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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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.

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

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.

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?

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.

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.

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.

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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.

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? 

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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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.

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.

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.

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 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.

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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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.

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. 

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

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.

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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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.

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.

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.

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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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?

Staffing and Launching Your Content Marketing Program

These examples may sound hyperbolic, but they get at values that lead. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. original photography as something Steve the Lead.

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].

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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?

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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 ?

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.