Your Sales Management Guru

Trending Sources

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?

Sales 85

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.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

This chapter is a road map to developing and leading change, a must in selling new offerings. 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. This book will lift the performance of everyone on your team. Accountability: How to own the outcomes you sell.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)  and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. Should Salespeople Prospect Anymore? First, it depends.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

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?

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”.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Finding prospects and nurturing them into leads is an integral part of any sales cycle. When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business. After hosting a webinar, track those new leads at 60 days. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke.

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.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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.

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.

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.

Rate 58

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? 

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.

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

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.

Sales 49

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.

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.

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.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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?

Sales 49

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. 

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.

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

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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.

Work 64

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.

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.

Sales Management & The Impact of Social Media

Your Sales Management Guru

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.

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

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.

Sales 56

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.

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?

Building a High Performance Culture

Your Sales Management Guru

Ken’s latest book is: “Leading High Performance Sales Teams”. Building a Culture of High Performance. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. You might enjoy this video on “Building a High Performance Culture”  [link].

Build 51

Sales Management: Understanding “Setting the Hook”

Your Sales Management Guru

His latest book is titled: “Leading High Performance Sales Teams”. Sales Mgmt:  Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Are they early? Do they know what they need to know? During a few recent client/consulting meetings I realized that this remains an extremely important aspect of any salesperson’s life as well as any sales manager or president of any firm. Exceeding monthly sales objectives are the goals of the sales organization, especially the sales manager. What to do?

Sales 54

It’s a Scary World Out There!

Your Sales Management Guru

At the recent conference I lead three back to back breakout sessions, in reading the evaluations and in conversations afterwards I heard: “What should I do… ?” It’s a Scary World Out There. While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. It is a scary world out there and many fears exist; the future of the business cycle, new taxes that will hit in 2015, consumers of to their lively hoods and the fears of your sales team as they face another challenging year.

Time for Salesperson Evaluations

Your Sales Management Guru

The conversation lead me to suggest the following steps for my client as well as all of my readers. Time for Salesperson Evaluations. Last week one of my client’s and I were discussing the end of the first quarter, salesperson performance and next steps in their business strategy.  Learners: High potentials, do we have a plan to train ? Solid Performers: How do we maintain ?

The 4 Letter Word in Success

Your Sales Management Guru

As an individual there maybe a series of small steps, much like a ladder, that lead to what the person considers success-use each step in your path as a reason to celebrate. The 4 Letter Word in Success. How successful can I really be ? People ask me that all the time, my normal response is: Do you know what it takes? They possessed the will to succeed. Taste it. Celebrations are important.

Words 21

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?