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. MORE >>

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. 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?) Dollar value of pipeline ratio to future monthly quotas. MORE >>

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. MORE >>

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”. MORE >>

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. MORE >>