Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

Ken was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers. The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Books

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

Review your marketing/sales operational teams. Do they really understand your market, your customers, and the benefits you bring to them? 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. First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? Sales skills. A book club?

Sales Management End of Year Checklist

Your Sales Management Guru

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. Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017.

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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 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

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

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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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Keynote speakers, breakout sessions, new marketing plans and product demonstrations will all be coordinated to increase enthusiasm, salesperson belief and excitement that the New Year will bring. Describe and show your marketing plans for the first six months-at least. Ten 2017 Sales Kick-off Meeting Ideas. . I know this because I am already booked for five events already.

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July is Sales Leadership Month

Your Sales Management Guru

Is the market/economy or products/services performing as you expected it to perform? Marketing; did your messaging and campaigns generate the expected 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. July is Sales Leadership Month. And what has not? Were they successful?

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Going through a buying decision whether for marketing services, new equipment or office space, is a major commitment that may include multiple people and maybe competing with multiple priorities. Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital. Three Magic Questions a Sales Manager Must Know.

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.

3 Secrets to Success from John Wooden

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. Three Secrets to Success from John Wooden. . The specific article covered a young coach, Dale Brown meeting with John Wooden, the Hall of Fame UCLA basketball. First: make certain you always have better players than anybody you play.

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. We call it the Annual Client Audit Review. What is your plan to get a jump start on 2015?

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

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 Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. You can’t build a business if you have a revolving door.”.

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

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 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. Accountability: How to own the outcomes you sell. Books

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? OK?

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.

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

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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. They are wasting time, space, and money.

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?

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

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

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.

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 A book review-. This emotional connection can only come first when the sales manager is under personal control. Without trust the relationship becomes dysfunctional. And that is all in the first 40 pages!

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.

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

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.

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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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!

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth

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.

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? A mind is like an umbrella, it must be opened to work….

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Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

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. Now is the time to act. Not only will it pay off this summer, but your third and fourth quarters will amaze you. Drop those lines.

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. I 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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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