Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

As James continues to bring the reader to Chapter 12, he takes you into not only the logic but the science of what advancing the sale means and why a professional salesperson must understand what commitment/consistency and endowed progress means and how they lead to setting up the Perfect Close. The Perfect Close. -a a book review-. 21 page corners turned over! This chapter is golden. Book

More Sales Less Time

Your Sales Management Guru

HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team. More Sales/Less Time. -A A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling. In the end, time is everyone’s most valuable asset. So what’s the meat in this book? Make it Easier.

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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. Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way. And what has not? If not, why not?

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Slammed! Sales Management Book Camp

Your Sales Management Guru

How to build and lead a high-performance sales culture. How to monitor leading indicators. How to use Salesperson Business Plans to lead a self-managed team. KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp.

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

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.

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 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.

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. Emotional Sales Leadership. That approach simply becomes a band aid. We call this the balloon effect.

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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?

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.

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.

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. Get 300 free leads from KiteDesk when you sign up for KiteDesk today. After hosting a webinar, track those new leads at 60 days.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

His latest book is: Leading High Performance Sales Teams. Exceeding your Summer Quotas. Now is the time to act. 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. Fourth, ask for referrals. Fifth, host a Spring Party.

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

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 occurs each Labor Day weekend in Knoxville, TN-so what does that mean? Do you have a plan?

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. A Series of Tactical Actions to Drive Success. This quote came from Butch Jones, head coach at the University of TN.

It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Your Sales Management Guru

What we saw at the Super Bowl for those of you who are not aware of the Sunday’s event; with very little time Tom Brady lead his team back from a 21 point deficit to win his 5 th Super Bowl ring. It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson. After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week! The most critical component in creating a high performance team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations. Recruiting is not hiring.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

How well are your sales leading indictors defined, are they measured, posted-Graphed-Analyzed? 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 do you know the true or real total value of your pipeline? 1, 2, 3, 4, 5.

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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

Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

This balance of professional/personal life brings a better sense of success that leads to a better life, I call this Gourmet Living. Life Enrichment: Why 2017 Can Be Your Best Year Ever! Vow to help someone else have a better life. In many of my keynote programs I focus on Life Enrichment as a theme. New people may bring you different experiences and perspectives that may broaden your life.

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. A 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.

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.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all

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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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.

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. I did tell Sam I changed his statement to fit my audiences. Are they listening to you?

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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.

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 . For this Making Monday’s better post I wanted to talk about what is often the most common and mundane part of the Monday routine and that is the sales team conference call. First let’s look at what is wrong with the Monday morning conference call.

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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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

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.

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.

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.

Sales Mgmt: Achieving Balance: Fear vs Respect

Your Sales Management Guru

A 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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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! These ideas can be designed for sales leaders or individual sales performers. 1) Make a visual list of the top largest sales opportunities (white board) and strategize on the best tactics to close each one. A few large win’s goes a long way to exceeding your goals. Increase your tempo.

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