Your Sales Management Guru

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

This presents your first challenge – how to help the potential buyer to answer the question – Why do anything? Tools to assist your prospect such as payback models, use cases and template presentations can be both valuable and appreciated. Often the committee will meet many days or weeks after all the vendor presentations. Three Magic Questions a Sales Manager Must Know.

10 Traits Buyers Seek in Salespeople

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But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. One way to do that: Videotape and watch your own sales presentation to see from the buyer’s point of view. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. Listen. See No. 4.

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. With this group, your presentations should use visuals, charts and statistics that can be left behind for review. Put a Little Personality into Selling. The Director is to the point, and focused on the job. Relationships are not important.

Important Grammar in Business Presentations

Your Sales Management Guru

Just How Important Is Proper Grammar When it Comes to Business Presentations? Ken; We have a guest blog this week, a topic that is absolutely key in emails, presentations and meetings. It takes more than just good speaking skills to give a top-notch business presentation. Good writing speaks volumes about the person and company behind the presentation. Hope you enjoy!

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. 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. know which half."

Sales Mgmt: don’t over complicate it….

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They got so caught up in their approach that they forgot it’s about the prospective client’s issues and “How are we going to sell it?” We rebuilt the sales presentation with a 4 screen shots and a few PowerPoint slides. Keeping things less complicated makes it easier for a prospective client to understand your approach and their benefits and easier for your sales team to present. Sales Leadership: Don’t over complicate it…. Last week I almost lost it.  As I began to peel back the layers of the issue as to why clients were not adopting the program it became evident.  The result?

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Salespeople: Expand Your Reach and Your Income

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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. Increasing Your Reach and Your  Income. Salespeople must find ways to leverage themselves as well and the good news is it won’t cost selling time.

The Only Sales Guide You’ll Ever Need!

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Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you’re their guide. 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. Books

If it is too good to be true, it is! Sales Managers protect yourself…

Your Sales Management Guru

We need your best proposal by tomorrow so we can present to our CEO to make a decision Friday. Get agreement to make a presentation to the team as the “cost” of the proposal. Focus your presentation intensely upon how your company is superior to the competitor in the area of discomfort but equal in every other way. If it is too good to be true, it is! KEN: Today I want to introduce John Moroney to you! He provides great insights into the challenges all sales organizations face. Call me right away!”. Oh boy, were you drooling or what! Except – it was too good to be true.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. 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. know which half."

The Ultimate Sales Strategy

Your Sales Management Guru

The Ultimate Sales Strategy. During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. think it is pertinent to almost every past client and all future clients. just had to share it with my many readers. Salespeople today need a better “ultimate strategy”.

What Happened at the End of the Workshop?

Your Sales Management Guru

While such letters are, of course, highly useful as tools for future sales presentations, they’re also valuable for building belief in-house. Frame the letters and display them in your lobby or sales presentation area. What Happened at the End of the Sales Leadership Training Workshop? Recruiting and hiring sales teams. Leading and managing your sales team. styles of leadership.

Quick Idea’s to Hit 4th Quarter Goals

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If you want my “ Magic List ” of questions, send me an email: Ken@AcumenMgmt.com. 4)       Hold a sales training session on Negotiating in October! 5)       Increase your relationship contacts; make sure your Executives are involved in a prospect meeting, lunch, breakfast or phone call with your prospects Executives. 6)       Use your customer base for site visits, referrals or even arrange a conference call with your prospects. 7)       Rehearse key presentations. Quick Idea’s to Hit 4 th Quarter Goals. What can I do to get an order today?” create a poster to keep the focus.

Sales Compensation Planning for 2016

Your Sales Management Guru

Looking for the holes means, once you have narrowed down your plan, test it, present it to others and let fresh eyes try to find the weak spots in your plan.  In my book we discuss creating a compensation committee and how to roll out the plan to your team.  Then you must practice your presentation. Sales Compensation Planning for 2016. It takes time to get it right.

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Are you investing?

Your Sales Management Guru

As someone that has presented often in many venues and formats the experience has been invaluable.  I met people from all over the world that provide levels of expertise in many, many areas, but everyone was positive, energetic and helpful. Investing in Yourself. Friday though Tuesday I was attending the National Speakers Association annual conference, hence my blog didn’t get out on Monday. 

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. 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. know which half."

Sales Management: Understanding “Setting the Hook”

Your Sales Management Guru

Being mentally creative and tough and moving your role from simply presenting products/services to providing business guidance moves the role to the next level. Sales Mgmt:  Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Are they early? Do they know what they need to know? During a few recent client/consulting meetings I realized that this remains an extremely important aspect of any salesperson’s life as well as any sales manager or president of any firm. What to do?

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When are Sales Won or Lost?

Your Sales Management Guru

For the majority of sales opportunities this differentiation occurred weeks or months before the decision during the discovery and presentation phase. Again, in many sales cycles the presentation of options to an internal capital approval committee or an informal management group will occur before the final vendor decision. When are Sales Won or Lost? Actions. Summary.

Sales On-Boarding Programs

Your Sales Management Guru

Normally each new hire must listen to the president sell the company, listen to other salespeople sell the company, make a few “ride along” sales calls, practice selling the company to  other salespeople before having to make a formal presentation during the third week to the president. Sales On-Boarding:  New Hire Success or Failure. It was proven again on Friday.  On Friday it failed.

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Programs to Increase Your Professionalism

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During this 45 minute presentation, Jonathan Farrington identifies the traits and characteristics of the very best sales managers and provides a blue-print which every delegate can take away to begin implementing immediately. Programs to Increase Your Professionalism. This is one of 10 Sales Management Training programs from Top Sales Management: read below. REGISTER: [link]. 3f4qb8v9ge.

Partner Hiring and Training

Your Sales Management Guru

In a like manner by the end of the third week, the salesperson must be able to present the organization’s PowerPoint presentation to the management team to ensure they can properly represent the company. Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. By Ken Thoreson.

Increasing Velocity is a Critical Success Factor

Your Sales Management Guru

After any keynote presentation members of the audience will approach me to ask further questions on my program or make more in-depth comments on related topics, frankly I truly enjoy these kinds of give and takes. Increasing Your Velocity is a Critical Success Factor. It’s normal.  Don’t get me wrong, I have no problem with creativity, being innovative or trying something new.

Sales Leadership: Learning by Observing

Your Sales Management Guru

The real opportunity for me was to sit back and observe other individuals not only to hear their message, but more importantly see how they: opened their presentation, energy levels, body language, vocal tones. Learning by Observing. How they closed. . also asked several of the other speakers to provide feedback on my session. Remember: Inspect what you expect ! Developing a Business Plan.

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Sales Leadership: Salesperson Business Plans

Your Sales Management Guru

However, instead of simply asking for a WAG Forecast, I created a special format and now each salesperson has 3 weeks to fine-tune the Personal Business Plan, gain their sales managers approval and then be ready to present it at the July, second half Sales Kick Off Meeting. Sales Leadership: Planning for the Second Half of the Year. Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to address to increase the performance of the entire company. The plan should include both personal as well as professional components. 

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AGILE Selling

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realized that when I wrote my books on Sales Leadership, I wanted them full of practical idea’s, presented in easy to read, non-intimidating size or weight of the book. AGILE Selling. By Jill Konrath. agree with Jill, this book should be a NY Times best seller. What makes this book worthwhile are the 63 chapters produced in bite site nuggets. Sink into Stories. Fine the Forums. Books

Managing A Sales Manager

Your Sales Management Guru

The format can be used for one on one meetings with the President and the Vice President of Sales or when the Sales Manager needs to present to  the Board of Directors or at Management Team Meetings.  I hope this assists everyone in creating better dialogue, better understanding between peers and more importantly better execution. . Managing a Sales Manager  . Acumen Management Group  .

HowTo Deliver a TED Talk

Your Sales Management Guru

Secrets of the World’s Most Inspiring Presentations. As a member of the National Speakers Association and a frequent speaker at many kinds of events I found this book fascinating-anyone that has to give any kind of presentation should get this book now. Design; adding to the power of your presentation; examples. How to Deliver a TED Talk. Choosing an Idea. Organizing Your Talk.

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

Your Sales Management Guru

presented the last topic and had some fun with how sales and marketing must work together as well as metrics to measure sales/marketing effectiveness and performing a competitive analysis. A Missed Week-But A lot to Cover. For the first time since I started my blog-I missed a week!  It has been a busy time, last week I flew into Toronto on Sunday to speak at the weeklong Microsoft Worldwide Partner Conference/WPC and after delayed flights, lost luggage and a jammed week of meetings, programs and events; I simply couldn’t get to it.  I apologize to my many frequent readers. 3f4qb8v9ge.

You Don’t Just Hire a Sales Team: you build it

Your Sales Management Guru

That effort typically includes having new employees do everything from reading past proposals to learning to use the customer relationship management (CRM) system and other technologies to making presentations to multiple people, including the president. You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture.   By Ken Thoreson. ” They’re not alone in their concerns. Building Your Team: Beyond Hiring.

Sales Leadership: 10 Sales Kick-off Idea’s

Your Sales Management Guru

HINT: Do not roll out the new compensation plan as the last topic of the meeting; schedule it early in the afternoon, if your event is a full day meeting. 8.       Make sure you make the meeting fun!   As the sales leader work on activities that create the right culture and teamwork, create a game that everyone participates in during the event. 9.       Make sure each salesperson presents their “Business Plans” for the year, based upon the number of salespeople this can be done by breakouts into regions, smaller groups or as a single group. Bring in an outside speaker.

Are You Facing Sales Fatigue?

Your Sales Management Guru

While such letters are, of course, highly useful as tools for future sales presentations, they’re also valuable for building belief in-house. Frame the letters and display them in your lobby or sales presentation area. Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. As partner executives, we have witnessed increased levels of stress because of managing cash flow, personnel decisions, increased costs, decreased margins and personal stress have caused the same problems to appear. Executive Action Plans. It must be real.

Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Each member has an opportunity to present his or her sales plans, business issues, and challenges for group feedback. Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s.  Also many organizations never gain real insights from their customers or even help from their customers. Let’s first explore a Client Advisory Board. Client or Industry Advisory Board  . Initially you will want to stagger terms.

Sales Management: Finish Off October, Set Up November!

Your Sales Management Guru

Sales Management: Finish Off October, Set Up November. Wow, I was shocked when October’s calendar flipped over and now it’s the 9 th !  During the past few days I have been suggesting to my clients several idea’s to ensure they finish off the year in a strong style.  I thought I would offer them and ask for more ideas from our team of readers! During October: ·         Increase your days per week for one on one sales strategy coaching time to validate all salespeople know “where” they are in the sales cycle and have asked the proper questions.  INSPECT this…. Missed opportunities??

Working a Trade Show is a Job

Your Sales Management Guru

Within two weeks, review all the breakout presentation PPTs that you missed and review all the breakout materials from the sessions that you attended. Contact the presenters for additional information and visit their websites for other information that maybe available.  . Best Practices for Attending an Industry Conference. Working a Trade Show is a Job. Its 1:45pm.  There are education breakout sessions going on and even an Exhibit Expo is open, why are so many people wasting this opportunity???  Plot your program strategy for your entire week,  not on a day to day basis.

On Boarding Salespeople-a plan

Your Sales Management Guru

like to recommend a clear set of goals defined for the first 90 days; these may include pipeline values, face to face meetings, presentations, etc…. On Boarding Salespeople. This week will be hectic.  Everything needs to be lined up and organized for a successful experience. This step is normally a very weak link with many organizations and yet it is a Critical Success Factor as well. link].

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Your Sales Management Guru - Untitled Article

Your Sales Management Guru

The sales team has been reading one chapter a week and discussing at each sales meeting.  . I am presenting my Product for the sole purpose of providing them with a vision of how it can improve their company. They’re not useful unless presented from the prospects perspective. Demonstrating to Win! Best Quotes  . That’s it. will get truly meaningful information.   . Sales Training

Building Belief-a key job of sales management

Your Sales Management Guru

While such letters are, of course, highly useful as tools for future sales presentations, they’re also valuable for building belief in-house. Frame the letters and display them in your lobby or sales presentation area. Building Belief. This week’s blog is an excerpt from my latest book: Your Sales Management Guru’s Guide to: Leading High Performance Sales Teams. You can purchase the book on Amazon or at [link]. Are your sales inconsistent? Are you losing more opportunities than ever before? Does your sales team seem weak compared to those of your competitors?

Sales Leadership: Focus on Focus

Your Sales Management Guru

Like the Salesperson’s Business Plan, each Account Plan is presented to the entire sales team. Sales Leadership:  Focus on Focus. During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to discover these quite often, I thought it would be a good topic for this blog. The company has been growing, not at an aggressive pace but slowly and the sales organization was in chaos, working opportunistically on various sales deals and randomly in the marketplace. Can they sell your company effectively?

Sales Leadership and Management in a Recovering Economy

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Demonstrations and executive presentations made per month. Sales Leadership and Management in a Recovering Economy. I am speaking this week in Houston on the title of this blog, it is March 19 th , 2012 and during the past few months the stock market has taken off and the papers shout out about the positive economic indicators that are being recorded: rents are heading up=housing will take off, (a leading indicator?) monthly job creation rates hit 200,000, etc…   What is your perception? When we see companies struggling, it’s often because they lack such blueprints.

Sales Leadership: Be Prepared!

Your Sales Management Guru

From May 9 th to the 13 th a series the world’s top sales experts will present a variety of programs designed to train and motivate your sales teams. This conference, which represents the most ambitious online event of its type ever staged, with thirty five sessions presented by some of the world’s top sales experts, over five days, will be all about succeeding,  winning and exceeding expectations. Sales Leadership; Be  Prepared. In the end, it all worked, thank fully.  Organization skills are important aspect of being prepared. What other idea’s do you have? link].