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. 5. 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. 7.

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?”.

Emotional Sales Leadership

Your Sales Management Guru

In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. So what specifically can any leader do to create Emotional Leadership?

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

You generated some wicked cool buzz at your exhibit. Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  Shame. Really? link].

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. in CMI’s recent survey: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY14 LEAD GENERATION Through the use of marketing automa- tion software such as Marketo and Sales- force, one can easily track and attribute. how content marketing helps generate. their content marketing efforts—generate. All rights reserved.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)  and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. Should Salespeople Prospect Anymore? First, it depends.

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. Finding prospects and nurturing them into leads is an integral part of any sales cycle. How many attended?

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.  .

Hire High Performance Sales Teams # 2

Your Sales Management Guru

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. Why so few?

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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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. 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. Second: Develop a plan of attack. 

Staffing and Launching Your Content Marketing Program

all generated over 1,000 readers and 3,000 atten- tion minutes, just like they do every month. generates about 150 views on the first day, and about. post still generates about 18 views per day. stories generating traffic, which results in compounding. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY31 Whose job is it to generate story ideas? All rights reserved.

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 Did I mention the potential of rain? Do you have a plan? If you lose a salesperson.

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. styles of leadership.

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 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.

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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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Content Methodology: A Best Practices Report

generation Lead generation: Create. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV. Components of a Content Methodology V.

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. Just like my lawn…. There is work to be done.  I am sure after this afternoon when I hope to mow that the results of a fresh cut will level off the growth, the leaves will be mulched and generally it begin to represent a well groomed lawn. 

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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. ” Got the idea?

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. In the traditional sense of a new product introduction, social media is moving through various stages. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link]. This is exactly what I believe is the direction we will move. Let know your thoughts?

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.  . i.e.  Account Plans, Training Schedules and Salesperson Business Planning, etc. Structure vs creativity/flexibility? In the book the author describes how both the German’s and French began planning for WWI in 1870. Sales Management Tool Kit or the Acumen Project.

Content Marketing Playbook: Strategy and Roadmap

Our blog generated 2 million views. essential to Moz, a company that generates all of their. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Back at GE and in. emerge.

Managing A Sales Manager

Your Sales Management Guru

The Sales Manager will mark each area RED , YELLOW or GREEN based upon their perception of the situation.  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  . Acumen Management Group  . Discipline, Accountability and Control. Sales Management Reporting  .

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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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.” . To request an advance copy, email ken@acumentmgmt.com. About Ken Thoreson. Ken Thoreson, Acumen Management Group, Ltd.

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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Content Marketing 2016: Staffing, Measurement, and Effectiveness

OF IMPORTANCE TO YOUR COMPANY By average By first place votes 1 2 3 4 5 6 7 8 LEAD GENERATION (7.5/150) ENGAGEMENT RATE (7.2) 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. But brands.

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. Books

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.

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.

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.  .

What is Predictive Marketing?

Predictive marketing = predictive demand generation + predictive scoring

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. 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?

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.

Sprint to the Finish–It’s that time of the year…

Your Sales Management Guru

Think about 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…  . An upcoming election. Roller-coaster days on Wall Street. Middle East issues,  Budgets being cut. There are many distractions. With that economic domino effect affecting us all as 2012 begins to wind down, ending the year on a high note will be more challenging than ever. Stay optimistic. Work harder. Plot-closing strategies.

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”.

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.

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?) Beyond the Basics. Cost per lead, by source.

Align Sales Compensation with Your Goals

Your Sales Management Guru

These plans are generally based on invoice, product or monthly averages of margin generation. Align Sales Compensation with Your Goals. compensation plan that works. Note: This weeks blog is a excerpt from my new book: “Creating High Performance Sales Teams” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. No matter which approach you use, success depends on awareness. Sizing It Up.

Plan 12

Top 50 Sales & Marketing Influencers for 2012

Your Sales Management Guru

He is a recognized expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training. Top Sales Magazine Names Consultant to Cisco and Microsoft Partner Programs a Top 50 Sales/Marketing Influencer.  **revised Posting. KNOXVILLE , Tenn., The magazine describes this elite group as “resources that can assist companies in becoming the best that they can possibly be.” Full details appear in this month’s downloadable Top Sales magazine. One of our premier partners, Dynetics, told us, ‘Ken’s coaching was excellent.

Sales Leadership: Be Prepared!

Your Sales Management Guru

We also discussed the actions that had to be done outside the home during the short breaks between the four storms that hit us that evening, I was watching live radar and she was working the various issues; positioning the generator if we lost power, cleaning the drains that kept being blocked with leaves, sticks and grass and protecting portions of the house from raising water. Sales Leadership; Be  Prepared. In the end, it all worked, thank fully.  Sales leaders face challenges every day and being prepared as much as you can be is critical success factor/CSF. link].

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.

Top 50 Sales & Marketing Influencers for 2012

Your Sales Management Guru

He is a recognized expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training. Top Sales Magazine Names Consultant to Cisco and Microsoft Partner Programs a Top 50 Sales/Marketing Influencer. this is a press release we just sent out). KNOXVILLE , Tenn., The magazine describes this elite group as “resources that can assist companies in becoming the best that they can possibly be.” Full details appear in this month’s downloadable Top Sales magazine. About Ken Thoreson.