Your Sales Management Guru

Trending Sources

July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !  Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way.

Sales 85

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Sales Leadership Training Sales TrainingWhy now?

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Listen.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. HINT: Run an annual sales trip contest.

Sales 66

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. It is one thing to need sales training. Listen, instead of talk.

7 Steps to Success for Sales Managers

Your Sales Management Guru

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. This emotional connection can only come first when the sales manager is under personal control. Body Language.

Trust 61

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Motivation Sales Training It’s simple, but many times overlooked.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Need more sales management resources? Feel the fear-do it anyway!

Sales 60

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! For our sales management world, let’s make the same positive assumptions – our sales team consists of quality people with good attitudes and successful track records, and has been properly managed. Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. This was important because the sales team was generally inexperienced.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization. Test your top sales representatives.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. 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! After that conversation I next interviewed the VP of Sales.   The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Development of a Sales Plan for the new year with quarterly objections/goals. Need more sales management resources?

Sales 56

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business. Monthly forecasts by the sales team are always off by a wide margin, when asked, the sales team has no idea as to why they can’t predict accurately. First, as the sales leader there are some obvious actions to take place and some not so obvious. Need more sales management resources? What’s the action plan?

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. What is your sales process?

Put a Little Personality into Selling

Your Sales Management Guru

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. Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase your sales volume and improve your velocity. 1.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

What I call Trade Show Radio is really quite simple:  Ask your sales team to identify the fifty to one hundred executives you want to visit with at the show. Have your sales team invite them several weeks before the show to appear on your “business” radio podcast. Next ask your sales team, before the show, to ask the prospect for 5-7 talking points about their business.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

Sales Management Thought Leadership:  efficient effectiveness. What does this have to do with sales management?  As a manager you must be prepared-at all times for almost any event.  If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue. Need more sales management resources?

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. 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.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

Exceeding quota is never easy, in fact studies have shown that large percentages of salespeople never achieve 100% of their assigned quotas, but if you are in a position of sales leadership what can you do to improve your odds of success? 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 do have to lose?

Build Predictable Revenue

Your Sales Management Guru

But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. They are also taking a closer look at lifetime values, cost of sales, market share, sales processes and salesperson effectiveness.

Build 70

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. HQNHTN8GWN7Q.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

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. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. Typically the sales organization is concerned about the now – what is missing from your company’s offering versus the competition. What the PM may learn through the sales team is for the customer to really benefit, they must purchase another offering as well – and that is a turnoff.

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Start by looking at your average sales cycle (say 60 days). Need more sales management resources?

If you had it to do over again?

Your Sales Management Guru

Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. During the past 18 years of working with  and training sales managers around the world  this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well. Need more sales management resources?

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What are the 5 metrics you are using to predict future revenues and sales performance?

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Assuming your sales quota will go up, you will need additional salespeople on your team to achieve those higher numbers.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. Recruit a Top-Tier Sales Team. Become a Successful Sales Leader.

Sales 49

Creating Intensity

Your Sales Management Guru

The Job of Sales Management. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and needs. What does the emotional Sales Leader need to do? 1. Need more sales management resources? Creating Intensity.

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working. When I said: you don’t show this to them during the sales process do you? Last week I almost lost it.  The result?

Sales 63

What is all this talk about added value?

Your Sales Management Guru

During my keynote at a recent sales kickoff meeting I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition buy also the need for a company to prove their value proposition during the sales process.  always stress this during sales strategy sessions. Need more sales management resources?

VALS 68

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Are You the Maestro of Your Sales Team? Obviously I am drawing the analogy back to you as the sales leader.  I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company. This was a musical weekend. 

Creativity for Sales Leaders

Your Sales Management Guru

Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Tolkien and C.S.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Now is the time to act.  In this blog I wanted to give you some specific tactics to deploy immediately to assist you during the typical summer slow times, while I always  consider that an excuse, there  are proven sales leadership actions you can  take  now that will make a difference in your cash flow this summer. His latest book is: Leading High Performance Sales Teams. 

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

On average, 80% of B2B sales calls end up in voicemail and over 90% of voicemails go unreturned according to numbers from the sales data verification service, RingLead. The study takes on four questions that every sales and marketing employee deals with on a daily basis: How does the speed of follow-up affect the results? Need more sales management resources?

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.