| | | Your Sales Management Guru | |  Lead + Leads | 93 articles |
| Page 1 of 1 | Previous | Next | YOUR SALES MANAGEMENT GURU SEPTEMBER 23, 2012 Sales Leadership: The Impact of Creating a Sales Process Ken’s latest book is “Leading High Performance Sales Teams”. . Sales Leadership: The Impact of a Creating a Sales Process . It occurs almost every time I speak or every initial client visit. Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Why is this important enough to write about? The Results! What happened? 2. We created one additional professional service product that could be re-sold. . Why is this important? What hasn’t? | YOUR SALES MANAGEMENT GURU AUGUST 3, 2012 The End of Solution Sales I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. The End of Solution Sales. The Role of Sales Leadership & Management. Now what does that title mean to you? Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales. At 35,000 feet it woke me up. Are their agile? | | | | | |
| YOUR SALES MANAGEMENT GURU AUGUST 27, 2012 Sales Leadership: Focus on Focus At my client’s office, we are in the process of determining what leading indicators of future business are appropriate to track and what level of actions by the salesperson are necessary to ensure they exceed quota. Ken’s latest book is: Leading High Performance Sales Teams. Sales Leadership: Focus on Focus. During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to discover these quite often, I thought it would be a good topic for this blog. Can they sell your company effectively? | YOUR SALES MANAGEMENT GURU FEBRUARY 27, 2012 Sales Management & The Impact of Social Media Ken’s latest book: Leading High Performance Sales Teams is available at his website. Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. This is exactly what I believe is the direction we will move. | YOUR SALES MANAGEMENT GURU APRIL 30, 2012 Are you a Sales Manager or a Sales Leader? Far too many sales managers are doing just that – managing rather than leading. Sales leaders are concerned about the people they lead. Leaders, on the other hand, even in tough times choose to spend their time leading people and not trying to manage the market. They do, but they do it in conjunction with the salesperson they’re leading. If the team is being lead by a sales leader , though, then not only will we see sales results, but also consistent personal development. . Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter”. | YOUR SALES MANAGEMENT GURU MAY 30, 2012 Sales Leadership: Compensation and Summer Fun In this blog I wanted to share a few basic ideas from my books on sales management: Leading High Performance Sales Teams and Creating Sales Compensation Plans for High Performance. Ken’s latest book is: “Leading High Performance Sales Teams”. . Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. Different types of contests will help you achieve different goals. | | | | | | | |
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YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 3, 2012 Your 2012 Sales Plan
Sales Process/ Sales Cycle definition: Key milestones, %Probability to close ( Leads, Qualify, demo, proposal, close, revenue recognition, customer care). 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. Ken’s latest book: “ Leading High Performance Sales Teams”. 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. offerings in 2011? capability in 2011? Still true? . MORE >> -
YOUR SALES MANAGEMENT GURU | FRIDAY, NOVEMBER 16, 2012 Marketing can Improve Lead Quality by Owning Qualification: Guest Blog
Marketing Can Improve Lead Quality By Owning Telephone Lead Qualification . 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. But the question still lingers: How do you get Marketing to deliver the high quality leads that Sales wants and expects? While there are several ways to improve the quality of Marketing leads, I think one of the best solutions is to have Marketing manage the telephone lead qualification process. MORE >> -
 Old Ways of Doing Business, No Longer Work
Ken’s latest book is “ Leading High Performance Sales Teams”. 'Old Ways of Doing Business No Longer Work. am honored to have this week’s blog prepared by Jonathan Farrington, he is a globally recognized business coach, mentor, author and sales thought leader. He is the Senior Partner of Jonathan Farrington & Associates , and CEO of Top Sales World , based in London & Paris. Those who cannot - or will not - change are withering. As business changes, so do the traits needed to survive, let alone excel, and all these transitions put increased value on emotional intelligence. MORE >> - When Plagiarism is NOT Flattering
I have been “ leading” since I was eight years old – my first soccer captaincy – and I have been leading for most of my life.&#. He posts “ What Are Essential Leadership Qualities &# and changes the text to: “I have been “ leading” since I was twelve years old – being the lead drummer for my grammar school jazz band – and I have been leading for most of my life.&#. When Plagiarism Is NOT Flattering. The following blog is from a friend of my from TOP Sales Experts, a group of International consultants in Sales and Sales Management. Ken Thoreson. MORE >> -
YOUR SALES MANAGEMENT GURU | TUESDAY, FEBRUARY 26, 2013  Salespeople: Expand Your Reach and Your Income
Send them interesting sales ideas you have picked up via email (hint: this blogJ), send them a sales book, and work to find a lead for them-it must be a win-win situation. Make it part of your sales business plan, if you are fighting for leads and trying to increase your pipeline-building a network of relationships is a lifetime objective. . What has it lead to? Increasing Your Reach and Your Income. I call these Business-EcoSystem partners. If you would like additional information on this topic send me a request: Ken@AcumenMgmt.com. 7. Find the right people. MORE >>
- Open 4 Doors to Sales YOUR SALES MANAGEMENT GURU | SUNDAY, JANUARY 6, 2013
- Leadership: Creating a Great Culture YOUR SALES MANAGEMENT GURU | TUESDAY, NOVEMBER 6, 2012
- Sales Leadership: Learning by Observing YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 8, 2013
- Sales Mgmt: Do your team know how to prospect? YOUR SALES MANAGEMENT GURU | SATURDAY, MARCH 9, 2013
- Programs to Increase Your Professionalism YOUR SALES MANAGEMENT GURU | MONDAY, MAY 6, 2013
- Sales Management: Make Monday Sales Meetings Easy YOUR SALES MANAGEMENT GURU | SUNDAY, FEBRUARY 10, 2013
- Sales Management: Understanding “Setting the Hook” YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 3, 2013
- Sales Leadership: Has your team watched Pawn Stars? YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 17, 2013
- Sales Mgmt: Mowing Your Lawn YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 1, 2013
- Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings YOUR SALES MANAGEMENT GURU | MONDAY, JANUARY 21, 2013
- Earn Your Success, Pay the Price YOUR SALES MANAGEMENT GURU | SUNDAY, APRIL 21, 2013
- Sales Mgmt: Achieving Balance: Fear vs Respect YOUR SALES MANAGEMENT GURU | TUESDAY, APRIL 16, 2013
- Sprint to the Finish–It’s that time of the year… YOUR SALES MANAGEMENT GURU | TUESDAY, OCTOBER 16, 2012
- Sales Leadership: Nine Minutes on Monday YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 22, 2012
- Sales Mgmt: 4 Steps on How to Not Get Fired! YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 26, 2012
- The Sales Manager that Does It All… YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 12, 2012
- Sales Leadership: 2013 Sales Theme YOUR SALES MANAGEMENT GURU | MONDAY, DECEMBER 3, 2012
- Sales Management: Finish Off October, Set Up November! YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 8, 2012
- You Don’t Just Hire a Sales Team: you build it YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 20, 2012
- Sales Mgmt: Training; Learn from Disney U YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 24, 2013
- Sales Management: Preparing for 2013 YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 1, 2012
- Sales Leadership: Closing Summer Business YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 19, 2012
- Merry Christmas: Find a Cause YOUR SALES MANAGEMENT GURU | FRIDAY, DECEMBER 14, 2012
- Monday Miscellaneous YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 29, 2012
- Sales Leadership and Management in a Recovering Economy YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 19, 2012
- Cross Sell & Up Sell Strategies for Summer YOUR SALES MANAGEMENT GURU | MONDAY, MAY 21, 2012
- Make Monday Morning Meetings Work YOUR SALES MANAGEMENT GURU | MONDAY, JULY 2, 2012
- A Sales Manager’s Recipe: What is Cooking in 2012 YOUR SALES MANAGEMENT GURU | MONDAY, JANUARY 23, 2012
- Are You Facing Sales Fatigue? YOUR SALES MANAGEMENT GURU | MONDAY, MAY 14, 2012
- Sales Growth: 5 Proven Strategies YOUR SALES MANAGEMENT GURU | TUESDAY, SEPTEMBER 4, 2012
- The death of the salesperson YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 7, 2011
- Working a Trade Show is a Job YOUR SALES MANAGEMENT GURU | MONDAY, JUNE 11, 2012
- A Missed Week, but alot to cover…on Sales Leadership YOUR SALES MANAGEMENT GURU | MONDAY, JULY 16, 2012
- Sales Leadership: Creativity is Critical YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 16, 2012
- Sales Leadership: Gaining Insight & Accountability YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 2, 2012
- Sales and Social Media-3 Keys YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 1, 2010
- Sales Leadership: Time Management Tips YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 29, 2010
- Sales Leadership: Finding Fresh Air YOUR SALES MANAGEMENT GURU | TUESDAY, SEPTEMBER 18, 2012
- No Regrets: Your Recipe For Personal/Professional Success YOUR SALES MANAGEMENT GURU | TUESDAY, OCTOBER 12, 2010
- Executive Toughness YOUR SALES MANAGEMENT GURU | SUNDAY, FEBRUARY 12, 2012
- The Importance of Sales Management in a Recovering Economy YOUR SALES MANAGEMENT GURU | MONDAY, JANUARY 24, 2011
- It’s Almost August- 5 Steps to Finish Strong YOUR SALES MANAGEMENT GURU | MONDAY, JULY 26, 2010
- The Man Who Sold Hot Dogs! YOUR SALES MANAGEMENT GURU | MONDAY, JUNE 20, 2011
- Sales Leadership: a lack of resources may limit success YOUR SALES MANAGEMENT GURU | MONDAY, JUNE 6, 2011
- Sales Leadership: Be a Postive Force YOUR SALES MANAGEMENT GURU | SUNDAY, JULY 31, 2011
- Sales Management: January is over; how do you feel? YOUR SALES MANAGEMENT GURU | MONDAY, JANUARY 31, 2011
- Sales Management Thought Leadership:Efficient Effectiveness YOUR SALES MANAGEMENT GURU | TUESDAY, SEPTEMBER 6, 2011
- Creating a Vision for Your Life or How to Develop: Gourmet Living YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 4, 2011
- Vince Lombardi as a Sales Manager YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 7, 2011
- Building Belief-a key job of sales management YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 14, 2011
- When You Leave.Your Office YOUR SALES MANAGEMENT GURU | TUESDAY, AUGUST 31, 2010
- Finding Opportunities YOUR SALES MANAGEMENT GURU | MONDAY, JULY 19, 2010
- CRM: 15 Years Later, now a friend YOUR SALES MANAGEMENT GURU | SUNDAY, JANUARY 15, 2012
- No Foolin-Sales Mgmt Should be Thinking Summer YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 26, 2012
- A Walk Through a Broken Organization YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 10, 2012
- Building a Sales Management Program YOUR SALES MANAGEMENT GURU | MONDAY, MAY 17, 2010
- Rules of the Hunt: Book Review YOUR SALES MANAGEMENT GURU | MONDAY, JUNE 25, 2012
- Your Sales Management Guru - Untitled Article YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 29, 2013
- Sales Management: How Does March Look? YOUR SALES MANAGEMENT GURU | MONDAY, DECEMBER 20, 2010
- Sales Managers: What are you Thankful For? YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 22, 2010
- Recruiting High Performance Sales Teams YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 11, 2011
- Take Advantage of the Opportunity YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 5, 2012
- What a Grand Week for Personal Leadership! YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 21, 2011
- Sales Leadership: Cleaning Your Book Shelves YOUR SALES MANAGEMENT GURU | TUESDAY, MAY 31, 2011
- Sales Management: benchmark you business YOUR SALES MANAGEMENT GURU | MONDAY, MAY 23, 2011
- Sales Leadership: Climbing Mount Everest YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 13, 2012
- Creativity… a Sales Thing! YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 22, 2010
- Sales Leadership: Ready for July & August? YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 18, 2011
- The Top 11 Sales Mgmt Actions YOUR SALES MANAGEMENT GURU | TUESDAY, MAY 25, 2010
- Sales Leadership: Zen & The Art of Golf YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 17, 2011
- The Times are a Changing, Are You? YOUR SALES MANAGEMENT GURU | TUESDAY, DECEMBER 13, 2011
- Leadership: High Performance Sales Management YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 11, 2011
- Putting for Par’s: Are you practicing properly? YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 21, 2011
- The Difference between Average and Top Performers YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 7, 2011
- Do It Over Again… YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 15, 2010
- Corporate Entrepreneurship: Good for Small & Large Business YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 10, 2011
- Sales Management Thought Leadership: The “Linchpin” for Business Growth YOUR SALES MANAGEMENT GURU | TUESDAY, MARCH 15, 2011
- Sales Management is the Hardest Job in Sales.Period YOUR SALES MANAGEMENT GURU | TUESDAY, MARCH 1, 2011
- Guidelines for Effective Management Performance YOUR SALES MANAGEMENT GURU | MONDAY, JUNE 13, 2011
- Step One: Creating Your Menu for Life: Passion of Impact YOUR SALES MANAGEMENT GURU | MONDAY, SEPTEMBER 26, 2011
- Building a Sales Team that Manages Itself YOUR SALES MANAGEMENT GURU | WEDNESDAY, AUGUST 17, 2011
- The Essence of Education YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 22, 2011
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