Your Sales Management Guru

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Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon my upcoming vacation next week it could lend more credibility.

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility.

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The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to have on your to-do list for the next 60 days?

7 Inspiring B2B Marketing Campaigns

Must-See Examples of Marketing Success That You Can Replicate.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack?

More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling.

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines.

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting.

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B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

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 !

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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?

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked.

3 Secrets to Success from John Wooden

Your Sales Management Guru

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.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today!

Slammed! Sales Management Book Camp

Your Sales Management Guru

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat.

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Should Salespeople Prospect Anymore?

Your Sales Management Guru

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.

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.

7 B2B Marketing Strategies You Need to Know About

As B2B marketers, we know that our buyers' needs are ever-evolving, but it's not just our buyers that are changing.

Put a Little Personality into Selling

Your Sales Management Guru

Put a Little Personality into Selling. 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.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.

Sales Management: The need for creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

The Only Sales Guide You’ll Ever Need! -a a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. It is a must read because it covers the essentials of what top performers already know and do. This book will lift the performance of everyone on your team.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Sales Management: What is your goal–today?

Your Sales Management Guru

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions.

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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!

If you had it to do over again?

Your Sales Management Guru

If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. Have you?

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.

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Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

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.

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7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A 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.

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”.

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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.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

One Action You Can DO to Exceed Your Quota. 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?

Build Predictable Revenue

Your Sales Management Guru

Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

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.

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. Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win.

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How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.