Your Sales Management Guru

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Serve as an information resource. Consider giving your buyers relevant information from The Wall Street Journal , local business journals,  industry magazines and newsletters. Selling yourself is the first step.

Understanding the Value of Information

Your Sales Management Guru

Understanding the Value of Information. In the movie Wall Street , character Gordon Gekko stresses the value of information and how to get it. There is incredible value in information – the key is how to get it from a reliable source. While it is often easier to find information about public companies, this will help you find information about privately held companies as well.

Why Can’t I get an accurate forecast?

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When you have sufficient data, share this information with the entire team and discuss that you will continue to measure this data and it will be added to your Sales Dashboard-assuming you have one! By tracking this information, your sales team will know that you paying attention to this metric and they will begin to pay attention to the importance of the monthly goal.  In sales management what you pay attention to-on an ongoing basis-will begin to impact what your sales team pays attention to. Why can’t I get an accurate forecast? What’s the action plan? Third, it takes training. 

4 Measures to Find Out if Your Prospecting is Effective

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Sometimes you give away these assets for free, other times, you offer them in exchange for contact information. Make sure that your sales team keeps accurate information in your CRM that includes: Opportunities, revenue value of each new Opportunity created, and if and/or when those opportunities become closed sales. 4 Measures To Find Out If Your Prospecting is Effective. Is it high?

Content Methodology: A Best Practices Report

feedback on its content from financial advisors via surveys that, in turn, inform the. personas already seek information relevant to. and informative content, or utility content—and. 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.

Put a Little Personality into Selling

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Approach a persuader informally — go with a first name, listen for personal information and use it as you work to develop a relationship. Avoid formal visuals and PowerPoint — use handouts with testimonial information that is woven into an unstructured and interesting discussion. Put a Little Personality into Selling. Relationships are not important. Sales Trainin

Hire High Performance Sales Teams # 2

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The following information is used in our online video training course for sales managers:   https://app.wagmob.com/ken/. They are usually conservative, slow to make decisions until they have absorbed all available information, and sticklers for detail. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Arthur Rock, Harvard Business Review, 1987.

Build Predictable Revenue

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While this information is a must for all sales teams, the systems fall short by providing a rear-view mirror methodology to management. 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. Interestingly, I see many VAR organizations that are struggling. Planning. The Plan.

Build 65

When are Sales Won or Lost?

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Again, in many sales cycles the presentation of options to an internal capital approval committee or an informal management group will occur before the final vendor decision. When are Sales Won or Lost? notable function a sales manager must master is understanding why sales are won or lost. WHY is this important to discover?  Let us dig deeper into each of these. Actions. Summary.

What Happened at the End of the Workshop?

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We believe that monthly employee meetings are crucial for keeping everyone engaged and informed. 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. Leading and managing your sales team.

Salespeople: Expand Your Reach and Your Income

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During the program I stated that if successfully implemented the partnering program would bring in the equal of one salesperson’s revenue/quota per year without the cost of hiring another salesperson.  If you would like additional information on this topic send me a request:  Ken@AcumenMgmt.com. Increasing Your Reach and Your  Income. Develop your list of 5 to 10 networking sources.

Content Marketing Playbook: Strategy and Roadmap

of information. The primary source of information is specialized. source of information is specialized investment media and financial. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.

Pick up the DAMN PHONE!

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Using social intelligence salespeople can see the events in people’s lives; they can use that information to make more personal connections.There are over 40 chapters in this book all filled with nuggets for today’s salesperson. For more information from Joanne check out: www.NoMoreColdCalling.com. Pick up the DAMN PHONE! everything has changed (and nothing) has changed.” Books

Do you Dominate the Conversation?

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true sales professional understands what my late father liked to point out—there’s a good reason we have two ears and only one mouth; he wants to get the other guy talking, so he can ascertain the information necessary to serve the prospect/customer. Do You Totally Dominate the Conversation? Ken Thoreson. Really, I couldn’t complete a thought without getting interrupted.

Smart Salespeople: Power Network Map

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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! Now that I have your attention…. During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. Smooth move.

2015 Sales Predictions

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As salespeople face new selling environments, they will have access to instant insights designed to improve their sales skills and strategic information. 2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. Becoming “brilliant in sales execution” during each stage is critical. Power Networking.

Staffing and Launching Your Content Marketing Program

and information. give you information you can’t find anywhere else on the. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY17 This is another step that should be informed by the. INFOGRAPHIC Graphic visual representation of information, data, or. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 3 II. growth.

Leadership and Teamwork – Pull the Oars …

Your Sales Management Guru

Contact us @ www.advantage-performance.net or call Pattie Grimm @ 425.289.6619 for more information on how we can help you, your leaders and teams build your organization’s capacity, capability, commitment which delivers sustainable business results today. Leadership and Teamwork – Pull the Oars … Count the Beats. Another guest blog today, from Patti Grimm.  Great message on working together for everyone’s benefit. People can all be on the same page but be reading different stories. People can be singing from the same sheet of music and still be out of tune with each other.

Partner Hiring and Training

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My program this year is “ Bartender’s Guide to Cloud Profits ”” It’s just one example of information that will be shared during the conference. Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. Don’t make that mistake. By Ken Thoreson. The next piece is ongoing training.

Sales Management & The Impact of Social Media

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The question becomes, where do we go from here now that  social media as we know today has been generally accepted by individuals and corporations, what happens as we move into the Stage 3.   Jay McBain, from Channel Eyes, a social media/network company focused on the IT Channel,  commented that in his research on the topic;  “social would overtake websites as the #1 source of information and online engagement in 2012”. 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.

What Slice of Pizza Do You Need?

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Work on role playing the “discovery” process, the art of asking questions, probing for information and building trust and confidence is critical. What Kind of Pizza Do You Need? It seems every year brings new challenges, yet what I find is successful partners focus on improving certain areas within their business each year. Sell to the business outcomes-not the technology.

Evangelizing a Content Marketing Program

metrics are the core components that inform how you. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 4 II. Why This Guide 6 III. Instead, most.

AGILE Selling

Your Sales Management Guru

You can see from the list the books value and there are a ton more of great reminders, new perspectives and information that makes this book a must read-for the new salesperson and old Pro. AGILE Selling. By Jill Konrath. agree with Jill, this book should be a NY Times best seller. What makes this book worthwhile are the 63 chapters produced in bite site nuggets. Sink into Stories. Books

Thought Leadership Marketing in a Vertical Market

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Begin building a database with information on these prospects.   . Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Plenty, in my experience. They include: Higher revenues. Better margins. Lower cost of sales.

Managing A Sales Manager

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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  .

Top 50 Sales & Marketing Influencers for 2013

Your Sales Management Guru

For more information about Thoreson and his “Your Sales Management Guru’s Guide” books, visit www.yoursalesmanagementguru.com , www.acumenmanagement.com or call 423-884-6328. 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.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

Be Bold:know that you don’t know!

Your Sales Management Guru

When you know these things about the work others do, that information will make you better at your own work! Be Bold: Know that you don’t know! Ken:  This a guest blog by Jeff Shore on his new book.  I have written on this topic often, I believe it is almost a lost art in selling… I stress this with all my clients. The art and science of asking questions is the source of all knowledge.”. Thomas Berger. SUMMARY: Top sales professionals have this in common: they always want to be better. The best and easiest tool to use in an effort to get better is this: Ask questions!

Slammed!!! The first time sales manager

Your Sales Management Guru

Next they need to work with their fellow peers on the management team and the third element the demands of senior management that are requiring information and accountability. Slammed!!! Luckily I received some assistance. The president of the company I was working for gave me advice but he also sent me to Boston to spend two days with “the best sales manager” in the US according to my boss.

Sales Leadership: You are the Practice Squad

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Miscellaneous information, some distracting, some valid. Sales Leadership: You are the Practice Squad. On every football team you have the team of starters and you have a practice squad, their job is to represent what the competitions offense or defense game plan or playbook might look like. description of 7 potential players, titles, years employed. Limited financial objectives.

AMP UP Your Sales

Your Sales Management Guru

Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. Amp Up Your Sales. Powerful Strategies that Move Customer Fast, Favorable Decisions. By Andy Paul. kept nodding my head and saying; Yes, Yes, Yes as I turned the pages. Accelerating responsiveness. Maximizing value. Prospecting. 

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

How to Get a Meeting with Anyone

Your Sales Management Guru

Second, why this book has been so popular is the author does not simply discuss concepts or theories, but Stu shares with the reader 20 potential campaigns that includes tactics and actual resources/URL’s where you can access additional information to actually execute the selected campaign. How to Get a Meeting with Anyone. _a book review-. Stu has even experienced 100% response rates.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

The information included was created by a new salesperson at one of my clients.  will get truly meaningful information.   . Most people assume you store basic information and have basic administration capabilities, just as they have in their current solutions. Focus on making a mental bridge between my Discovery information and Product’s features. Demonstrating to Win!

Guest Post: Managing Salespeople: Compensation Survey!

Your Sales Management Guru

If things become worse and you decide it is time for the employee to be let go, you don’t want a moment of retaliation to be called in to question. ·          Show the employee the documented information and reiterate any company policies they may be violating. Guest Posts  for Your Sales Management Guru. How to Manage Manipulative Sales Employees. There is rarely smooth sailing in sales.

Are You Facing Sales Fatigue?

Your Sales Management Guru

We believe that monthly employee meetings are crucial for keeping everyone engaged and informed. 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. Remember to make the meetings fun as well.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

Advisory Boards

Your Sales Management Guru

Meetings should follow formal agendas sent to attendees in advance along with any supporting information that’s needed for discussion. Advisory Boards  . At a recent client meeting we discussed the need to create a Board of Directors.   It is a difficult task to find the right individuals and more difficult for an entrepreneur to accept what a good board can provide.

Sales Leadership: Making Monday’s Marvelous

Your Sales Management Guru

Have your information ready, make the meeting worthwhile, positive and set the tone for your desired culture.  Be organized.  If you would like a copy of my “Sales Managers Sales Meeting Agenda’, contact me. Sales Leadership: Making Monday’s Marvelous. However, as a sales leader you need to be prepared before that alarm goes off on Monday. That organization made it easy for me to focus on the work for the week and time to prepare without a hectic event that may have started off my week on a negative note. . These are not in priority order. Start on Friday afternoon. Ken@AcumenMgmt.com.

Marketing can Improve Lead Quality by Owning Qualification: Guest Blog

Your Sales Management Guru

Beyond that, you want someone that can really drive a phone conversation and has the inquisitive nature to to dig beneath the surface to uncover information from the prospect.   2. 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.

Working a Trade Show is a Job

Your Sales Management Guru

Contact the presenters for additional information and visit their websites for other information that maybe available.  . Best Practices for Attending an Industry Conference. Working a Trade Show is a Job. Its 1:45pm.  There are education breakout sessions going on and even an Exhibit Expo is open, why are so many people wasting this opportunity???  They have invested time and money to fly here and yet I see this at the 20 or so trade shows I attend each year. There are plenty of reasons to believe that attending trade show or association event is fun and exciting because it is!

Monday Miscellaneous

Your Sales Management Guru

Our commitment is to provide quick insights in a brief informative format focused on increasing your personal, professional and organizational growth. We invite you to participate in our community and encourage you to share this information with others.   You can subscribe on my website; www.AcumenManagement.com. Monday Miscellaneous. There were many different thoughts for this week’s blog so I have included all of them in one batch. First: from Ken Thoreson. If you are not receiving my monthly newsletter: “ Why Sales Managers Succeed”:  (it was sent out today) . Want More Sales?

Sales Leadership: Closing Summer Business

Your Sales Management Guru

If the prospective client is pushing for a special price, you should ask them that in return for a discount, the client would allow you to use their office for an “Open House” where you can show case your products/services.  If the prospect is ego driven you might offer them an opportunity to become a member of you Client Advisory Council, this will appeal to their need to become involved. (If you want more information on creating Client Advisory Councils-email me for additional information) Ken@AcumenMgmt.com. Sales Leadership:  Closing Summer Business.