Your Sales Management Guru

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

You can reach him at JohnM@AcumenMgmt.com or LinkedIn : John J Moroney 651-402-4342. Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything?

Should Salespeople Prospect Anymore?

Your Sales Management Guru

LinkedIn: read my blog on Acumen Power Networking or ask me for it: Ken@AcumenMgmt.com. Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process?

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

You can reach him at JohnM@AcumenMgmt.com or LinkedIn : John J Moroney 651-402-4342. Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. Herein lies the opportunity.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Obviously LinkedIn is a great tool to find the individuals you wish to work with. . Increasing Your Reach and Your Income. Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”. I call these Business-EcoSystem partners. 7. Find the right people.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.

When are Sales Won or Lost?

Your Sales Management Guru

You can reach him at JohnM@AcumenMgmt.com or LinkedIn : John J Moroney 651-402-4342. When are Sales Won or Lost? A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. Actions. Summary.

Are you investing?

Your Sales Management Guru

Are you active in “reading” LinkedIn, what books have you picked up (AND READ?). Investing in Yourself. Friday though Tuesday I was attending the National Speakers Association annual conference, hence my blog didn’t get out on Monday. As someone that has presented often in many venues and formats the experience has been invaluable. So what does this have to do with you? Acumen Mgmt.

2015 Sales Predictions

Your Sales Management Guru

The use of LinkedIn and other online databases has allowed salespeople to evaluate their top best clients and determine who they are linked to, what association’s they are involved in and who they know within their personal connected networks. 2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions.

Earn Your Success, Pay the Price

Your Sales Management Guru

Are you actively taking the extra time to review LinkedIn groups within your market to better understand what issues are being discussed? The Sales Association group in LinkedIn and their VP Sales Group are good groups to join. Earn Your Success Pay the Price. I am not suggesting that our lives are so consumed with achieving success that all other facets of life are out of balance.

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B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.

Are you a Sales Manager or a Sales Leader?

Your Sales Management Guru

You can also follow him on Twitter [link] , on Facebook www.facebook.com/TheSalesHunter and on Linkedin [link]. . Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter”. Today, I have a guest blogger, Mark Hunter. His new book is on my recommended list for all of you., Ken Thoreson, www.AcumenManagement.com. Take a moment and answer this question: “If you are a sales manager – or when you think about the person who manages you – which description rings accurate: Sales Manager or Sales Leader ?”. Sales managers are concerned with the market they manage.

A Missed Week, but alot to cover…on Sales Leadership

Your Sales Management Guru

Creating Successful LinkedIn Profiles. We took questions from the audience, LinkedIn and Twitter; The last two sessions that I lead were: “ The Role of Sales Leadership in a Recovering Economy” and “ Building a Culture of High Performance ”. A Missed Week-But A lot to Cover. For the first time since I started my blog-I missed a week! I apologize to my many frequent readers. Each of the members spoke about: The components of a Marketing Plan. List Management Strategy. Compelling Content-how to write effectively. Partner Marketing Execution. Over 250 people participated. .

What Slice of Pizza Do You Need?

Your Sales Management Guru

Acumen Power Networking or “6 degrees of Ken Thoreson… The use of LinkedIn and other online databases can now allowed salespeople to evaluate their top 20 best clients and determine who they are linked too, past employments, what association’s they are involved in, and their personal interests. What Kind of Pizza Do You Need? Sell to the business outcomes-not the technology.

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Monday Miscellaneous

Your Sales Management Guru

What’s the best way to use LinkedIn to drive sales? If you’d like to find out the answers, take this Sale & LinkedIn survey being sponsored by Jill Konrath, a highly respected colleague of mine. You’ll find out the best way to use LinkedIn to drive sales. Monday Miscellaneous. There were many different thoughts for this week’s blog so I have included all of them in one batch. First: from Ken Thoreson. If you are not receiving my monthly newsletter: “ Why Sales Managers Succeed”: (it was sent out today) . You can subscribe on my website; www.AcumenManagement.com.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.

Putting for Par’s: Are you practicing properly?

Your Sales Management Guru

Several quick idea’s: check out the LinkedIn groups on sales leadership, commit to reading two new books a year, and visit at least two other sales organizations that are similar to yours and benchmark your organizations against theirs. Sales Leadership: Are you practicing properly? Putting for Par’s. I happen to be in Florida this weekend, taking a few days off to visit relatives, play golf and enjoy the weather. Prior to my first round I hit another ½ bucket of balls and a few casual strokes on the putting green and boom, then off to the number 1 tee box. www.AcumenManagement.com.

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Sales Management is the Hardest Job in Sales.Period

Your Sales Management Guru

Through coaching, practice, persistence and passion for leadership they eventually become sales managers who top salespeople want to work for and garner the respect and admiration of their people, peers and company. . Follow Jeb on Facebook , LinkedIn and Twitter. Sales Management is the Hardest Job in Sales. Period. By Jeb Blount, Author of People Buy You . Ken’s Comment : This week’s blog is a guest blog: When I saw this article published I knew you would enjoy it. It hits the mark and reinforces what I have written in my latest books on Sales Management.

Never Make a Cold Call Again!

Your Sales Management Guru

Here’s the secret steps: 1) Identify a raving fan of your business, 2) Google/LinkedIn/Jigsaw search that person’s business relationships and 3) create a map of all associations/Boards/activities they are involved in, 4) list all individuals who are members of that association or people who also serve on those Boards. I hope you enjoy, Ken. Never Make a Cold Call Again. What is it?

Changes in Sales & Sales Mgmt? What do you think?

Your Sales Management Guru

Change is always good word when attempting to gain interest in any subject and last week I was reading a LinkedIn discussion group that was discussing how social media has changed selling and sales management. Thoreson writes Your Sales Management Guru blog and contributes regularly on LinkedIn and other online publications. entails leveraging the same social media used by customers—Twitter, LinkedIn, Facebook, blogs and others. Changes in Selling or Sales management? As someone who usually has an opinion on most subjects, I jumped into the discussion. experience. Sales 2.0”

Creativity… a Sales Thing!

Your Sales Management Guru

Thoreson writes Your Sales Management Guru blog and contributes regularly on LinkedIn and other online publications. entails leveraging the same social media used by customers—Twitter, LinkedIn, Facebook, blogs and others. Creativity… It’s a Sales Thing! There is no question about it, top performers are more creative that your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. The good news? Learn about different things : study a language, read a book, take a course, get active.

Sales and Social Media-3 Keys

Your Sales Management Guru

Use LinkedIn. Which LinkedIn groups do these people belong to? Three Key Social Media Tactics for Sales. This week I thought I would share with my readers a “guest blog” from Tom Pick on Sales and Social Media…I have known Tom for a few years and he is top SEO and Social Media consultant… read and enjoy… Although marketing departments tend to be the heaviest users of social media for business, sales groups aren’t far behind. There are myriad ways to incorporate social media into sales cycles, limited only by creativity. Check out your primary contact.

20 Expert LinkedIn Guides

Webbiquity

LinkedIn has made dramatic changes to its platform over the past 18 months, making what was a rather plain but effective business networking tool into a content-rich, visually dynamic, more interactive professionally-focused social network. 7 Guides to Using LinkedIn for Career or Networking. Boost Your Brand’s Visibility With LinkedIn’s New Profile Features by Sprout Social.

Are LinkedIn Groups experiencing a crisis?

Biznology

After all of the changes LinkedIn has made to groups, it’s no wonder LinkedIn users and social selling experts are questioning the value of LinkedIn groups for sales and marketing programs. It makes you wonder if LinkedIn groups will experience the same fate as Google+ Communities , deserted after members go elsewhere for relevant discussions and cutting-edge content?

How LinkedIn Uses LinkedIn for Marketing [Infographic]

Hubspot

If you've applied for a job within the last several years, you've probably used LinkedIn somewhere along the way. Whether you're updating your resume, applying for a role, or communicating with a recruiter, LinkedIn has become a huge part of the modern job search. Check out the infographic to learn more insider tips about LinkedIn marketing straight from the source.

5 Reasons LinkedIn Has Lost Its Luster

grow - Practical Marketing Solutions

Twitter may be my favorite social network, but LinkedIn was always the network I valued the most. LinkedIn is where I connected with colleagues, clients and business partners. notifications on Facebook and the firehose of updates on Twitter, LinkedIn was a quiet and peaceful place. LinkedIn gamified the recommendation. But LinkedIn is seeing dollar signs. Stop!

26 Outstanding LinkedIn Tips and Tactics

Webbiquity

Indisputably the largest business-oriented social network, LinkedIn has emerged as a crucial site for professional networking, B2B marketing, hiring and job seeking. LinkedIn now boasts more than 200 million members across 200 countries, and adds two new members every second; what’s more, 35% of LinkedIn members use the site daily. LinkedIn can help by iMedia Connection.

LinkedIn Has Opened the Content Marketing Floodgates

Digital B2B Marketing

LinkedIn has gone Tumblr on us and B2B content marketers are drooling. Finally, you can publish directly on LinkedIn, along with people like Bill Gates and Richard Branson. B2B Content Marketing Will Flood LinkedIn. LinkedIn is already a must-have partner for nearly every large B2B marketing program. LinkedIn doesn’t make it easy. How should you approach it?

Social Lead Validation – The Missing Ingredient From Most Inbound LinkedIn Marketing Programs

B2B Marketing Insider

The post Social Lead Validation – The Missing Ingredient From Most Inbound LinkedIn Marketing Programs appeared first on Marketing Insider Group. All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing and lead generation programs.

No!! LinkedIn Just Went Klout On Us!

Digital B2B Marketing

If you have viewed a LinkedIn profile in the last couple days, chances are you have seen a new box at the top of the page prompting you to endorse the individuals skills. Comparing LinkedIn to Klout The process to give someone +K on Klout is very similar to LinkedIn. +K-ers A Gamified LinkedIn? LinkedIn has been free of most direct gamification for years.

Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs

Biznology

But when it comes to social selling and LinkedIn marketing, it seems that lead qualification and validation are getting thrown out the window. They are playing a numbers game, pushing out sales messages on LinkedIn to as many prospects as they can hoping that something will stick and that people will say yes to a demo or sales call. All sales leads are not equal. Like this post?

Leveraging LinkedIn for Business

Sazbean

This is certainly the case with LinkedIn, a social media site designed with business in mind. At its core, LinkedIn was created as a place for business professionals to network. LinkedIn users are, on average, better educated with higher paying jobs. Find ways to advertise your business to the LinkedIn crowd. If you own a bar and grill, maybe push your happy hour.

LinkedIn Just Went Into the Publishing Business

Digital B2B Marketing

A number of publishers and blogs covered the launch of LinkedIn’s new follow feature for 150 thought leaders or influencers over the last few weeks. However, labeling it the ability to follow thought leaders (as LinkedIn did) misses the real point. Since LinkedIn has also been called the best social media site for B2B marketing, this is a change and you should care about.

How To View Any Profile On LinkedIn

Digital B2B Marketing

You look someone up on LinkedIn only to find they are a third degree connection (or not even!) LinkedIn profile access is even more restricted, today you now need a premium account to view third degree connections. Searching in LinkedIn, this is all I was able to see of his profile: 1. Search On Google Don’t start with LinkedIn. Here is what it should look like.

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5 Big tips to make LinkedIn ads work for you

grow - Practical Marketing Solutions

LinkedIn is today’s B2B media powerhouse. If you are a B2B marketer, in nearly any sector, chances are you are paying attention to LinkedIn, as well you should. LinkedIn brings three things that make it stand out from other B2B media companies. According to comScore’s July 2015 rankings, LinkedIn is the 15th largest media property in the US. Scale. Scale.

What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers

bizible

Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Announcing the reinvention of productivity and business processes, Satya Nadella, CEO of Microsoft, explains : As these experiences get more intelligent and delightful, the LinkedIn and Office 365 engagement will grow. But what about Outlook?

B2B Paid Content Distribution: Facebook vs. LinkedIn

Contently

We only want to use LinkedIn.” I get the instinct to assume LinkedIn is the only worthwhile place to pay for content distribution if you’re a B2B company. LinkedIn has incredible ad targeting for B2B brands. On LinkedIn, it’s pretty much required. If I want to target the CMO of Pepsi with an e-book, LinkedIn is the first place I go. on LinkedIn).

How even social media & social selling experts are getting LinkedIn wrong – Part 2

B2B Marketing Insider

In my last post, I started to show how even the most recognized social media and social selling authors, experts, and consultants are getting LinkedIn wrong. The post How even social media & social selling experts are getting LinkedIn wrong – Part 2 appeared first on Marketing Insider Group.

10 Ways to Misbehave on LinkedIn

Act-On

But LinkedIn in is a different story. Tis the season, but I beg you not to spread – or smear – political opinions on LinkedIn. Pretty much anywhere else on the web appears to be fair game (especially Twitter), but leave LinkedIn alone. LinkedIn is not Facebook. I wonder if the experts might have responded differently if the negative post had been published on LinkedIn.

How Even Social Media & Social Selling Experts Are Getting LinkedIn Wrong – Part 1

B2B Marketing Insider

In previous posts, I shared how CMOs at Xerox, Lithium, G2Crowd, Wiley and XOJet are getting LinkedIn wrong as they are simply focused on brand awareness, reach and filling the funnel. The post How Even Social Media & Social Selling Experts Are Getting LinkedIn Wrong – Part 1 appeared first on Marketing Insider Group.