Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

He goes in to great detail quoting various scholars and studies as to what key sales attributes are required for success, I will give them away-but you must buy this book to fully understand their importance. The Perfect Close. -a a book review-. 21 page corners turned over!

More Sales Less Time

Your Sales Management Guru

Everyone in sales will buy into her story, her attempts to increase productivity, her failures, this makes her “result” all the more real. What you will gain by buying this book is a process to create a new time saving methodology for you! HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team. 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?

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Put a Little Personality into Selling

Your Sales Management Guru

In presentations use brief, bottom-line visuals, ask open-ended questions designed to make the prospect talk and allow the director to lead. Create a sense of urgency and help the persuader to buy, but don’t make the close too obvious. Put a Little Personality into Selling.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

What makes this book a must buy for your entire sales team are the two “parts” to his book. This chapter is a road map to developing and leading change, a must in selling new offerings. 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.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. its role beyond lead gen.

EDGY Conversations

Your Sales Management Guru

Just skimming the table of contents you will see why you need to buy this book: 1. If you need a personal lift or want to motivate your sales teams, buy this book. Ken’s latest book is “Leading High Performance Sales Teams”. EDGY Conversations.

Life Enrichment: Giving Back

Your Sales Management Guru

Recently we have helped her buy a car and now hopefully a laptop that she can use to improve her education, and connect to the world. His latest book is: Leading High Performance Sales Teams, Ken’s 5th book designed for New Sales Managers will be published this summer.

Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

Your Sales Management Guru

This is called the Forecast Accuracy ratio , a great ratio to better understand your team’s ability to forecast and understand their prospects buying reality. His latest book is titled: “ Leading High Performance Sales Teams”. Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”.

Sales Mgmt: 4 Steps on How to Not Get Fired!

Your Sales Management Guru

Recruiting is sales leadership’s marketing campaign for sales leads. Sales Mgmt.: 4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Step One: Build an active recruiting plan.

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B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. its role beyond lead gen.

AGILE Selling

Your Sales Management Guru

Hint: I would recommend you add this to your sales training calendar, buy a book for each of your salespeople and discuss one or two chapters a week during your sales meetings and watch your sales explode. AGILE Selling. By Jill Konrath.

Sales Leadership: Nine Minutes on Monday

Your Sales Management Guru

Buy the book, read it, apply James Robbins plan and find out how in the end, he made it to the top of the summit by learning the ultimate leadership lesson. Ken’s latest book is : Leading High Performance Sales Teams! Nine Minutes on Monday. The Quick and Easy Way to Go from Manager to leader. By James Robbins. McGraw Hill.

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Your 2012 Sales Plan

Your Sales Management Guru

4.1.4 Customer buying process. Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. a. Prepare for launch, (internal buy-in to plan, communication). Ken’s latest book: “Leading High Performance Sales Teams”. Your 2012 Sales Plan.

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High-Profit Prospecting

Your Sales Management Guru

It is my belief that organizations that expect Marketing to be responsible for lead generation and pipeline development are wrong-to win market dominance, Sales must drive prospecting. Buy this book. High–Profit Prospecting. book review-.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. its role beyond lead gen.

Sales Leadership: Has your team watched Pawn Stars?

Your Sales Management Guru

Doing “deals” is simply a bad mindset for professional salespeople and leads to discounts, coupons, lower margins. If you have not watched it, the show covers the daily issues in a Pawn Store in Las Vegas, people bring in items to sell to the store and the store buys them and hopefully resells for a profit. Ken’s latest book is “Leading High Performance Sales Teams”. Sales Leaders: Has Your Team Watched Pawn Stars?

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The death of the salesperson

Your Sales Management Guru

BTW: I drove to the store to purchase the phone-rather than buying it over the web. Where organizations are lead by an analytical they look at sales as Cost Centers, not Profit Centers. They have built a belief in their mission within the sales team and their products and have created a sales training system that reinforces their sales strategies, sales process and prospect buying emotions. The death of the salesperson has been greatly exaggerated.

AMP UP Your Sales

Your Sales Management Guru

Buy the book for each of your salespeople, everyone should read the book, but assign a different chapter to each salesperson and make that person lead a discussion on the chapter at your weekly sales meeting. Amp Up Your Sales.

The End of Solution Sales

Your Sales Management Guru

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. The third strategy is simply to assist the buyer in buying! The salesperson must fully know the buying the cycle and NOT probe about “what are the steps to gain approval”. The End of Solution Sales. The Role of Sales Leadership & Management. Now what does that title mean to you?

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Sales Leadership: You are the Practice Squad

Your Sales Management Guru

The deliverable included a formal presentation by the sales team of: 1) what they uncovered during discovery, 2) perceptions of the firm and 3) formal product/services recommendation including a sales presentation as to why buy from us! Sales Leadership: You are the Practice Squad.

Life Enrichment: Satisfaction

Your Sales Management Guru

He went on to discuss how she thanked him for giving her a job, selecting her over three other applicants and that she had saved enough money to buy her first house! Ken’s latest book is “Leading High Performance Sales Teams. Life Enrichment: Satisfaction.

The Man Who Sold Hot Dogs!

Your Sales Management Guru

Yesterday a 22 year man won the US Open, a month ago, he went into the last day leading the Masters and lost. He stood by the side of the road and cried, “Buy a hot dog, Mister.”. First let me state this: I did not write this week’s blog. As sales leaders we have 3 aspects to our job.

Trade 11

Executive Toughness

Your Sales Management Guru

Buy it, read it and take action, you will be a better person because of it. . His latest book: “Leading High Performance Sales Teams” provides 40 chapters for sales leaders. Executive Toughness. This week’s blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Why am I adding this to my blog site?

Sales Management is the Hardest Job in Sales.Period

Your Sales Management Guru

Period. By Jeb Blount, Author of People Buy You . Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They move into their new office and proudly stare at their newly printed business cards - with little understanding of what it takes to actually lead salespeople. Because she has no clue how to lead people the other salespeople on the team at first stop selling and then either quit or are fired.

A Walk Through a Broken Organization

Your Sales Management Guru

Every representative tells a different story when asked, “Why do people buy from you?” His latest book is titled: “Leading High Performance Sales Teams”. A Walkthrough of a Broken Organization. Strategic sales management is often a weak link in solution provider companies. . Strategic sales management is often a weak link in solution provider companies.

Sales and Social Media-3 Keys

Your Sales Management Guru

Considering how social media has changed the buying cycle , most prospects will do significant research about your company online—including your firm’s social media presence and what your customers are saying about you—long before engaging with you. He’s also the award-winning writer of the Webbiquity blog , which focuses on B2B lead generation and Web presence optimization — the fusion of SEO, search marketing, social media, content marketing and interactive PR. .

The Top 11 Sales Mgmt Actions

Your Sales Management Guru

In today’s investment world advice on portfolio management can vary from; “hold firm with your existing stocks”, to “take advantage of a great opportunity to buy at these lower prices”. To win now we have defined a tactical program of eleven key actions that will lead to a winning approach and all sales leaders to take advantage of the opportunity of a lifetime, during what we call the lifetime of the opportunity : 1) Build the Right Motivation.

What is all this talk about a Sales Process?

Your Sales Management Guru

Salesperson Responsibility: Lead the Discovery Questioning with a Focus on landscape of the opportunity & Document Current Process. This will help build a buy-in by the sales team. What is all this talk about a Sales Process?

Mapping Buying Experiences: Creating Growth Through Aligning With Buyer Goals

Tony Zambito

In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. While in B2B marketplaces, these approaches may represent first-time efforts brought on by rapid changes in digital technologies and buying behaviors.

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3 Ways To Gain Executive Buy In

ANNUITAS

So, how can you share ideas and influence change within your organization and gain the often elusive executive buy in? Understanding the value and keys to of obtaining executive buy in is timely as event season is just about to kick-off. It has happened to all of us.

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5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

The Point

Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets. The lead funnel is obsolete.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.” Lead Nurturing B2B customer pat

Buying Triggers and Why They Matter

ANNUITAS

As consumers, if we are not in an active buying cycle, we are in a passive buying cycle. However, certain trigger events (tangible or intangible barriers that when met or breached cause another event or action to occur) cause us to move from a passive buying cycle into an active one.

3 Problems You Need to Solve Before You Buy New Marketing Technology

The Point

But no company that I know of paved their way to marketing success solely by buying software. Ineffective Lead Response. It’s alarming to see how many companies still rely exclusively on telemarketing to follow up on new leads.

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Top 3 Media Buying Mistakes B2B Marketers Make

Digital B2B Marketing

Particularly with “lead guarantee” programs, where a publisher contracts to provide a certain number of contacts meeting specific criteria, marketers fall into the trap of believing their content isn’t critical. No, that doesn’t mean they want to buy from you.

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Sales Lead Management Leads to the Most Efficient Media Buy

ViewPoint

They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce.

How Do We Find People Who Are Ready to Buy Our Product?

The Point

A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. So yes, by all means offer demos, free trials and late stage content to ensure that prospects who ARE in a “buying mode” find, and engage with, your company.

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Turn B2B Buying Into a Social Experience

Tony Zambito

  In others, there has been a mix of complex buying and selling cycles put into play to ultimately reach a purchase transaction.  A funny thing is also happening along the way to this transformation in B2B Buying.  Image via Wikipedia.

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Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

My interaction with buyers, via hundreds of B2B buyer interviews in multiple industries, leads me to believe this outcome is a correlation as opposed to a paradox. The buyer personas identified use a different buying process for each specific scenario. by Juan Pablo Bravo.