Your Sales Management Guru

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Sales Management End of Year Checklist

Your Sales Management Guru

Download our List of the Top 40 Actions Sales Managers must activate to build a high performance sales team. ?       How many new salespeople do you need to hire during 2017 ?  Do you have a recruiting marketing plan in place? He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

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The Perfect Close

Your Sales Management Guru

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. The Perfect Close. -A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. You can find it on Amazon. Do you have a Plan?-A Books

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

HINT:  This marketing campaign idea could incorporate messaging from your vendors utilizing their marketing materials, email campaigns, telephone scripts and partner involvement, if their marketing website allows you to download quality tools. Now is the Time to Build Your Pipeline for 2017. Each Salesperson sends email/postcards #1 to another set of 20 suspects in Group B.

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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.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

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.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

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

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

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.

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.

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

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

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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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.

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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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.

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?

7 Steps to Success for Sales Managers

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. 7 Steps to Success for Sales Managers. -A book review-. After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages.

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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.

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.

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.

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!

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.

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 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 Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

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.

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!

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.

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.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey

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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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

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.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs

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.

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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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.

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. 

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