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Sales Compensation Planning for 2017

Your Sales Management Guru

Each answer will help you design a compensation plan tailored to your company’s specific needs. Creating a Sales Compensation Plan for 2017. 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.

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Sales Management End of Year Checklist

Your Sales Management Guru

Do I have to alter the sales compensation plan to help achieve the new goals? Watch a video on recruiting and interviewing to help improve your organization. ?       If you are hiring, then you must tighten up your new hire on-boarding process , this must be a priority for any sales organization, you can find a template on our Sales Managers Tool Kit. Have fun and go sell something!

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The Perfect Close

Your Sales Management Guru

especially enjoyed how James takes the reader from sharing  information on his personal sales background (helps everyone relate to the challenges in selling)  to  research on High Value Selling vs Lower Value Selling and how the closing process and the sales process must change with high value offerings with levels of success up to 42%. The Perfect Close. -A book review-. Do you have a Plan?-A

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

They teach salespeople to explain how, “your product or service”,  can help achieve key business goals. Top performers focus on helping buyers achieve their business goals. Are you helping or just selling? 4. Knowing their customers will help you sell them. 6. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. Listen. Tell the truth.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

There is no other tool in sales that will deliver better results, fill your pipe faster, and help you cover more ground in less time than the phone. 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. Books

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

In chapter 17, Change Management: Building Consensus to Help Others Change, you’ll learn how to manage all of the stakeholder relationships necessary to overcome the status quo. 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. Books

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Here are a few tips to help increase your odds of selecting the right candidate for the job and building a winning sales team. Do you have the time and energy to help coach this candidate to success? Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). Listen, instead of talk.

Put a Little Personality into Selling

Your Sales Management Guru

Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase your sales volume and improve your velocity. 1. Recognizing signs of impatience will help. Create a sense of urgency and help the persuader to buy, but don’t make the close too obvious. Put a Little Personality into Selling.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

Sales Management: What is your goal–today?

Your Sales Management Guru

What I like to do with our clients is to help them build a mentality of execution-getting something done!  I will frequently send a quick email to a variety of past and current clients asking them What is your Sales Management Goal-Today?   The purpose is simply to reinforce the aspect of thinking about what “I” need to do today to achieve a higher level of performance from my team. Sales Management: What is your goal—today?  . It is because of these numerous aspects that many sales managers get distracted or lose focus. Download it and compare it your list. How about you?

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Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations. So what specifically can any leader do to create Emotional Leadership? HINT: Run an annual sales trip contest.

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If you had it to do over again?

Your Sales Management Guru

Self Help for Salespeople. This helps everyone see where they are in the professional/personal continuum.  (If you want copy of this assessment send me an email:  Ken@AcumenMgmt.com ). If you had it to do over again; what would you do differently-if anything? Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism.

7 Steps to Success for Sales Managers

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Again he takes a step by step approach to help the reader understand the issues as well as the specifics on how to-do each action: Give Control to Get Control. 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. Hire for Traits, not Skills.

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

Instead, I leverage a different strategy (and help my clients with it): leveraging one of the hottest media tactics around: podcasting. Trade Shows Can Work-new idea ! The blog below is Todd’s.  I hope you enjoy!  Shame. They are wasting time, space, and money. I get the fact that you need people to man the exhibit and walk people through a product demo and answer questions. Really? Simple.

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

Hire High Performance Sales Teams # 2

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Most entrepreneurs have no problem coming up with a good strategy, but they usually need all the help they can get in developing and implementing the tactics that will make them successful in the long run.”. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Why so few?

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

The following tactical program features 11 key sales and marketing management actions that will help your sales management approach take advantage of the opportunity of a lifetime during the lifetime of this opportunity :  . If your #1 choices for partners aren’t interested, pursue #2 choices with the argument that you can help make them #1. 11 Actions Sales Management Must Take Now!

Build Predictable Revenue

Your Sales Management Guru

In addition, such a tool helps a salesperson and sales manager, who are looking at planned activities far enough ahead, to ensure that consistent activities are in place to build pipeline values that will provide enough prospect opportunity to exceed individual quotas or personal goals. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! Planning. The Plan.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

One of the best ways to help B and C performers improve is to write out a prescriptive sales process. 7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. Additional products and services cropped up.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Advanced filtering delivers just the leads that sales reps have mutual connections into, which helps turn cold calls into warm introductions. Measuring the total NEW pipeline revenue will help you determine if you are building enough pipeline to justify the effort you are putting into prospecting. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

As a key manager, this is an opportunity to help the company and your team. Better product/services released quicker helps everyone. Why product managers and salespeople should be friends. 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. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

One of the best ways to help B and C performers improve is to write out a prescriptive sales process. 7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. Acumen Management Group Ltd. HQNHTN8GWN7Q.

Know When to Say When

Your Sales Management Guru

Giving a prospect an easy way to say “no” can help you qualify a deal quicker and move onto other more lucrative opportunities. Salespeople: Know When to Say When.   Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies. There are many skills a salesperson  needs to perfect to become a legendary seller.  Deals we lost? Or can they?

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

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

Your Sales Management Guru

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Here are 5 sales strategies to help you stay out in front as you approach the 2016 finish line: Count the days.  In the same way that consumers track holiday shopping days, know how long you’ve got left to sell this year.  Can an existing client, vendor contact, or strategic partner help create credibility with prospects? Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Middle East issues. 

EDGY Conversations

Your Sales Management Guru

As I read the book, I felt almost a poetic rhythm as his sentence structure is short, spacing open and many red bullets to help stamp in your mind the points Dan is making. EDGY Conversations. How Ordinary People can Achieve Outrageous Success. book review. Dan’s book makes a similar point but his style and stories make this book an unusual but powerful read. Extreme Behavior. 2. 3f4qb8v9ge.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

These people are individuals that can influence decisions; they differ based upon your product/service but could be: Commercial Bankers, Architect’s, CPA’s, consultants.  If you want a sample Excel spreadsheet to help you track these individuals send me an email.  2. If you want help with your sales career, you must be willing to help others. What has it lead to? 

Life Enrichment: Be a Top Performer

Your Sales Management Guru

The Difference Between Average and Top Performers. In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though a variety of ideas I realized it maybe a common concept that ALL sales leaders must reinforce to their teams. What do you need to create this environment? Kens latest book: Slammed!,

Creativity for Sales Leaders

Your Sales Management Guru

Make sure there is emotion, this helps stimulate the brain. 3. Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. In many of my keynote programs I discuss creativity and the need to ‘break out and grow” as you build a “Gourmet Life”-the great news is that you can develop your ability to be creative. Another example is J.R.R.

The Soft Edge; where great companies find success

Your Sales Management Guru

During my speech I picked up the book, quoted from it to help me drive home my points!  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. Rich then moves on to describing what he means is the Soft Edge; “The Expression of Your Deepest Values”, it is made of 5 components as well. Trust.

Smart Salespeople: Power Network Map

Your Sales Management Guru

This kind of smart work will help you target sell more effectively, reduce your wasted telephone prospecting time, increase your odds to develop new account relationships and open the doors to exceed your 2014-15 quotas. Smarter Salespeople: Power Network Map. This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Smooth move.

Selling to the Point

Your Sales Management Guru

salesperson’s job is to help his or her customer make a better buying decision. He even helped the CFO understand selling by helping to fix the CFO’s daughters  softball team’s top pitcher!  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?  Acumen book club). Book

The Opposite Side of the Interview Table

Your Sales Management Guru

Will that person help me develop my skills and career? The Opposite Side of the Job Interview Table. Tips to Consider when considering a new Job/Employer. Recently a received a call from a former client, he wanted to discuss the potential of considering another opportunity. This check list is designed to ensure the interviewee does the due diligence that is necessary for success. Or Leave?

When are Sales Won or Lost?

Your Sales Management Guru

If the prospect did not have a clear decision process (true in many cases) how did the sales person help them to understand why they should have one and what it should include. How did the sales person/company help the prospect with their internal selling challenges? When are Sales Won or Lost? notable function a sales manager must master is understanding why sales are won or lost.

Enhancing Your Executive Edge

Your Sales Management Guru

In addition throughout the book they offer strategies to help the executive handle various situations, for example: Strategies for Not Being and Looking Arrogant. One of the aspects that I always stress with my clients is to build “business Eco-System Partners”, or a network of people that can help you grow your business as well as your personal level of professionalism. Books

What Happened at the End of the Workshop?

Your Sales Management Guru

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 can also use the best stories to recruit top performers and help orient new employees. What Happened at the End of the Sales Leadership Training Workshop? Recruiting and hiring sales teams.

Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

Ok, my list is done, what are your idea’s to help everyone win! Quick Idea’s to Hit 4 th Quarter Goals. Let’s make this interactive, I will start the list and then it is your job to add to it, let’s all work together to increase each other’s success during the last few months of 2013!  Increase your tempo. 3)       Use a formal check list on all qualifier questions you use, to ensure there are no surprises. Just last evening at 8pm, I was assisting a client with a PPT program for today’s key demonstration meeting. What can I do to get an order today?” create a poster to keep the focus.

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. Understanding the Value of Information. Guest Blog: . It is also important to understand a company’s corporate culture.