Your Sales Management Guru

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Going after vertical markets has become a major emphasis for many organizations. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack? Listen.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. The secret to this ingredient is you can develop it.

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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The objective of this meeting is actually made up of many sub-steps.

Emotional Sales Leadership

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. So what specifically can any leader do to create Emotional Leadership?

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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

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. You’ve got sales quotas, plans and deadlines. Listen, instead of talk.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. That is why any organization relying on sales as the primary input to the product/service development cycle either wants to be a market follower or will be one. They can act as both a sounding board and a source of current market and competitive insight. Why product managers and salespeople should be friends.

Sales Management: What is your goal–today?

Your Sales Management Guru

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Management: What is your goal—today?  . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. 

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

These will be used to during the interview on the air (This is also collecting market intelligence on your prospect). He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Trade Shows Can Work-new idea ! The blog below is Todd’s.  I hope you enjoy!  Shame. Your efforts will fail. Really? Simple.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.  What’s the action plan? Do they have Funding

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.

Evangelizing a Content Marketing Program

Content Marketing: Why 7 IV. Content Marketing: When 12 V. Content Marketing: How 17 VI. Conclusion 25 Table of Contents ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY3 “ Content marketing is the atomic particle of all the. rest of a brand’s marketing campaigns.” of marketing legend. content marketers are faced with a task of consistently. brands.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. One Action You Can DO to Exceed Your Quota. This list normally is displayed in the sales manager’s office and could be on a white board or on a paper flip chart. What is the logic behind this recommendation? What do have to lose? Ken@AcumenMgmt.com.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Sometimes traditional marketing efforts are not enough to keep a healthy number of prospects flowing into your pipeline. When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. If so, great!

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

This also is an opportunity to build a better sales team that will increase your market share as competitors lag. The following tactical program features 11 key sales and marketing management actions that will help your sales management approach take advantage of the opportunity of a lifetime during the lifetime of this opportunity :  . 11 Actions Sales Management Must Take Now!

Sales Management: The need for creativity

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. There is no question about it, top performers are more creative that your average salespeople.

Staffing and Launching Your Content Marketing Program

Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. Conclusion 35 Table of Contents ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY3 On the evening of March 2, our content/marketing team. Platforms,” “7 Keys to SEO for Content Marketers,” and. What’s the Difference Between B2B and B2C Market- ing?” Marketers are humans too.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. 7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers.

Put a Little Personality into Selling

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. 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. Sales Training

Hire High Performance Sales Teams # 2

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Define the Ideal Profile.

If you had it to do over again?

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. Have you? Its purpose?

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Marketing. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction 4 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Red Bull has long been the strongest example of this. marketing technology into a seamless process. YOUR CONTENT MARKETING IN 2015.

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race I tend to look at the color of the Jockey’s silks or the name of the horse. Last weekend a group of East Tennessee friends and I attended Keenland horse racing track near Lexington KY for an afternoon “at the races”. What do I mean? What are your goals?

Build Predictable Revenue

Your Sales Management Guru

In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. They are also taking a closer look at lifetime values, cost of sales, market share, sales processes and salesperson effectiveness. Build Predictable Revenue In Your Organization. Planning.

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Sales Management & Discipline

Your Sales Management Guru

Analyze his marketing plans. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Management and Discipline. Last week it happened-again. received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! The President wanted some answers and certainly a fix. After that conversation I next interviewed the VP of Sales.   Let me know?

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Creating Intensity

Your Sales Management Guru

Always be more aware than the team… of all aspect of the sales/marketing focus. 6. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. What does the emotional Sales Leader need to do? 1.

Content Marketing Playbook: Strategy and Roadmap

planning for a future in which GE would be a publisher, not just a marketer. redefine the role of marketing,” Comstock reflected in. When you hear marketing, most people. more we expect from marketing. sure that marketing has been redefined as innovators. in their content marketing journey, GE went above and beyond in their. successful content marketers. B.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

If no names were offered, the salesperson would then ask if they could “ at least ” use the customer’s name as a reference.  If a yes was received, then all the surrounding firms in the customers geographic area were called on as well as all related companies within that customers general line of business or vertical market were contacted. Exceeding your Summer Quotas. Drop those lines.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

The study takes on four questions that every sales and marketing employee deals with on a daily basis: How does the speed of follow-up affect the results? He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Enjoy…and STUDY this.

What is all this talk about added value?

Your Sales Management Guru

Many organizations express their value on their website or marketing brochures, but fail in this important step of proof. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. What is All This Talk about Added Value? mind is like an umbrella, it must be opened to work….

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

The good news was I found a parking spot in the first ramp I drove into, arriving at 2:30pm allowed my friends and I to casually walk thru Market Square, stop for  refreshments and sushi and then walk the 10 blocks to the river walk and boat launch. To increase your public relations exposure within your community or market. Boom’s Day” the largest fireworks display in the U.S

What is Predictive Marketing?

Predictive marketing = predictive demand generation + predictive scoring

Selling Above and Below the Line

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Selling Above and Below the Line. You need this book! This week’s blog is another book review and it’s a terrific read. The book is titled: Selling Above and Below the Line by Skip Miller, published by AMACOM. Understanding the ATL Energy. Books

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When are Sales Won or Lost?

Your Sales Management Guru

Differentiation of the buying cycle can have multiple elements: How responsive was marketing and/or the sales person to initial requests? When are Sales Won or Lost? notable function a sales manager must master is understanding why sales are won or lost. WHY is this important to discover?  However, these are unlikely to be actual reasons, just the rationale. Actions. Summary.

What Happened at the End of the Workshop?

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. 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.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? To learn more: Take a Test Drive. Recruit a Top-Tier Sales Team. Expect the Best!

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Salesperson Business Plans should include more than simple forecasts; they need to include goal setting, training needs, marketing activities and business objectives. Consider the skill level of your general team and what changes there are in your market and then assess various training programs that are available. Sales Leadership: How to Ensure You Exceed Your 2015 Quota.

If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. 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.  Are they listening to you?

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Rate the quality of your 6 month sales/marketing/management plan, is it defined for each month? 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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Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

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. Create a spreadsheet listing all of the “ Circles of Influence” within your market and assign someone to connect with each person on a regular basis. 

Study: How Much of Your Content Marketing Is Effective?

Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. billion dollars on content marketing this year, and that number is growing fast. As marketers dedi- cate more and more of their budgets to content, we wanted to understand more about where their. marketing.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Obviously I am drawing the analogy back to you as the sales leader.  I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company. Are You the Maestro of Your Sales Team? This was a musical weekend.