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| Page 1 of 145 | 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 | 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! | | | | | |
| 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. . | LEAD VIEWS AUGUST 31, 2012 Sales Forecast – Martoons B2B Sales business cartoons martoons Sales sales forecast sales projections[[ This is a content summary only. Visit my website for full links, other content, and more! ]]. | YOUR SALES MANAGEMENT GURU JUNE 4, 2012 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. | YOUR SALES MANAGEMENT GURU 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. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog: [link]. Is your sales process? Ken Thoreson. | | | | | | | |
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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 | 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. Ken’s latest book is: Leading High Performance Sales Teams. 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. 3.1.7 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. 8.1.3 Sales Process. 8.1.4 Sales Certification. offerings in 2011? Execute. MORE >> -
IT'S ALL ABOUT REVENUE | FRIDAY, JUNE 8, 2012 8 Surprisingly Simple B2B Sales Tips
by Jesse Noyes | Tweet this B2B sales is by no means easy. But that doesn’t mean everything about sales is hard. Today, we highlight eight B2B sales tips that are easy to put into practice, but deliver results. When it comes to B2B sales and marketing, nothing beats relevance. If you understand how your leads conduct their own sales and marketing, you’ll be better suited to market to them. B2B sales can stretch out for a long time. Do you have a sales tip? It requires not only skill, but panache. Let Leads Market to You. It helps you stand out. MORE >> -
LEAD VIEWS | FRIDAY, OCTOBER 5, 2012 Sales and Marketing Alignment – Martoons
Sales – Marketing Alignment business cartoons marketing martoons Sales[[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE >>
- The B2B Sales Role in the New Buying Process ANNUITAS GROUP | MONDAY, APRIL 11, 2011
- Rescuing Sales Rejected Leads LEAD VIEWS | THURSDAY, NOVEMBER 15, 2012
- 10 Trends Every Sales Exec Must Know For 2012 SALES CHALLENGER | WEDNESDAY, DECEMBER 7, 2011
- Lead Generation: How 64% of marketers starve Sales of opportunity B2B LEAD GENERATION BLOG | SUNDAY, JUNE 24, 2012
- Sales Leadership: Impacting Your 2013 Revenue YOUR SALES MANAGEMENT GURU | MONDAY, JULY 30, 2012
- Sales and Marketing Alignment: How to Sell To A Sales Person B2B MARKETING INSIDER | TUESDAY, MARCH 20, 2012
- Accountability for Sales Qualified Leads LEAD VIEWS | WEDNESDAY, JULY 18, 2012
- Sales Leadership: Learning by Observing YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 8, 2013
- National Sales Meetings, 3 More Things You Must Know SALES CHALLENGER | TUESDAY, SEPTEMBER 18, 2012
- What Makes a World-Class Sales Organization Tick? SALES CHALLENGER | TUESDAY, NOVEMBER 8, 2011
- How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company B2B LEAD GENERATION BLOG | MONDAY, APRIL 15, 2013
- Looking Beyond Sales and Marketing Alignment DIGITAL B2B MARKETING | WEDNESDAY, APRIL 11, 2012
- Sales Mgmt: Mowing Your Lawn YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 1, 2013
- Sales Leadership: 2013 Sales Theme YOUR SALES MANAGEMENT GURU | MONDAY, DECEMBER 3, 2012
- 25 Motivational Sales Quotes SALES INTELLIGENCE VIEW | MONDAY, JANUARY 23, 2012
- Sales Management: Understanding “Setting the Hook” YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 3, 2013
- Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings YOUR SALES MANAGEMENT GURU | MONDAY, JANUARY 21, 2013
- 25 Influential Leaders In Sales SALES INTELLIGENCE VIEW | MONDAY, SEPTEMBER 26, 2011
- Digital Marketing Can Increase Industrial Sales INDUSTRIAL MARKETING TODAY | MONDAY, AUGUST 27, 2012
- Destructive B2B Sales Practices ACQUIRING MINDS | MONDAY, MAY 17, 2010
- 6 Principles to Make the Most of Your Sales Metrics SALES CHALLENGER | TUESDAY, JUNE 5, 2012
- B2B Sales and Marketing Integration DIGITAL B2B MARKETING | SUNDAY, APRIL 22, 2012
- Your Sales Machine is Obsolete SALES CHALLENGER | WEDNESDAY, MAY 8, 2013
- E-commerce: An Important Channel for Industrial Sales INDUSTRIAL MARKETING TODAY | TUESDAY, MAY 22, 2012
- The 8 Most Common Sales Mistakes B2B MARKETING INSIDER | THURSDAY, SEPTEMBER 1, 2011
- How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned B2B LEAD GENERATION BLOG | SUNDAY, MARCH 25, 2012
- Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales INDUSTRIAL MARKETING TODAY | TUESDAY, JANUARY 15, 2013
- 20 Awesome Sales Posts You Should Read SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 8, 2011
- 10 of the Best Sales Sites SALES INTELLIGENCE VIEW | MONDAY, OCTOBER 10, 2011
- Sales Leadership: Has your team watched Pawn Stars? YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 17, 2013
- Take Your Sales Process to the Next Level SALES CHALLENGER | MONDAY, OCTOBER 10, 2011
- A Dip Into Sales Data vs. Sales Intelligence SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 29, 2011
- How the Internet has made your B2B sales process outdated BIZNOLOGY | THURSDAY, NOVEMBER 1, 2012
- Define and Conquer: Tips to Improve Sales and Marketing Alignment IT'S ALL ABOUT REVENUE | MONDAY, APRIL 29, 2013
- Sales Mgmt: Achieving Balance: Fear vs Respect YOUR SALES MANAGEMENT GURU | TUESDAY, APRIL 16, 2013
- Bootstrapping Your Sales and Marketing: Part 2 MARKETING GENIUS BLOG | THURSDAY, JULY 21, 2011
- Marketing Automation: What It Means for Sales SALES CHALLENGER | MONDAY, FEBRUARY 20, 2012
- Sales and Marketing: The technology behind CRM B2B LEAD GENERATION BLOG | MONDAY, FEBRUARY 18, 2013
- The Do’s and Don’ts of Sales Force Integration SALES CHALLENGER | MONDAY, MARCH 21, 2011
- The Cost Of Bad Sales Leadership BUYER INSIGHTS | SATURDAY, NOVEMBER 17, 2012
- Is sales enablement dead? REPUTATION TO REVENUE | MONDAY, OCTOBER 25, 2010
- Align Industrial Websites with Sales Process INDUSTRIAL MARKETING TODAY | FRIDAY, FEBRUARY 3, 2012
- Sales Management: Finish Off October, Set Up November! YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 8, 2012
- 6 Ways Marketing Can Help Generate Early Leads for Sales IT'S ALL ABOUT REVENUE | MONDAY, APRIL 16, 2012
- Sales Leadership: Nine Minutes on Monday YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 22, 2012
- Are Your Sales and Marketing Teams Really Aligned? [CHART] IT'S ALL ABOUT REVENUE | SUNDAY, JUNE 24, 2012
- 4 Ways to Free Your Sales Team IT'S ALL ABOUT REVENUE | WEDNESDAY, JULY 4, 2012
- Measuring Sales Force Effectiveness SALES CHALLENGER | TUESDAY, MARCH 19, 2013
- The Sales Manager that Does It All… YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 12, 2012
- Using Klout and social scoring for sales and marketing teams GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, APRIL 22, 2012
- A process to connect social media, content marketing and sales GROW - PRACTICAL MARKETING SOLUTIONS | WEDNESDAY, APRIL 20, 2011
- Trust, Reputation, and Inside Sales DIGITAL BODY LANGUAGE | TUESDAY, JULY 13, 2010
- Sales Mgmt: Training; Learn from Disney U YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 24, 2013
- Social Selling Throughout The B2B Sales Cycle SOCIAL MEDIA B2B | MONDAY, JANUARY 3, 2011
- Getting in Step with Sales MARKETING GENIUS BLOG | TUESDAY, AUGUST 17, 2010
- Sales Lessons from the Military SALES CHALLENGER | MONDAY, MARCH 12, 2012
- Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment B2B LEAD GENERATION BLOG | SUNDAY, MARCH 18, 2012
- Your Sales Process Starts Too Late SALES CHALLENGER | TUESDAY, MAY 29, 2012
- 5 Ways New Buyer Behaviors Are Impacting B2B Sales BUYEROLOGY | WEDNESDAY, JANUARY 4, 2012
- How marketers can help prevent lost sales. B2BMARKETINGSMARTS | MONDAY, JANUARY 11, 2010
- How to Be a Hall of Fame Coach Like Halas, Lombardi, Walsh and Madden SALES CHALLENGER | MONDAY, NOVEMBER 28, 2011
- Pinterest Drives Ecommerce Sales [Infographic] PUZZLE MARKETER | TUESDAY, JUNE 12, 2012
- Essential Reading List for Financial Services Sales Professionals SALES CHALLENGER | FRIDAY, JULY 22, 2011
- Sales Mgmt: 4 Steps on How to Not Get Fired! YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 26, 2012
- Sales Leadership: Closing Summer Business YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 19, 2012
- Gamification of the Sales Process SALES INTELLIGENCE VIEW | WEDNESDAY, JULY 20, 2011
- How to Shorten the B2B Sales Cycle GREAT B2B MARKETING | THURSDAY, JUNE 16, 2011
- How to Spark a Romance Between Sales and Marketing IT'S ALL ABOUT REVENUE | TUESDAY, FEBRUARY 14, 2012
- The Cost of a Failed Sales Manager? $4 Million… SALES CHALLENGER | TUESDAY, JULY 17, 2012
- 13 Questions Marketing Should Ask the Sales Reps IT'S ALL ABOUT REVENUE | FRIDAY, JANUARY 27, 2012
- B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1 B2B CONVERSATIONS NOW | FRIDAY, JANUARY 18, 2013
- Manufacturers: Don’t Start a Lead Generation Campaign Without Sales INDUSTRIAL MARKETING TODAY | FRIDAY, FEBRUARY 24, 2012
- Sales Ready Leads: Quality vs. Quantity SMASHMOUTH MARKETING | MONDAY, AUGUST 3, 2009
- The Key to Sales and Marketing Alignment: The Sales Development Rep MODERN B2B MARKETING | FRIDAY, JANUARY 18, 2013
- The Secrets of B2B Sales and Marketing SALES INTELLIGENCE VIEW | THURSDAY, OCTOBER 13, 2011
- Moneyball for Sales? SALES CHALLENGER | TUESDAY, OCTOBER 18, 2011
- Are Digital Sales Tools Replacing Pharma Reps? SALES CHALLENGER | FRIDAY, AUGUST 12, 2011
- How Science is Changing Sales As We Know It SALES INTELLIGENCE VIEW | FRIDAY, NOVEMBER 18, 2011
- Two Big Problems Between Sales & Marketing – And How to Solve Them IT'S ALL ABOUT REVENUE | THURSDAY, SEPTEMBER 20, 2012
- Stress Release for Sales People BUYER INSIGHTS | THURSDAY, NOVEMBER 1, 2012
- 3 Steps to Aligning Marketing and Sales FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012
- Is there a Way to Improve Sales Tool Adoption? THE ROI GUY | TUESDAY, JANUARY 3, 2012
- Inside Sales Is The New Outside Sales BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, SEPTEMBER 12, 2012
- Think Your Inside Sales Team Has it Covered? Think Again. THE POINT | MONDAY, MARCH 12, 2012
- Inside Sales Is The New Outside Sales BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, SEPTEMBER 12, 2012
- New Perspectives On Sales Success – Research From RAIN Group BUYER INSIGHTS | FRIDAY, MAY 3, 2013
- Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace B2B LEAD GENERATION BLOG | MONDAY, JANUARY 7, 2013
- B2B Healthcare Sales: 5 steps to sell to a financially challenged industry B2B LEAD GENERATION BLOG | SUNDAY, OCTOBER 7, 2012
- One Simple Sales Tip SALES PROSPECTING PERSPECTIVES | TUESDAY, JUNE 5, 2012
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