Your Sales Management Guru

Trending Sources

July is Sales Leadership Month

Your Sales Management Guru

Were new product/services launched? Is the market/economy or products/services performing as you expected it to perform? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. July is Sales Leadership Month. The first half of the year is over, it’s time to reflect on what has worked? And what has not?

Sales 80

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. Better product/services released quicker helps everyone.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

They teach salespeople to explain how, “your product or service”,  can help achieve key business goals. Do more than push products. Of course, it’s vitally important for salespeople to know about the products they represent, but talking only about features and functions went out in the ’70s. The 10 Traits Buyers Seek in Sales Superstars. Listen. Tell the truth.

7 Steps to Success for Sales Managers

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. Red Flags.

Sales 66

Content Methodology: A Best Practices Report

Product and research divisions can provide dynamic. When Marriott began production on Two Bellmen, its award-winning short film, Beebe largely gave director Miguel Cabrera full reign to exercise his creativity. and crisis management, or even productivity. your product and brand message. market for relevant and/or similar products and. Content. Methodology: A Best.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

Winners hang on to dreams…they are self fulfilling prophecy; positive illusions promote the capacity to productive work and a successful life. Remember that past frustrations build anxiety, while we must recognize frustration, it is a healthy by product of working towards your goals/dreams. Sales Leadership Thoughts:  Why Winners Win! Work on the positives of life.

Sales 71

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Remember that you need the right combination of skills and attitude for this person to be both productive and to assimilate into the company’s chemistry and culture. You can learn about competitors’ strategic changes as well as their weaknesses in customer support and product or service availability. You’ve got sales quotas, plans and deadlines. Listen, instead of talk.

Emotional Sales Leadership

Your Sales Management Guru

Focus on training salespeople on belief: focus on how your products/services benefit your clients as much or more as what your products/service do. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. So what specifically can any leader do to create Emotional Leadership?

Sales 67

Trade Shows Can Work!-new idea!

Your Sales Management Guru

They are wasting time, space, and money. I get the fact that you need people to man the exhibit and walk people through a product demo and answer questions. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Trade Shows Can Work-new idea ! The blog below is Todd’s.  I hope you enjoy!  Shame. Really? Simple.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

emerged with smart products that offer features like. attention from a high level of production to. increase productivity. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I.

Sales Management: What is your goal–today?

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.  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. How about you?

Sales 65

Selling to the Point

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Selling to the Point.   – a book review-. This book should be scheduled for your next Acumen Sales Book Club. Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. What’s the magic learning points of this book?  Book

Why Can’t I get an accurate forecast?

Your Sales Management Guru

The salespeople are closing on topics i.e. price, instead of what the compelling reason is the prospect has for your product/service. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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? The salespeople do have not a defined closing plan for active opportunities.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

20/20 plan: each salesperson sends two (2) distinct direct mail pieces referring to your products/services to 20 suspects; 20 pieces one week, 20 the next week. Bus-ecosystem: each salesperson should develop relationships with 3-5 other salespeople who sell non-competitive, but related products/services into common marketplace. Should Salespeople Prospect Anymore? First, it depends.

Study: How Much of Your Content Marketing Is Effective?

products.” I’d imagine that sentiment rings true for many marketers in all. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. content.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

sales productivity tool to quickly identify qualified leads from among millions of potential contacts from cloud-based data providers Fliptop, Netprospex, ZoomInfo and/or Full Contact. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Build belief in your company, and boost your team’s confidence in its products/services with visits to your satisfied customers, reference letters, or customer visits and presentations to your entire organization about their satisfaction. Review your product/service packaging and pricing tactics to ensure that you are capitalizing on your strengths and meeting competition.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. Additional products and services cropped up. We created one additional professional service product that could also be sold. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

Definitive Guide to Planning a New Content Initiative

36 Which planning, production and workflow tools are you going to. Content product: What content should we produce, procure, curate, and share? 2. is all about keeping it natural, she’s sure to find the beauty tips, tricks and products. products and by possessing insider access to industry experts and a behind-the- scenes look at some of our favorite beauty brands.

Sales Management: The need for creativity

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. The good news?

Put a Little Personality into Selling

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. Relationships are not important.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Define the Ideal Profile. Why so few?

If you had it to do over again?

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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? Which are you?

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Build Predictable Revenue

Your Sales Management Guru

In addition, we like to see them forecast by suspect/client by product or practice area three times their quota. The plan should contain an outline for initial employee training on job functional requirements, company product/service offerings, benefits and recurring plans for training existing employees. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever!

Build 65

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Do you have a quarterly plan to train your sales team on: products/services, sales skills, company operations? Inspecting that your salespeople can sell, can discuss your products/services the way you want them to? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. It happens in so many aspects of the job of sales leadership. What do I mean?

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Then based upon your existing line of Microsoft, Citrix or other products and services you offer, review each customer. Ken provides Keynotes, consulting services and products designed to improve business performance. Exceeding your Summer Quotas. Not only will it pay off this summer, but your third and fourth quarters will amaze you. Drop those lines. Fourth, ask for referrals.

Sales Management & Discipline

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.   So what are our next steps? Analyze his marketing plans. Let me know?

Sales 53

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Creating Intensity

Your Sales Management Guru

for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. What does the emotional Sales Leader need to do? 1.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. How many calls should be attempted? Definitely not.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. 2.       Additional products and services cropped up.

Know When to Say When

Your Sales Management Guru

Are they not a good fit for your product? Imagine being on a call and the prospect seems so uninterested in your product that you just want to throw in the sales towel and say “yeah, maybe YOU aren’t right for OUR product”. Salespeople: Know When to Say When.   Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

What is all this talk about added value?

Your Sales Management Guru

At this highly “product” driven company the salespeople were really struggling to understand the concept of being unique or what kinds of value they could offer, it was a lively session.   In a commodity business it is critical you consider value and what is really value. Understanding your business begins, paradoxically by forgetting your product/service.

VALS 66