Your Sales Management Guru

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

When prospects see that you’re familiar with their businesses and industries that generates trust and confidence — key ingredients in any successful sales formula. Top performers outdo the competition by personalizing their presentations, showing how their solutions help customers resolve specific business problems, achieve important goals and generate impressive ROI.

July is Sales Leadership Month

Your Sales Management Guru

July works because it tends to be a slower month in most organizations, individuals take vacations and the summer weather makes thinking and planning better as your activity levels peak generating “fresh air” and new thoughts. Did the sales contests generate the expected levels of revenue or generate the excitement you wanted? July is Sales Leadership Month. And what has not?

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Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

It was generated by 19 agents who made 1,311 outbound dials. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! Question: “How do you get a salesperson to stop working?”.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?) 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.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Hire High Performance Sales Teams # 2

Your Sales Management Guru

A highly motivated, successful sales organization is critical to generating revenue and margin growth year after year. 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.

7 Steps to Success for Sales Managers

Your Sales Management Guru

In Chapter Five, the author will open your eyes/brain into the power of generating higher levels of performance by creating: Sales Empowerment: Beginning with Ownership. 7 Steps to Success for Sales Managers. -A A book review-. This emotional connection can only come first when the sales manager is under personal control. Without trust the relationship becomes dysfunctional. Body Language.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Therefore, their perspective must be short-term revenue generation. Failure to plan is the number one obstacle thwarting revenue generation. 11 Actions Sales Management Must Take Now! 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”. Mobilize by motivating. .

Build Predictable Revenue

Your Sales Management Guru

The reason is simple: All organizations, regardless of whether their sales are shrinking or growing, are under pressure to create a sales distribution organization that generates predictable, consistent, profitable results. 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.

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B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Ensure that all leads generated from webinars are associated with this campaign. Here is a link to a report that you can use to determine how you are doing – Lead Generation, Benchmark Report. 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.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Essentially this entails analyzing your customers over three years as to the total revenue or margin they would have generated for you. Exceeding your Summer Quotas. Now is the time to act. 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. Drop those lines.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That generates excitement for your products/services. 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 occurs each Labor Day weekend in Knoxville, TN-so what does that mean? Do you have a plan?

Do You Know Your A, B, C’s?

Your Sales Management Guru

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. This formula is actually good for all clients, but focus on the C’s first, this analysis is run for the past 3 or 5 years showing the total cost to acquire a client, cost to support the client over the 3 or 5 years and the real profit generated by the client. Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability. First, let’s explore the ABC Analysis. How many employees?

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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

Sprint to the Finish-it’s that time of year…

Your Sales Management Guru

Focus on why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Roller-coaster days on Wall Street. Middle East issues. Competitors taking what appears to be drastic measures. There are many distractions. With that economic domino effect affecting us all as 2016 begins to wind down, ending the year on a high note will be more challenging than ever.

Sales Management & The Impact of Social Media

Your Sales Management Guru

These will be highly integrated applications that will easily allow the salesperson to offer the right solutions with an interactive approach, generating huge value to the buyer, rather than simply data sheets or a nice web site.” . Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. In the traditional sense of a new product introduction, social media is moving through various stages.

What Happened at the End of the Workshop?

Your Sales Management Guru

Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. What Happened at the End of the Sales Leadership Training Workshop? At end of the second day I always ask the participants what was the most interesting or important learning take-a-way from the workshop. Recruiting and hiring sales teams. 7 styles of leadership.

Sales Mgmt: Mowing Your Lawn

Your Sales Management Guru

This necessary in order that your summer sales will generate the necessary look and feel that you desired. Sales Management and Mowing Your Lawn. The first quarter is over and sales leaders are capturing forecasts for the next two months and hopefully celebrating the achievement of their first quarter results. Just like my lawn…. There is work to be done. What didn’t work?

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

The 4 Letter Word in Success

Your Sales Management Guru

There maybe exposure to what success “tastes like”, a small dab of emotional success and a will t o have more can be generated. Let me know your thoughts and what has generated your will to win. . The 4 Letter Word in Success. How successful can I really be ? People ask me that all the time, my normal response is: Do you know what it takes? They possessed the will to succeed.

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Partner Hiring and Training

Your Sales Management Guru

How long does the vendor estimate it will take you to begin to generate consistent revenue? Just as the vendor onboarding plan is important; creating an employee onboarding process is the first step to decreasing the time to revenue or productivity generation. Partner Hiring and Training Lessons from Sage Summit. Don’t make that mistake. By Ken Thoreson. 1 job of management.

Top 50 Sales & Marketing Influencers for 2013

Your Sales Management Guru

He is a recognized expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training. Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn., One of the new approaches we’re taking with sales organizations is Business Guidance Selling.” . New tools include a quarterly business review, cross-selling and up-selling plans, and many more. About Ken Thoreson.

Managing A Sales Manager

Your Sales Management Guru

In the future, as additional information is created and reviewed, these rankings will be compared to standards to generate the color dashboard perspective. Managing a Sales Manager . The format can be used for one on one meetings with the President and the Vice President of Sales or when the Sales Manager needs to present to the Board of Directors or at Management Team Meetings.

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

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

2015 Sales Compensation Plans

Your Sales Management Guru

These plans are generally based on invoice, product or monthly averages of margin generation. Creating a Sales Compensation Plans. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse products and services that include: a mix of products and services. Sizing It Up. Sales Compensation

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Your 2012 Sales Plan

Your Sales Management Guru

12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. 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? capability 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. 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. Time Management for Prospecting.

Structure vs Creativity & Flexibilty

Your Sales Management Guru

As Sales Managers we must have plans and tools for growing our organizations and achieving our goals but we must adapt to our changing environments; we lose a salesperson unexpectedly, a major opportunity starts to slide or marketing fails to achieve its lead generation objectives. Structure vs Creativity and Flexibility. . In the blog I also laid out the 10 actions one can take to improve their personal creativity. In other blogs I have also discussed the need for a variety of formal structured systems that are reviewed and executed on a regular cadence. The result? Why?

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

You Don’t Just Hire a Sales Team: you build it

Your Sales Management Guru

Typically, that frustration stems from a culture that blocks sales success via lack of support, poorly designed sales processes and inefficient internal policies that make it difficult to add new clients, generate proposals, process orders or even calculate commissions. You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture. By Ken Thoreson. ” They’re not alone in their concerns. 3f4qb8v9ge. .

Are You Facing Sales Fatigue?

Your Sales Management Guru

Examples include: Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. . Executive Action Plans.

Sales Leadership: a lack of resources may limit success

Your Sales Management Guru

As the water supply dwindles, so will the ability of this man made wonder of the world to generate water and power for the increasing needs of the population. Sales Leadership: A Lack of Resources May Limit Success. Date Line: Las Vegas, Nevada. I have spent the last 3 days/nights in Las Vegas on vacation prior to speaking at a conference this week. During that time I toured few new hotels, saw a show, dined at great restaurants, viewed The Grand Canyon and visited Hoover Dam. If you haven’t been here recently, it’s a great spot to visit and enjoy the area. What do I mean by this?

Marketing can Improve Lead Quality by Owning Qualification: Guest Blog

Your Sales Management Guru

Marketing and Sales have long been at odds over whether it’s better to generate a large volume of leads or if it’s better to generate fewer, higher quality leads. Marketing Can Improve Lead Quality By Owning Telephone Lead Qualification . This guest post is written by Derek Singleton of Software Advice , an online resource that report on technologies, topics and trends in B2B sales and marketing. I read this and thought our readers would want to comment, this is somewhat controversial subject. Let me know your reactions? Ken Thoreson. Here’s why.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Building Belief-a key job of sales management

Your Sales Management Guru

Examples include: Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. Building Belief. This week’s blog is an excerpt from my latest book: Your Sales Management Guru’s Guide to: Leading High Performance Sales Teams. You can purchase the book on Amazon or at [link]. Are your sales inconsistent? Are you losing more opportunities than ever before? Does your sales team seem weak compared to those of your competitors? Salespeople have to be emotionally invested in their work with a burning desire to achieve.

How to Get a Meeting with Anyone

Your Sales Management Guru

Each of the 20 categories provides thought provoking ideas along with a re-examination of what you are currently doing to drive lead generation. Taking this micro-view vs mass marketing can lead to amazing cost/actual high level lead generation results. This book will change your mind, your game plan and generate new levels of sales for your organization. a book review-. Book

Sales Leadership: Creativity is Critical

Your Sales Management Guru

Generating potential solutions (including “wacky” , innovative or probable). Generation a menu of potential strategies. While all of these steps are somewhat fundamental in facilitation, the added elements of stimulation for generation of creative solutions becomes the meat within the book. Sales Leadership: Creativity is Critical. In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face. Discovering the “Magic”.

Sales Leadership and Management in a Recovering Economy

Your Sales Management Guru

We also recommend creating graphs comparing these numbers to dollars booked or margins generated, which can help salespeople see the relationship between indicators and results. Sales Leadership and Management in a Recovering Economy. I am speaking this week in Houston on the title of this blog, it is March 19 th , 2012 and during the past few months the stock market has taken off and the papers shout out about the positive economic indicators that are being recorded: rents are heading up=housing will take off, (a leading indicator?) Average order value. Beyond the Basics.