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YOUR SALES MANAGEMENT GURU
SEPTEMBER 23, 2012
Sales Leadership: The Impact of Creating a Sales Process
2.        We created one additional professional service product that could be re-sold.  . Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com.  Sales Leadership: The Impact of a Creating a Sales Process  . It occurs almost every time I speak or every initial client visit. Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  The Results!
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YOUR SALES MANAGEMENT GURU
JUNE 4, 2012
Sales Leadership: Salesperson Business Plans
Training needs: sales, industry, product/service, operations. Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com. 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.  Personal income goals. link].
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YOUR SALES MANAGEMENT GURU
AUGUST 3, 2012
The End of Solution Sales
While I suspect most everyone reading this blog understands the concept of solution sales, but in summary it essentially is a sales methodology designed to increase the Discovery aspect of selling where in the salesperson seeks to understand the problems of the client and address those issues by recommending one of the salesperson’s products/services to solve the prospects pain. Mobilizers are focused first and foremost on driving productivity change for their company and that is what they want to talk about-their company not the salesperson’s. The End of Solution Sales.
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YOUR SALES MANAGEMENT GURU
AUGUST 27, 2012
Sales Leadership: Focus on Focus
Can they discuss your products/services professionally? Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com     www.YourSalesManagementGuru.com     3f4qb8v9ge.  . 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. Can they sell your company effectively? Are they working smart?
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YOUR SALES MANAGEMENT GURU
FEBRUARY 27, 2012
Sales Management & The Impact of Social Media
In the traditional sense of a new product introduction, social media is moving through various stages. It is my opinion  we have obviously crossed the chasm from Stage 1 into full blown Stage 2 product acceptance and in most cases salespeople and sales leadership have accepted and become comfortable in using forms of social media for their personal lives as well as in a limited business environments. Sales Management and the Impact of Social Media. Ken Thoreson. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link].
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YOUR SALES MANAGEMENT GURU
JULY 30, 2012
Sales Leadership: Impacting Your 2013 Revenue
Seventh, and not necessary last, make sure your on-boarding process is designed to ensure the salesperson can effectively sell your company, present your products/services and fully understands the operations side of your business and sales organization. Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com. Sales Leadership: Impacting Your 2013 Revenue. However, by adding new salespeople in the next 90 days, they will be ready to be contributors in 2013. .
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