Your Sales Management Guru

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July is Sales Leadership Month

Your Sales Management Guru

Were the leads generated moved into the pipeline and can you measure where they came from? Did those leads close and do you know the best lead source? What leading indicators are business drivers? July is Sales Leadership Month. The first half of the year is over, it’s time to reflect on what has worked? And what has not? Where are you against your planned headcount?

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Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

Inside Scoop on Lead Follow Up Strategies. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. If you’re struggling to connect with web lead contacts, you’re not alone. Call volume matters with web leads too, but calling warmer web prospects offers some smarter-not-harder shortcuts. Russ Davidson.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person. Interviewees may even offer leads to sales people. You’ve got sales quotas, plans and deadlines. You can’t build a business if you have a revolving door.”.

Emotional Sales Leadership

Your Sales Management Guru

It is important to track sales metrics to better understand the sales formula or recipe for success and to analyze leading indicators that will allow the sales manager to better predict future revenues. HINT: set sales objectives that lead you to your goal. So what specifically can any leader do to create Emotional Leadership? HINT: Run an annual sales trip contest.

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150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

This on-going action can lead to the equivalent of a normal salesperson’s quota value of sales!  . Create new sales leads with an active target-marketing campaign. 11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”.

Put a Little Personality into Selling

Your Sales Management Guru

In presentations use brief, bottom-line visuals, ask open-ended questions designed to make the prospect talk and allow the director to lead. Put a Little Personality into Selling. The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. People are complicated.

If you had it to do over again?

Your Sales Management Guru

During the past 18 years of working with  and training sales managers around the world  this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Have you? Its purpose? Which are you?

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

His latest book is: Leading High Performance Sales Teams.  Exceeding your Summer Quotas. Not only will it pay off this summer, but your third and fourth quarters will amaze you. First: if you have not performed an A, B, C analysis of your customer base do it.  Drop those lines. Second: Develop a plan of attack.  The partner executive must be well briefed for this meeting.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

lead generation, sales enablement, etc.) • What are the demographics of its audience? lead generation, education, partner enablement, etc.). Stop Killing Your Content: 3 Reasons Your Content Falls Flat. Content has proven to be a highly effective driver of revenue, both directly and indirectly. Each year B2B organizations spend more than $5.2B on content creation and distribution.

Creating Intensity

Your Sales Management Guru

As a leader in any organization recognize that your focus/intensity/enthusiasm must be above the ones your lead. In my book on Leading High Performance Sales Teams I cover the tactical steps build this belief. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. This quote came from Butch Jones, head coach at the University of TN.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That drives the necessary sales leads for each month. Sales Management Thought Leadership:  efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility. Boom’s Day” the largest fireworks display in the U.S Did I mention the potential of rain? Do you have a plan? If you lose a salesperson.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? Lead the Best! Ignite Your Sales Team: Sales Management on Fire! We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. To learn more: Take a Test Drive. Recruit a Top-Tier Sales Team.

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What Happened at the End of the Workshop?

Your Sales Management Guru

Leading and managing your sales team. like to recommend a few ideas on building culture from my book on Leading High Performance Sales Teams. 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.

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.

If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

Focusing on a positive, fun and interactive approach will lead to a connection with that person(s).  If It Isn’t Fun, It isn’t Selling!!! Last week I was in Arizona speaking at a conference, during my program I used the phrase: If it isn’t fun, it isn’t selling!, and the reaction I received was interesting.  This is the emotional work for sales leadership. Are they listening to you?

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Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

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? 

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

How well are your sales leading indictors defined, are they measured, posted-Graphed-Analyzed? 1, 2, 3, 4, 5. Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH. Rate how well you strategize on the top 10. 1, 2, 3, 4, 5.

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EDGY Conversations

Your Sales Management Guru

Ken’s latest book is “Leading High Performance Sales Teams”. EDGY Conversations. How Ordinary People can Achieve Outrageous Success. book review. This week’s blog covers an interesting new book written by Dan Waldschmidt, I found that the book certainly has a message that everyone needs to hear! These stories support his thinking and his life style. Being different makes the difference.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Friday evening we went to the Knoxville Symphony, it was the final program by Lucas Richman who has lead the symphony for the past 12 years and Sunday was Music Sunday at our church, with Bell Choirs, guest musicians, the adult and children’s choir and many ensembles it was a festival morning. Are You the Maestro of Your Sales Team? This was a musical weekend.  Learn to read your team.

Enhancing Your Executive Edge

Your Sales Management Guru

How to Develop the Skills to Lead and Succeed. Enhancing Your EXECUTIVE EDGE. It’s time for another book review!  Last week I was on vacation and I had the time to read three books, one of them written by Kim Zoller/Kerry Preston was on Enhancing Your Executive Edge. Published by McGraw Hill, it is a terrific read for all executives and any manager. Personal branding. Books

Life Enrichment: Be a Top Performer

Your Sales Management Guru

In my book: Leading High Performance Sales Teams , we discuss these ideas and others in greater detail; you can listen to a pod cast on the books also in our store: www.AcumenManagement.com. The Difference Between Average and Top Performers. This is part of the emotional make up that creates an atmosphere that separates the average performing organizations from top performing sales teams.

Smart Salespeople: Power Network Map

Your Sales Management Guru

After the sales discussion at my client’s office it lead to the best new thought of the year! 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…. One action was to assign each salesperson to at least one local networking/association event per month.

Content Strategy for Marketing

leads, from your small content effort? your reputation, earned media, sales or sales leads, and. Strategy That Leads to More Work. Content. Strategy for. Marketing: Sustainable, Scalable, and Sale-able As the web weaves into every aspect of your customers’ lives, they expect the. right content in the right place at the right time. Content as an afterthought or. Content to.

Sales Management: Make Monday Sales Meetings Easy

Your Sales Management Guru

His latest book is: “Leading High Performance Sales Teams ”. Making Monday Morning Sales Meetings Easy for Remote Teams    . First let’s look at what is wrong with the Monday morning conference call.  To start, everyone has to remember to dial in.  Then they need to look up the number and PIN – which can actually be dangerous if they happen to be driving to an appointment. 

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Ken’s latest book is “Leading High Performance Sales Teams”. Old Ways of Doing Business No Longer Work. I 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.

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Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

His latest book is titled: “Leading High Performance Sales Teams”. 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?” Acumen Management Group Ltd.

Trade Shows Don’t Work

Your Sales Management Guru

Another sin I see often is that pre-event work has not been performed; no lead goals set, no booth appointments/meetings prearranged and no trade show specials created. No mailings are sent out or every lead is not followed up within 3 days of the event. One of our recommendations we make is that at the end of each day everyone that worked the booth should meet to discuss each lead, capturing the quality of the lead and any insights they recall about the conversation with the prospect.   . Trade Shows Don’t Work. This is obvious when there no traffic in the booth.

Content Methodology: A Best Practices Report

industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. All rights reserved. going.

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. Also remember that every sales lead is different. Understanding the Value of Information. Guest Blog: . Sales Training

The Renaissance Society

Your Sales Management Guru

His latest book is titled: “ Leading High Performance Sales Teams”. The Renaissance Society. The authors build their business case for predicting the future by reviewing the past and our existing economic conditions and comparing them to emerging markets (East). If the answer is none, you are in a commodity market; you are most likely engaged in fierce price competition. What is working?

Sales Mgmt: Achieving Balance: Fear vs Respect

Your Sales Management Guru

good manager does not lead with fear, but earns the respect of his or her team and keeps it by being consistent, relatable, and someone who takes action both when things are going well on the team, and when they are not. Leading with fear can only breed contempt and frustration among a team, and is a good way to lose good people. Ken: This week we have a guest blog.

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Sales Mgmt: Mowing Your Lawn

Your Sales Management Guru

His latest book is titled: “Leading High Performance Sales Teams”. Sales Management and Mowing Your Lawn. Just like my lawn…. There is work to be done.  I am sure after this afternoon when I hope to mow that the results of a fresh cut will level off the growth, the leaves will be mulched and generally it begin to represent a well groomed lawn.  What didn’t work? What are you plans?

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Content Marketing Playbook: Strategy and Roadmap

returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. 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.

Super Teams, a book review

Your Sales Management Guru

They go into detail on leading the team, bringing in new members of the team, exiting team members and motivating the team. His book on: Leading High Performance Sales Teams has been a tremendous success, Ken’s 5th book: Slammed!!! Super Teams. Using the Principles of RESPECT to Unleash Explosive Business Performance. Written by Paul Marciano & Clinton Wingrove. Empowerment.