Your Sales Management Guru

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The 4 Levels of Sales Intelligence

Your Sales Management Guru

He is a Sales Acceleration specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying a more effective organizational design.

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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? Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017.

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The Perfect Close

Your Sales Management Guru

The Perfect Close. -A A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library.

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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? Knowing their customers will help you sell them.

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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

3 Secrets to Success from John Wooden

Your Sales Management Guru

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. Three Secrets to Success from John Wooden. .

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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year?

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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.

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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?

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B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B marketers will see how sales people can help. B2B Marketing.

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. Recognizing signs of impatience will help. Put a Little Personality into Selling.

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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 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.

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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! Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.

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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 If you had it to do over again; what would you do differently-if anything?

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B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B marketers will see how sales people can help. B2B Marketing.

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.

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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 !

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Hire High Performance Sales Teams # 2

Your Sales Management Guru

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.

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7 Steps to Success for Sales Managers

Your Sales Management Guru

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 A book review-.

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B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B marketers will see how sales people can help. B2B Marketing.

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 : . 11 Actions Sales Management Must Take Now!

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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.

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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.

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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. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.

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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.

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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.

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It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Your Sales Management Guru

While I can’t get into a complete recruiting, interviewing and hiring process in this blog, building a recruiting machine with a defined interviewing process will help you take the emotion out of hiring and help you select the winners required to make your organization a “super team”. It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson. After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week!

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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.

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Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

Vow to help someone else have a better life. Recently because of two boy hood friends and their current professional lives, I was in a position to help a younger women move forward in her life with a goal of impacting five new lives. Life Enrichment: Why 2017 Can Be Your Best Year Ever!

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Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

If you want a sample Excel spreadsheet to help you track these individuals send me an email. If you want help with your sales career, you must be willing to help others. Increasing Your Reach and Your Income.

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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. A book review.

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Life Enrichment: Be a Top Performer

Your Sales Management Guru

The Difference Between Average and Top Performers.

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Creativity for Sales Leaders

Your Sales Management Guru

Make sure there is emotion, this helps stimulate the brain. Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative.

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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.

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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.

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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.

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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. Enhancing Your EXECUTIVE EDGE. How to Develop the Skills to Lead and Succeed. It’s time for another book review!

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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. Can an existing client, vendor contact, or strategic partner help create credibility with prospects? ” I suggest that you develop a similar slogan to help you close out 2016 with a strong finish and begin 2017 with consistent sales results.

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Selling to the Point

Your Sales Management Guru

A 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-.

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