Your Sales Management Guru

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July is Sales Leadership Month

Your Sales Management Guru

July works because it tends to be a slower month in most organizations, individuals take vacations and the summer weather makes thinking and planning better as your activity levels peak generating “fresh air” and new thoughts.  So lean back, put your feet up, put some suntan lotion on and feel the breeze and consider the following ideas. Did the quarterly sales training plans work?

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  The blog below is Todd’s.  I hope you enjoy!  Shame.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

Question: “How do you get a salesperson to stop working?”. They procrastinate, get ducks in a row, and work to ensure that everything is perfect before they dial. They work over their leaders, too. Last month a top-five insurance company hired me to work with his team. The Telephone Is the Most Powerful Sales Prospecting Tool. Add it to your sales library today! Books

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The third action with each client is to work them through an Account Plan. These five actions will help the salesperson get off to a fast start-by working with and selling existing clients where they have trusted relationships and proven solutions. The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year?

Content Marketing Playbook: Strategy and Roadmap

back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. relaunch while working for Group SJR, a content mar- keting agency. Everywhere I had been working felt like. death—’This magazine is going to close,’ ‘We’re working. that’s proven to work—one we’ve refined after helping. We are still working on freaking really hard.

Sales Management: The need for creativity

Your Sales Management Guru

This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. Avoid set patterns: break your habits, floss your teeth differently, brush your teeth in different sequences, drive to work on a new route. Sales Management: The need for creativity! There is no question about it, top performers are more creative that your average salespeople.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

They value relationships that they have worked hard to establish, and operate well in a team environment. Focusing your work in an easy to understand, simple format places the emphasis on implementation and results. The following model has worked consistently in the past. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Measure the Profile.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

There was a study done of highly talented individuals and those people who worked extremely hard (hunger) that never became successful and those highly successful talented or hard working (hunger) individuals.  Work on the positives of life. Sales Leadership Thoughts:  Why Winners Win! The secret to this ingredient is you can develop it. Feel the fear-do it anyway!

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts. Enlist your sales and management teams in a campaign to present these influencers with advantages of your firm, and secure a commitment from them to work with you. 11 Actions Sales Management Must Take Now! Mobilize by motivating.  .

Staffing and Launching Your Content Marketing Program

success was attributed to work we did months ago. work needed,” he wrote in a blog post. Playbook series—the point where the difficult work. experiences as publishers and the work we’ve done. you excited to come to work every day, pushing you to. We are still working. telling you that certain things work—we want to tell you. actual work.”

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

It’s not the purpose of this blog, but the first action is to read the last two week’s blogs on “ Hiring High Performance Sales Teams” but reality is here, it’s the third quarter and you have to work with the team that’s in place and your sales goal has been set. One Action You Can DO to Exceed Your Quota. What is the logic behind this recommendation? What do have to lose?

Build Predictable Revenue

Your Sales Management Guru

Rather than simply “getting together”, use these sessions to bring in customers to tell of your success stories, speakers to work on team concepts or industry awareness programs. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! But one area where additional improvements still can be made is the sales organization. Planning. existing clients or new clients.

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Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

dinner meeting on you outside of selling time may work best. 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. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. Herein lies the opportunity. What’s next? Formalize. 

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

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 his sales process. Let me know what has worked for you on creating a sales process. 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.

Trade Shows Don’t Work

Your Sales Management Guru

 . Trade Shows Don’t Work. have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. Most individuals working the booth have never been trained on how to work the booth. Another sin I see often is that pre-event work has not been performed; no lead goals set, no booth appointments/meetings prearranged and no trade show specials created.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. their work as average, not very effective, or not. at least 25 full-time employees working on content. However, putting in the work to team up with talented creative. almighty question: Does this strategy actually work? blend of data to get the full picture of what’s working. Copyright © 2015 Contently. little.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

So, you start using social media and work on creating a following by sharing content. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. 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. How many attended?

If you had it to do over again?

Your Sales Management Guru

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. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Have you? Its purpose? Which are you?

Creating Intensity

Your Sales Management Guru

Pay attention to the details to ensure EVERYTHING works. 4. If you expect them to work at 100%, your focus, your energy must be 120%. 5. Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. What does the emotional Sales Leader need to do? 1.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Old Ways of Doing Business No Longer Work. I am honored to have this week’s blog prepared by Jonathan Farrington, he  is a globally recognized business coach, mentor, author and sales thought leader. Building collaborative and fruitful relationships begins with the couples we are a part of at work. Those who cannot - or will not - change are withering.

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Content Methodology: A Best Practices Report

This virtuous circle is only possible when the company works to build a culture of. work,” Becker said. “We needed to prove that content can improve marketing’s. culture of content doesn’t emerge overnight, but working to build one across these. Content Methodology: A Best Practices Report A content methodology works in much the same way as a flywheel. Content. In the.

What is all this talk about added value?

Your Sales Management Guru

mind is like an umbrella, it must be opened to work…. What is All This Talk about Added Value? 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. 

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Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Often when two executives meet to discuss business topics and get to better understand each other strategic topics come out that normally a salesperson working with IT teams are not aware of or are made available to them. Exceeding your Summer Quotas. Not only will it pay off this summer, but your third and fourth quarters will amaze you. Drop those lines. Second: Develop a plan of attack. 

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

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 his sales process. Let me know what has worked for you on creating a sales process. 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.

Know When to Say When

Your Sales Management Guru

When you are working a ton of deals, do you sometimes feel like you are spreading yourself too thin?  Assuming you aren’t fired on the spot, what if then that prospect turns your negative questioning around and starts to convince YOU why THEY are right for your product.  I know it sounds crazy, but sometimes a little push-back can work. Sometimes it’s best to know when to say when.

Study: How Much of Your Content Marketing Is Effective?

What’s working—and what’s not—for over. working remotely. to explore what works for their particular audiences. necessarily work with content. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE?

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Rate how your compensation plan works? Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH. Rate how well do you know the true or real total value of your pipeline? 1, 2, 3, 4, 5. Rate how well you strategize on the top 10. 1, 2, 3, 4, 5.

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Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

At this time of year I am working with each of my clients to begin to position them for success. They build pride, team work and drive revenue. Sales Leadership: How to Ensure You Exceed Your 2015 Quota. have listed the actions most organizations need to consider to exceed next year’s quota. Begin to recruit. Evaluate your compensation plan. Is it competitive?

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

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 the answer was YES!   I cringed… their attention to detail and process management was terrific, the application was designed to ensure a quality solution, but to a non-technology prospective client of theirs, it would scare them to death-way to complex.  I can imagine the prospects eyes glazing over and brains retreating to all the work they had to do without this new initiative.

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Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”.   I call these Business-EcoSystem partners. Obviously LinkedIn is a great tool to find the individuals you wish to work with.  . Increasing Your Reach and Your  Income. What has it lead to? 

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Create Compensation Programs that Work. Each course has been designed in bite size increments with quizzes and work guides to ensure a true learning experience. 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? To learn more: Take a Test Drive. Recruit a Top-Tier Sales Team.

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Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Struggling organizations thrash back and forth as if they were putting fingers into the dikes to stop the flooding-it’s a continual circus of confusion and frustration-nothing seems to work. Each conductor had their music sheets ready, each musician knew when to change chairs, the microphone worked and the lights went down or came up at the appropriate time. Learn to read your team.

Life Enrichment: Be a Top Performer

Your Sales Management Guru

It also means that there is an expectation or attitude from management that is transmitted to the team that WE will be successful, WE are winners, WE are better and WE work together. The Difference Between Average and Top Performers. This is part of the emotional make up that creates an atmosphere that separates the average performing organizations from top performing sales teams.

Pick up the DAMN PHONE!

Your Sales Management Guru

As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. and how salespeople today must work differently to win, it’s worth the price of the book for that chapter alone. Pick up the DAMN PHONE! When I saw the title of this book, by Joanne Black, I knew I would like the book- while I was reading it I loved it! Buy this book. Books

Evangelizing a Content Marketing Program

working, and as a result, creating content people. work so you can create better content and con- tinuously build a bigger and better audience. Moye publishers 15 to 20 stories each month through a “virtual news- room,” as most of the team, including Moye, works remotely. doesn’t work in the modern media landscape. All rights reserved. Introduction 4 II. The hotel giant.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

In working with our clients, whether we are building a recruiting/interviewing process-we test for mental toughness and creativity, Anthony’s part one hits the mark by focusing on the right Mindset. Whether you sell to big companies, small companies, or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that really work. The Only Sales Guide You’ll Ever Need! -a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. preorder.theonlysalesguide.com. Books

Selling to the Point

Your Sales Management Guru

HINT: In your sales training program, discuss the chapter, how the “Law” worked in the story and then discuss how the law can be applied to at least two prospects in each salesperson’s funnel. Selling to the Point.   – a book review-. This book should be scheduled for your next Acumen Sales Book Club. What’s the magic learning points of this book?  The point of selling is buying.

Creativity for Sales Leaders

Your Sales Management Guru

One factor that is well known is rather than work on a specific problem, it is sometimes best to leave it alone and let your mind relax and even focus on something else and like magic a solution to the first problem will occur. Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. Another example is J.R.R. Tolkien and C.S.

The Soft Edge; where great companies find success

Your Sales Management Guru

One quote: Trust is the lubrication that makes it possible for organizations to work.  He described both internal and external levels of trust and makes his point by quoting a survey: “For the first time in in history, impressions of openness, sincerity and authenticity are more important to a corporation’s reputation than the quality of products and services”. The Soft Edge. Trust. Smarts.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."