, a format we use to work our clients through a process to build their business plans. Are You Ready for 2015 Business Planning ? Last week I did a web cast for a vendor that was designed for their channel resellers. The program was an effort by the vendor to increase the professionalism and productivity of their partners. link].

B2B Marketing Trends for 2016

They expect content to be relevant, easy to find, and mobile- friendly. B2B marketers are expected to use that data, in combination with new tools for content. relevant and carefully targeted) content. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. C – Create Compelling Content.

Slammed!!! The first time sales manager

Your Sales Management Guru

There are four Sections in the book and 57 chapters, be prepared for a ton of content and idea’s that have faced me over the 20+ years of sales leadership challenges. Slammed!!! The First Time Sales Manager. I can remember…those first 6 months as a new sales manager was a challenge! The company was swimming in issues and I felt like I was changing tires on my car at 60 mph. All Free.

Putting for Par’s: Are you practicing properly?

Your Sales Management Guru

For some reason they could not find 2 hours over six weeks to read 15 pages of content. Sales Leadership: Are you practicing properly? Putting for Par’s. I happen to be in Florida this weekend, taking a few days off to visit relatives, play golf and enjoy the weather. We played 36 holes the past two days, my first real golf of the season so before we came down from Knoxville I went to the driving range at home and hit two buckets of balls to attempt to regain some form of respectability. What are you doing to increase your professional skill levels? www.AcumenManagement.com.

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Corporate Entrepreneurship: Good for Small & Large Business

Your Sales Management Guru

While the book is aimed at corporate America, as I read through the content I easily saw the importance of the book for small business. I found the content straight forward, easy to read, with great examples from organizations like Apple. Corporate Entrepreneurship : Good for both small and large business. Over twenty years ago I was working for a small business in Minneapolis, during that period of time I had an idea for a business that was related but not directly aligned with the small business’s main focus-selling software and computers to small business.

Sales Leadership: Work Out Time

Your Sales Management Guru

Here’s what they have to say: “ Great content, energetic delivery, high value”. Your Sales Leadership Workout. May 9 & 10, 2012. Atlanta, GA. A Proven Regimen for Getting. Your Sales Organization in Shape . Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. Informative, educational, spot-on”. Information and tools you can put to use immediately”. Outstanding, just what I needed”. Inspiring”. Intense ”. 1125 Sanctuary Pkwy.,

B2B Marketing Trends for 2016

They expect content to be relevant, easy to find, and mobile- friendly. B2B marketers are expected to use that data, in combination with new tools for content. relevant and carefully targeted) content. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. C – Create Compelling Content.

Sales Leadership Workout! Dec 8th

Your Sales Management Guru

Here’s what they have to say about the event: “Great Content, Energetic Deliver, High Value.” “Outstanding, just what I needed.”. Is your organization and your sales team suffering from: Puny Revenues? Weak Results? It’s Time for a Sales Leadership Workout! Day Regimen for Getting. Your Sales Organization in Shape for 2011. Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team. Learn how other top performing sales leaders have muscled up their teams to pump up predictable revenues. Creating a self managed sales team.

Know Your Competition-Sales Management

Your Sales Management Guru

This ensures the content is what you want and that the salesperson has done the proper research. Strategic sales managers know they must be creative when it comes to developing a sales strategy. With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity. . One component in sales team training is to perform a semiannual competitive assessment. Certainly, this number can vary. Step 2: Depending on the number of salespeople, we assign each competitor to one or more salespeople.

Planning Your Sales Training

Your Sales Management Guru

The important aspect to remember is for the sales managers to “Inspect what you expect”… meaning prior to your salesperson’s training event you must review their content and knowledge. Planning Your Sales Training. In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. With our consulting clients we recommend that sales managers must plan their sales training meetings 90 day in advance.

Sales Puny? Need a Workout?

Your Sales Management Guru

Here’s what they have to say about the event: “Great Content, Energetic Deliver, High Value.” “Outstanding, just what I needed.” Is your organization and your sales team suffering from: Puny Revenues? Weak Results? It Maybe Time for a Sales Leadership Workout! A one & 1/2 Day Regimen for Getting Your Sales Organization in Shape . Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team. Learn how other top performing sales leaders have muscled up their teams to pump up predictable revenues. value). value).

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

Changes in Sales & Sales Mgmt? What do you think?

Your Sales Management Guru

Sales management must recognize this and ensure their sales process mapping and training includes content on 2.0 Changes in Selling or Sales management? Living in the Southeast where football is a lifestyle, the radio sports talk shows and the newspapers sports pages are covered with discussions regarding the changing PAC 10, Big 12 and even Nebraska going to the Big 10 and the potential impact on the SEC. The changes that could occur impact TV, basketball and all non-revenue sports and as expected-there are opinions on all three sides of each issue. experience. Sales 2.0”

Sales Leadership, Marketing and Social Media

Your Sales Management Guru

Topic Hubs are sites that aggregates content from a variety of sources, organizes that content around keywords in the topic domain, and supports both manual and social curation of that content. The goals of the B2B Marketing Zone are: Collect High Quality Content -. Help Surface Content that Might Not be Found –. Webbiquity: 1) The fusion of SEO, search marketing, social media, reputation management, content marketing and interactive PR. Sales Leadership, Marketing and Social Media . Using social media? link]. Webbiquity. link].

When Plagiarism is NOT Flattering

Your Sales Management Guru

His subject matter is important to us all, I know, I have actually attended a conference and heard other speakers using my content and PPT slides that resemble mine. When Plagiarism Is NOT Flattering. The following blog is from a friend of my from TOP Sales Experts, a group of International consultants in Sales and Sales Management. The internet can be so easy to simply &# copy&# and use others expertise. Ken Thoreson. Ken@AcumenMgmt.com. . I would like to introduce you to Michael J. Roman – Michael who? Exactly. You can read more here. Roman. All rights reserved. Roman.

Sales and Social Media-3 Keys

Your Sales Management Guru

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. Social media may have even more value in sales than in marketing, as marketers still generally deal with prospects in groups, while sales professionals deal with them as individuals—which is where the social media rubber really hits the road. Stay current on what your company is doing with social media. Use LinkedIn.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust