Your Sales Management Guru

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Perhaps this project is critical to retain a key customer, or comply with upcoming regulations. Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. Why now? Why with us? Why do anything? Any person and organization has a myriad of priorities. Why now? Why with us? Summary.

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. Most sales training courses emphasize the importance of addressing the customer’s needs. Know the customer’s business. Stay abreast of developments in your customers’ worlds. Listen. Tell the truth.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The objective of this meeting is actually made up of many sub-steps.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Referral: the salesperson should ask their customers for referrals twice a year. Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process?

Content Methodology: A Best Practices Report

for customer service. Customer service teams are the experts on customer pain points. president of global creative and content marketing. “It’s customer-first thinking. A lot. Business Goal Content Objectives KPIs Customer. customers Customer service • Number of service issues resolved using. become customers. Content. Methodology: A Best.

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. Second, create a customer focus group and ask them how to best serve them and what they are looking for in a relationship. Take Action.

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. They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. What the PM may learn through the sales team is for the customer to really benefit, they must purchase another offering as well – and that is a turnoff. Customers. Why product managers and salespeople should be friends. Herein lies the opportunity. What’s next?

Build Predictable Revenue

Your Sales Management Guru

Rather than simply “getting together”, use these sessions to bring in customers to tell of your success stories, speakers to work on team concepts or industry awareness programs. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! But one area where additional improvements still can be made is the sales organization. Planning. existing clients or new clients.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Change your sales process to stand out, be different and do something to make the customer remember you. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter. 7 Benefits of a Prescriptive Sales Process. Additional products and services cropped up.

Evangelizing a Content Marketing Program

percent of American pay TV custom- ers overall, including the 25–34 demographic. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. CUSTOMER RETENTION & LOYALTY The “always-on sales funnel” is a mod- ern marketing cliché for a reason. customer. All rights reserved. Introduction 4 II. Why This Guide 6 III. Instead, most.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Take the number of leads that converted to customers divided by the total number of new leads from the event. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting.

If you had it to do over again?

Your Sales Management Guru

Consequently the objective for the manager is to drive into the salesperson to ask themselves after every sales call or customer interaction:  if I had it to do over again, what would I do differently-if anything? If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Have you? Its purpose? These are the keys to building predictable revenue.

What is all this talk about added value?

Your Sales Management Guru

We suggest group meetings with a variety of employees, customer focus groups and brainstorming sessions during this phase. What is All This Talk about Added Value? mind is like an umbrella, it must be opened to work…. Many organizations express their value on their website or marketing brochures, but fail in this important step of proof. There are three steps to adding val u e.

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That adds net new customers to your base. To say thank you to your existing customer base. Sales Management Thought Leadership:  efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility. Boom’s Day” the largest fireworks display in the U.S Did I mention the potential of rain?

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

First: if you have not performed an A, B, C analysis of your customer base do it.  Essentially this entails analyzing your customers over three years as to the total revenue or margin they would have generated for you. Based upon the size of your customer base, break out your A’s and B’s into equal groups of a certain number and assign them to the sales team or key individuals.

Study: How Much of Your Content Marketing Is Effective?

And instead of relying on disruptive banner ads, brands are start- ing to get smart about targeting customers with original content. their most important marketing goal, lifetime customer value and. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. content.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Change your sales process to stand out, be different and do something to make the customer remember you. 7.       We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter. 7 Benefits of a Prescriptive Sales Process. Acumen Management Group Ltd. HQNHTN8GWN7Q.

Know When to Say When

Your Sales Management Guru

If you have done your research and talked through solutions with your customer, then you should have a pretty good plan hammered out on how to sell them what they need.  However, when too much energy is focused on a deal that barely closes, how secure is that sale, how happy is that customer, and how many solid deals did you lose in the mean time? Bite your tongue and stop selling.

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

Scheduling multiple people from my client’s office and the customers became a challenge to arrange.  Sales Leadership: Don’t over complicate it…. Last week I almost lost it.  While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working. The result?

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Selling to the Point

Your Sales Management Guru

salesperson’s job is to help his or her customer make a better buying decision. The less a salesperson’s persuasion was involved in a buying decisions, the more internalized that customers buying decision will be. Selling to the Point.   – a book review-. This book should be scheduled for your next Acumen Sales Book Club. What’s the magic learning points of this book?  Books

Content Marketing Playbook: Strategy and Roadmap

customers to reimagine GE on the cutting edge, which. they end up becoming customers of Moz, that’s great, too, but that’s a side benefit. list that could include: its own investment trends data, data and queries gathered at its customer call center, the expertise of its financial advisors and other internal. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. 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. This book will lift the performance of everyone on your team. Book

The Soft Edge; where great companies find success

Your Sales Management Guru

Story: The point the author makes in this chapter is the power of having a corporate story (s), and the need to craft, share and create stories for both employees, customers and prospects. 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. Trust. Smarts. Teams. Taste. Story. Books

Do You Know Your A, B, C’s?

Your Sales Management Guru

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. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period.  Third, you look at your C customers and perform a Life-Time Value Calculation. Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability. This exercise can be valuable for many reasons that impact sales, marketing and operations. 

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Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

The ever-pressing need to serve customers and clients well and to work smoothly and creatively with an ever more diverse range of people makes the ability to empathize all the more essential. He is the Senior Partner of Jonathan Farrington & Associates , and CEO of Top Sales World , based in London & Paris. Those who cannot - or will not - change are withering.

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Content Marketing 2016: Staffing, Measurement, and Effectiveness

platforms, and customer relationship management. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But brands.

Do you Dominate the Conversation?

Your Sales Management Guru

true sales professional understands what my late father liked to point out—there’s a good reason we have two ears and only one mouth; he wants to get the other guy talking, so he can ascertain the information necessary to serve the prospect/customer. Do You Totally Dominate the Conversation? Ken Thoreson. Really, I couldn’t complete a thought without getting interrupted.

What Happened at the End of the Workshop?

Your Sales Management Guru

To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from your vendors. You might also invite customers to share their experiences at some of your monthly meetings. Recruiting and hiring sales teams.

The Ultimate Sales Strategy

Your Sales Management Guru

The salesperson must   now speak to ‘ how the benefits”  of the solution will impact the prospect’s business PLUS how the prospect will leverage those benefits to gain a competitive advantage; drive increased levels of sales, improve operational efficiency, impact customer responsiveness or improve market share. The Ultimate Sales Strategy. just had to share it with my many readers.

Super Teams, a book review

Your Sales Management Guru

The super team is defined as: A SuperTeam is a team that consistently delivers a superior performance relative to customer expectations. Super Teams. Using the Principles of RESPECT to Unleash Explosive Business Performance. Written by Paul Marciano & Clinton Wingrove. Published by McGraw Hill. For a management book, this is an excellent page turner. What is a Super Team. 2. Empowerment.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Understanding the Value of Information

Your Sales Management Guru

For example, if you are looking for reliable sales data, sources such as Corporate Affiliations can help you learn more about your customer base as well as learn about new sales prospects and leads to nurture by utilizing their eBook on companies in the northeast. Use the information you have discovered to your advantage when meeting with a potential customer. Guest Blog: .

Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

If you want my “ Magic List ” of questions, send me an email: Ken@AcumenMgmt.com. 4)       Hold a sales training session on Negotiating in October! 5)       Increase your relationship contacts; make sure your Executives are involved in a prospect meeting, lunch, breakfast or phone call with your prospects Executives. 6)       Use your customer base for site visits, referrals or even arrange a conference call with your prospects. 7)       Rehearse key presentations. Quick Idea’s to Hit 4 th Quarter Goals. What can I do to get an order today?” create a poster to keep the focus.

The Renaissance Society

Your Sales Management Guru

The Renaissance Society. How the shift from dream society to the age of individual control will change the way you do business. I had the opportunity to read this book during a long flight to the West Coast, written by Rolf Jensen and Mika Aaltonen and published by McGraw-Hill I was expecting a futuristic perspective on how our society will evolve, this book delivered much more. What is working?

Building a High Performance Culture

Your Sales Management Guru

Others can be scheduled as needed to help launch new products or services, promote new releases or upgrades or tie into your customers’ larger campaigns. Consider adding a cash      bounty for each additional new seat, new customer, or revenue sold beyond      a certain target value. Improving customer service. Periodically survey your      entire customer base.

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B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Sales Compensation Planning for 2016

Your Sales Management Guru

Will there be special bonuses for reaching certain objectives such as add X number of Net New Customers. Sales Compensation Planning for 2016. It takes time to get it right. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you.  What sales contests will you run?

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2015 Sales Predictions

Your Sales Management Guru

This has to do with the customers need to quickly take action, their existing knowledge and margin/COS pressures. These Business Guidance recommendations could range from: improving the web site, providing adding customer service training, etc… None of these recommendations are related to additional products/services from the salesperson’s firm. 2015 Sales Predictions.

It’s a Scary World Out There!

Your Sales Management Guru

The issues your team must understand are: operational efficiency, cost containment, customer responsiveness, revenue growth and increase market share. Drive an Increase in Customer Satisfaction and Lower Your Costs” certainly would get the attention of the VP of Marketing or COO. It’s a Scary World Out There. While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. All of these fears impact your planning actions. Wal-Mart for years has pressured vendors for the low cost option.

When are Sales Won or Lost?

Your Sales Management Guru

This is particularly true for newer sales people who do not understand why the prospect needs what they state they need or are incapable of expanding what the customer’s requirements should be. When are Sales Won or Lost? notable function a sales manager must master is understanding why sales are won or lost. WHY is this important to discover?  Let us dig deeper into each of these. Actions.

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B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.