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| Page 1 of 73 | Previous | Next | B2B LEAD GENERATION BLOG JUNE 17, 2012 B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’ Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. No deal = broken sales cycle. Sales | IT'S ALL ABOUT REVENUE JULY 2, 2012 How Product Marketing Can Thrive in a Content Marketing World by Rob Bois | Tweet this In a prior job, I was responsible for both product marketing and content marketing. How do product marketers stay relevant? Sometimes content marketing feels like it’s about everything but the problem your product solves. Traditional positioning documents do a great job of translating product features into high-level messaging. A “message board”, on the other hand, describes three or less key ideas that describe the story and emotions you want the product to evoke. Talk the Topic, Not the Product. | | | | | |
| YOUR SALES MANAGEMENT GURU SEPTEMBER 23, 2012 Sales Leadership: The Impact of Creating a Sales Process Sales Leadership: The Impact of a Creating a Sales Process . 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. Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of their sales process, it enlightened the existing sales manager and created the beginning of a new sales driven culture for the company. The Results! | SALES INTELLIGENCE VIEW JANUARY 14, 2011 10 tips for Driving Sales Productivity: Tip #1 During my now 3+ year engagement with InsideView, I’ve had the opportunity to connect with dozens of InsideView customers, explore their business drivers for selecting a sales intelligence solution and discover benefits realized. Sales 2.0 Sales Data Sales Intelligence Social CRM Social Selling B2B b2b sales crm 2.0 Sales sales productivity social sellingAs I listened to success story after success story from both large and small organizations, trends began to emerge on what is [.]. customer 2.0 | | YOUR SALES MANAGEMENT GURU AUGUST 3, 2012 The End of Solution Sales The End of Solution Sales. The Role of Sales Leadership & Management. Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales. I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. Now what does that title mean to you? Ken@AcumenMgmt.com. . | | | | | | | |
| - Sales Leadership: Salesperson Business Plans
Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. 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. Training needs: sales, industry, product/service, operations. MORE >> -
YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 27, 2012 Sales Management & The Impact of Social Media
Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. In the traditional sense of a new product introduction, social media is moving through various stages. Is your sales process? Ken Thoreson. MORE >> -
YOUR SALES MANAGEMENT GURU | WEDNESDAY, MAY 30, 2012 Sales Leadership: Compensation and Summer Fun
Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. In this blog I wanted to share a few basic ideas from my books on sales management: Leading High Performance Sales Teams and Creating Sales Compensation Plans for High Performance. In both books I share ideas for sales contests/games as well as how to properly. Contest Sampler. MORE >> -
YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 3, 2012 Your 2012 Sales Plan
Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Sales Goals. 3.1.3 Units or Product Groups. 3.1.7 Sales Organization. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). Sales Cost Model. 6.1.1 Compensation targets for sales organization. 8.1.1 Sales skills. 8.1.2 Product Service. 8.1.3 Sales Process. MORE >> -
YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 27, 2012 Sales Leadership: Focus on Focus
Sales Leadership: Focus on Focus. 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. The result; the delivery organization is bogged down, low profitability and no insights into the pipeline or sales activity. First, Inspect What You Expect, as the president or VP of Sales your job is to ensure that the sales team is acting in the manner you expect. Can they discuss your products/services professionally? MORE >>
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- The Sales Manager that Does It All… YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 12, 2012
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