Your Sales Management Guru

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Sales Management End of Year Checklist

Your Sales Management Guru

While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Who are keepers, who are laggards?  I like to recommend that Sales Managers create a Personal Development Plan for each person, if you need a template Ken@AcumenMgmt.com. ?       Is your compensation plan working ?  Have fun and go sell something!

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The Perfect Close

Your Sales Management Guru

And then quickly even on page 32 the author brings further research on developing the proper mindset for selling and closing by discussing several psychologists and their work on changing the minds individuals. Having mental toughness is important but understanding the internal workings of individual’s minds gives the superior salesperson the edge. The Perfect Close. -A book review-.

More Sales Less Time

Your Sales Management Guru

What you will enjoy about this book is Jill created a story about her own professional sales life, with pipeline challenges, client work and worldwide travel challenges, plus including her active personal life. Then follow up to ensure your team is working on Jill’s key points-I think you will be amazed at the increase in productivity. More Sales/Less Time. -A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it?   In the end, time is everyone’s most valuable asset. So what’s the meat in this book? Learn to Get More Done.

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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.

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."

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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Slammed! Sales Management Book Camp

Your Sales Management Guru

My pipeline is full, but nothing is closing. I don’t think my compensation plan is working. I am unsure what metrics to use to measure sales effectiveness. Enroll now to get instant access to pre-work and initial training videos. Slammed! The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat. have a problem growing sales profitably.

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3 Secrets to Success from John Wooden

Your Sales Management Guru

It worked when then needed it. Three Secrets to Success from John Wooden.  . Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine.  First: make certain you always have better players than anybody you play. Ken@AcumenMgmt.com.

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?

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."

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

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Your business type will alter what works. That’s a good starter list, what prospecting ideas are you using-that are working? Should Salespeople Prospect Anymore? 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.

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

Put a Little Personality into Selling

Your Sales Management Guru

Approach a persuader informally — go with a first name, listen for personal information and use it as you work to develop a relationship. In working with Supporters it’s important that you realize your role in their decision process. The more you know about them and the more you know about how to professionally work with your prospects, the more money you will make.

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."

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.

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. The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations. So what specifically can any leader do to create Emotional Leadership? HINT: Run an annual sales trip contest.

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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?

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.

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.  .

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?

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.

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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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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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.

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?

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. 

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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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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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.

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. 

Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

Work on improving your local community, your church/organizations that impact others, take care of the environment, and mentor a younger person, whatever-volunteer.  I recently read it will make you live longer, make you more healthy, and happy. Life Enrichment: Why 2017 Can Be Your Best Year Ever! Vow to help someone else have a better life. They won too!). Ken@AcumenMgmt.com.

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.

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?

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? 

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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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.