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  • B2B LEAD GENERATION BLOG  |  FRIDAY, MARCH 2, 2007
    [Consulting, Help] B2B Lead Generation Blog: Going beyond the sales lead
    « On giving away ideas | Main | Webcast: How to Precisely Define a "Lead" Before Marketing Begins » Going beyond the sales lead Ultimately, the purpose of B2B marketing is to help the sales team sell. Its about helping the sales team achieve better results. It also means getting out in the field with your team to really understand how you can help them sell. Its about helping the sales team achieve better results.
  • THE ROI GUY  |  THURSDAY, APRIL 18, 2013
    [Consulting, Help] SAVO Maturity Benchmark (powered by Alinean)
    In order to better understand customer’s challenges, SAVO Group developed a comprehensive Maturity Benchmark framework to analyze current Sales, Marketing and Operations practices, uncover and prioritize key issues, and make consultative improvement recommendations. In order to better connect and engage with prospects, SAVO wanted to create simpler versions of the full consultative benchmark, offered to clients on a self-service basis from savogroup.com.
  • CONTENT STANDARD  |  THURSDAY, SEPTEMBER 8, 2016
    [Consulting, Help] Why Sales and Marketing Teams Should be Wary of the Social Selling “Guru”
    Any shift in business and marketing, like the shift to digital-first, inevitably unleashes a wave of consultants who supposedly help marketing teams and their leaders understand how to work through and take advantage of the transition. With the rise of the web in the nineties, businesses did require consultants to help them begin complex digital transformations. and social selling don’t necessarily demand that level of outside consultation.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MARCH 24, 2015
    [Consulting, Help] 10 Traits Buyers Seek in Salespeople
    They teach salespeople to explain how, “your product or service”, can help achieve key business goals. Top performers focus on helping buyers achieve their business goals. Are you helping or just selling? Knowing their customers will help you sell them. Top performers outdo the competition by personalizing their presentations, showing how their solutions help customers resolve specific business problems, achieve important goals and generate impressive ROI.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, APRIL 20, 2017
    [Consulting, Help] Sales Management Thought Leadership:  efficient effectiveness
    All of this helped us pick a great spot, it was rated the “best beach resort in the world”. During the past 18 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world. Ken provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com.
  • B2B MARKETING TRACTION  |  THURSDAY, FEBRUARY 21, 2013
    [Consulting, Help] LinkedIn Recommendations: Why Less is More
    We had a great discussion on this very topic at an Institute of Management Consultants Los Angeles breakfast meeting. My colleague Jeremy Eskenazi, Managing Principal at global human resources consulting firm Riviera Advisors , cautions against too many or reciprocal recommendations. “I If you’d like assistance building a strong, optimized LinkedIn profile that will help you get found and known, contact New Incite today.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 9, 2013
    [Consulting, Help] 15 People Every B2B Marketer Should Follow On Twitter
    As senior VP of research and thought leadership for ITSMA, I research, write about and consult on the latest trends in B2B marketing. I help marketers working on measurement, reporting, data and accountability. B2B CMO for Hire, Marketing Consultant for technology, manufacturing co’s that want to grow faster. As a B2B marketer, it is easy to find people to follow on Twitter, right? Big names in B2B marketing, content marketing and social media seem to be everywhere.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MAY 14, 2012
    [Consulting, Help] The most useful blog post ever
    Here we go: Dear Twitter follower: I enjoy connecting with people and am eager to help my social media friends in any way I can. You see, as a consultant, my time is the only thing I have to sell. For people who authentically try to connect with me on my social sphere — commenting on blogs, connecting with me on Twitter, conversing on Google Plus or Facebook — I will enthusiastically and tirelessly help them in any way I can.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, FEBRUARY 26, 2013
    [Consulting, Help] Salespeople: Expand Your Reach and Your Income
    These people are individuals that can influence decisions; they differ based upon your product/service but could be: Commercial Bankers, Architect’s, CPA’s, consultants. If you want a sample Excel spreadsheet to help you track these individuals send me an email. If you want help with your sales career, you must be willing to help others. Four consulting agreements with major vendors, a variety of industry speaking opportunities and increased market awareness!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 8, 2010
    [Consulting, Help] Sales Leadership Workout! Dec 8th
    Strategies to help you hire, train and retain a top producing sales team. 15 Yrs Sales Management Consulting 18 Yrs Sales Consulting & Training. 15 Yrs Sales Management Consulting International Sales Consultant. Author, Speaker, Consultant New Hire Assessments & Coaching. . Is your organization and your sales team suffering from: Puny Revenues? Weak Results?
  • WRITING ON THE WEB  |  THURSDAY, SEPTEMBER 2, 2010
    [Consulting, Help] Blogging Services: Content Marketing for Coaches
    In between, there are two articles a month to be created for ContentforCoachesandConsultants.com for my loyal subscribers, all busy executive coaches and consultants. Let me know how I can serve you, if I can help you have a better, more interesting blog or content marketing on the Web. Here’s my latest video about my executive coach blogging services produced by iFlashVideo.com.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 3, 2014
    [Consulting, Help] 3 essential steps to build a powerful personal online brand
    It is a highly transferable asset if you should need to look for a job someday and the reputation and network you build online can help open new doors in both a current or future position. In my discussions with people looking for help in this area, I focus on three critical components: 1) Rich + niche . ” Here are a couple of examples: Jon Loomer does social media consulting but focuses specifically on the subject niche of advanced Facebook marketing.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 26, 2016
    [Consulting, Help] The Perfect Close
    I especially enjoyed how James takes the reader from sharing information on his personal sales background (helps everyone relate to the challenges in selling) to research on High Value Selling vs Lower Value Selling and how the closing process and the sales process must change with high value offerings with levels of success up to 42%. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.
  • WHAT WORKS - WHAT DOESN'T  |  THURSDAY, FEBRUARY 3, 2011
    [Consulting, Help] Stop the WordPress Madness!
    One month and hundreds of dollars worth of development help ago, I began consolidating my Web site and blog onto WordPress, the popular blog, Web site and content publishing system. Especially with the economy picking up, it would be worth several hundred bucks (which I’m spending on themes and professional help anyway) to get beyond setup and into creating compelling content to get more business.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, JULY 31, 2013
    [Consulting, Help] Are you investing?
    I met people from all over the world that provide levels of expertise in many, many areas, but everyone was positive, energetic and helpful. On the way to the airport I shared a cab with a guy that has been involved with NSA for 30 years and only consults with Fortune 500 CEO’s… and he gladly shared his thoughts, process and business model with me. Investing in Yourself.
  • WEBBIQUITY  |  MONDAY, MAY 17, 2010
    [Consulting, Help] Book Review: Maverick Marketing
    In Maverick Marketing: Trailride into the Wild West of New Marketing , Tom Hayes invites readers on a gallop through the new west of innovative marketing campaigns, to help generate new ideas to stand out from the herd. ’&# The New England Consulting Group even coined a name for this phenomenon: “Netralization,&# the equalization of marketing power between big and small firms enabled by the Web.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 24, 2013
    [Consulting, Help] Top 50 B2B Marketing Influencers On Twitter
    NealSchaffer - Neal Schaffer – Trilingual Social Media Strategy Consultant, Coach, Keynote Speaker, Author Maximizing LinkedIn for Sales & Social Media Marketing. TomPick – Tom Pick – B2B marketing consultant focused on web presence optimization, SEO, SEM, social media, online PR. Consultant, college professor, author of Return on Influence and Tao of Twitter. StephanieTilton - Stephanie Tilton – Content marketing consultant for B2B high tech.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 16, 2010
    [Consulting, Help] And Then Some….
    They are good friends, helpful neighbors, and then some. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com www.YourSalesManagementGuru.com (blog). No Regrets, a Do-Over Recipe for Success.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 22, 2014
    [Consulting, Help] How the Halo Effect Drives Lead Generation
    The halo effect works like this: By helping thought leaders and subject matter experts build their platform and influence, you will also build your influence and platform. You’ll notice it’s a series of touches over time: This idea is already in the lead generation playbooks for most large consulting firms. One way to start relationships with professors is to find those that have their own consulting practices.
  • THE POINT  |  TUESDAY, MARCH 3, 2015
    [Consulting, Help] Are Agencies the Future of Marketing Automation?
    But I suggest that companies are more interested in a consultative relationship, in the acquisition of best practices, and in achieving knowledge transfer to a fledgling marketing operations staff, than they are in telling their agency: “Here, YOU manage this stuff.”.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JUNE 20, 2013
    [Consulting, Help] The essential guide to hiring a marketing specialist … when you’re not a marketing person!
    They often have goals and objectives but don’t know how marketing can help drive their firms forward. Firms short on marketing knowledge may want to consider partnering with an experienced marketing consultant to help them select their new marketing leader. Perhaps the business owner can hire a marketing consultant to develop the play book and then obtain a full-time, mid-level, tactical professional to actually run the plays and measure the results.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 29, 2014
    [Consulting, Help] Twitter’s new mega-partnership has interesting implications
    2) New data-intensive capabilities for the enterprise: IBM and Twitter will deliver a set of enterprise applications to help improve business decisions across industries and professions. There are services today that can examine Twitter sentiment in creative ways to help businesses react. 3) Specialized enterprise consulting: IBM will also be training 10,000 Business Services consultants to write custom enterprise apps that use Twitter data.
  • BIZNOLOGY  |  TUESDAY, NOVEMBER 18, 2014
    [Consulting, Help] Search Engine Marketing is Legion
    Apparently, when you transition from being a practitioner of SEO to an SEM consultant, you go from spending 90% of your time on code-fu and only 10% on loving on your client to closer to 80% of your time being a Search Marketing evangelist, wooing the Powers that Be into understanding why they must take (lots of) money away from other things in order to put it into what might seem a little like snake oil to the uninitiated.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, NOVEMBER 5, 2015
    [Consulting, Help] Marketing is the second-biggest user of Big Data (and other amazing facts)
    I’m in the wrong business — Outside consultants are finding an important place in these projects. More than 20 percent of respondents implemented Big Data projects using customizable applications from an external provider and over 20 percent of respondents also utilize on-going technical consulting services from external organizations. I'm in the wrong business — Outside consultants are finding an important place in these projects.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, MARCH 26, 2014
    [Consulting, Help] EDGY Conversations
    As I read the book, I felt almost a poetic rhythm as his sentence structure is short, spacing open and many red bullets to help stamp in your mind the points Dan is making. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Ken provides Keynotes, consulting services and products designed to improve business performance. EDGY Conversations.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 30, 2014
    [Consulting, Help] 5 Lessons from 5 Years of Online Business and Blogging
    In the points below, I reveal the five major lessons that helped me build my online biz and network, failures included. My initial goal of blogging was to make money off consulting and paid advertising, but now I’m almost exclusively living from freelance illustrations (that I offer on my blog). Nowadays, almost all of my interviews, consultation and illustration requests come from the word of mouth from my friends and peers.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 1, 2012
    [Consulting, Help] What Does a Content Marketing Strategy Mean for Industrial Companies?
    I’m sure every time you’ve talked with an industrial marketing consultant about content marketing, you’ve been told that you need to start with a “content marketing strategy.” There are some guidelines and best practices that most professional marketing consultants follow but that doesn’t mean the strategies are cookie cutter plans. It should help you shift the focus from writing about your products and services to how you help your customers solve their challenges.
  • KOMARKETING ASSOCIATES  |  MONDAY, MARCH 9, 2015
    [Consulting, Help] 5 Reasons You Need a Partner for Your B2B Content Marketing Program
    If you know you need content, but have no idea where to start, many content marketing experts can help you get on the right track. Many consultants often craft an overall strategy with their clients before getting started on initiatives, including the types of content, promotion, lead generation tie-in, and more. External partners can help you find the time by increasing bandwidth to create more content on behalf of your organization.
  • WEBBIQUITY  |  THURSDAY, SEPTEMBER 15, 2016
    [Consulting, Help] How To Improve Your Email Subject Lines And Get Better Results
    Here are three useful tips to help you achieve far greater results. “Let’s face it, everyone loves the sound of their own name,” says Olivia Allen, an inbound marketing consultant at Bluleadz. If you are unsure about which type of phrases your audiences respond well to, speak to your marketing department or your search engine consultants. Guest post by Christelle Macri. In email marketing, the subject line is of paramount importance.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, DECEMBER 2, 2015
    [Consulting, Help] If you had it to do over again?
    Self Help for Salespeople. However after using the phrase over a period of time during our consulting engagement, we begin to see self-corrections and better insights into call preparation and sales call execution. This helps everyone see where they are in the professional/personal continuum. (If During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.
  • MODERN MARKETING  |  THURSDAY, MARCH 12, 2015
    [Consulting, Help] Assess Your Content Marketing Maturity Level [Infographic]
    Marketers have access to technology and tools that help organize and distribute this content, but identifying, developing and planning the most appropriate assets intended for customer consumption can be daunting if there is no solid content marketing strategy in place. Then discover solutions that will help you plan the content that will most resonate with your customer base and achieve your business objectives.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 13, 2010
    [Consulting, Help] Zen and the Art of Snow Shoveling
    Several weeks ago I wrote a blog on sales leadership time management, it has had over 1,000 reads; taking the time to create time to focus on unrelated actions,(like shoveling) can help sales leaders, refocus, re- charge and re-aligned priorities or even help solve personnel problems or specific sales strategies. You might re-read my blog on creativity to help you create new patterns f or growth! Zen and the Art of Snow Shoveling.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 11, 2011
    [Consulting, Help] Recruiting High Performance Sales Teams
    We have included the tools to help you improve your performance; interview scorecards, interviewing questions, and sample job descriptions. My chapter deals with personal success and how coaching and consulting with sales managers lead me to discover that in reality we are developing people as individuals personally and professionally. Recruiting Sales Leadership Training Sales Management Sales Management Consulting Sales Management Training Hiring Sales Management Systems
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 28, 2010
    [Consulting, Help] Learning from Losing?
    In most of our client consulting engagements we strongly recommend that “win/lost” reports are completed. This is a group coaching and training experience, the review should be designed to help the salesperson and the members of your sales team to share experiences or ideas as to what worked or what did not work. Tags: Sales Leadership Training Sales Management Consulting Sales Management Training Sales Training sales leadership Sales Management Systems sales organizations
  • YOUR SALES MANAGEMENT GURU  |  FRIDAY, OCTOBER 8, 2010
    [Consulting, Help] Know Your Competition-Sales Management
    Three, identification of their value proposition/marketing message MUST be included (this helps you validate your unique value proposition). During the past 12 years, our consulting, advisory and platform services have illuminated, motivated and rejuvenated the sales efforts for partners throughout North America. Acumen Management provides keynotes, consulting services and products designed to improve business performance.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 31, 2010
    [Consulting, Help] When You Leave.Your Office
    This will help them pre-think the issue before burdening you and perhaps solve the problem themselves. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken provides Keynotes, consulting services and products designed to improve business performance. . When You Leave.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 23, 2010
    [Consulting, Help] The Mental Side of Sales and Leadership
    In sales we must set our dreams, and then specific tactical goals that will help us achieve the dreams. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com. The Mental Side of Sales and Leadership.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 15, 2010
    [Consulting, Help] Do It Over Again…
    In my keynote, I sometimes open with that question and my objective is to help each person evaluate their lives both personally and professionally. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, SEPTEMBER 5, 2013
    [Consulting, Help] The blogger’s kryptonite
    I did posts to help out friends. Some days, it was not unusual for me to crank out 4-5 blog posts on top of teaching, consulting and speaking. The post The blogger’s kryptonite appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. I did posts to help out friends. Some days, it was not unusual for me to crank out 4-5 blog posts on top of teaching, consulting and speaking.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Consulting, Help] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    These industrial professionals have heard about inbound marketing being the “in” thing these days from marketing consultants like me and from other sources. The great thing about inbound marketing is that it will continue to generate sales that are exponentially larger than the cost of the consultant’s initial retainer.
  • YOUR SALES MANAGEMENT GURU  |  FRIDAY, APRIL 30, 2010
    [Consulting, Help] Sales Leadership, Marketing and Social Media
    Help Surface Content that Might Not be Found –. 3) The place to find help with all of this. Tags: Sales Leadership Training Sales Management Consulting Sales Management Planning Sales Management Training sales leadership Sales Leadership, Marketing and Social Media . As sales leaders we must all seek to understand new approaches, current technologies and how marketing and sales execution must work in conjunction to exceed our revenue goals.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, NOVEMBER 13, 2014
    [Consulting, Help] Ian Cleary and the Art of Guerilla Networking Success
    We became friends and the connections he has helped me make over the years led to speaking engagements in Ireland and Wales, an opportunity to lecture at an EU Think Tank, taking on Bank of Ireland as a customer, a relationship with the Coder Dojo charity, and quite a few happy moments sharing his company in pubs. Ian has come from nowhere on the digital marketing scene to becoming a well-known blogger, speaker and consultant through Razor Social.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 27, 2010
    [Consulting, Help] Sprint to the Finish–It’s that time of year…
    Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Following are five additional steps to help you stay out in front as you approach the 2010 finish line: Count the days. Can an existing client or a vendor contact help create credibility with prospects? Stay positive.&# I suggest that you develop a similar slogan to help you navigate these difficult times.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 9, 2014
    [Consulting, Help] Lead Generation: 2 tips to transform your content marketing
    Making the move to targeting specific verticals with content also helped Shelby’s efforts to determine where prospects were in the purchase cycle. “We To learn more about Shelby’s content marketing strategy to aid Adobe’s lead gen efforts, you can watch the on-demand replay of her MarketingSherpa Summit session, “ Lead Qualification: How demographics, email content and behavior helped Adobe boost conversions 500%.”.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, APRIL 20, 2010
    [Consulting, Help] The Magic of Leadership and Management
    Answering these questions will help you fine-tune your vision, focus your efforts and inspire your employees. They’ll also help you and your managers set the objectives to spur your company’s growth. a North American consulting organization focused on improving sales management functions within growing and transitional organizations.
  • CHIEFMARTECH  |  TUESDAY, JUNE 28, 2016
    [Consulting, Help] Where unicorns come from — feeder roles for marketing technologists
    I figured that some quick and dirty research would be helpful to me as I help companies scout great martech talent. ” So this includes titles like “Chief Marketing Technologist” and “Senior Marketing Technologist” and “Consultant/Visionary– Marketing Technologist” and “Marketing Technologist and Marketing Operations Leader,” as well as the straight-up “marketing technologist.” Principal Consultant.
  • THE POINT  |  FRIDAY, JANUARY 9, 2015
    [Consulting, Help] Steal This Technique for Your Next Sales Email
    and “Call me for a free 10-minute consultation”. is more effective than: “Call me to discuss how we can help.”. One of the basic rules of good, direct marketing copywriting is that a call to action should always be specific. In other words, it’s always better to present the reader with a very precise, preferably tangible reason to respond. So, for example: “Click to download our free white paper”. is infinitely preferable to: “Click to learn more”.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 22, 2016
    [Consulting, Help] The reality of online influence and the only thing that matters
    But I had also been dabbling in some entrepreneurial side businesses and, once I my kid’s college tuition was paid for, I decided it was time to re-invent myself and venture out on my own as a business owner, consultant, and college educator. When I started my new consulting business, my first two customers were a college kid trying to start a local catering business and a real estate agent. Become a consultant. Build a helpful personal network.
  • WEBBIQUITY  |  TUESDAY, DECEMBER 27, 2016
    [Consulting, Help] 3 Tips for Using Social Media for B2B Marketing
    While this is helpful for many of the other positions you need to fill, this is not always the best approach to achieving social media success. To set yourself up for B2B social media success, consider that social media is really the perfect platform to help you launch your content pieces in a whole new arena. About the author: Larry Alton is an independent business consultant specializing in social media trends, business, and entrepreneurship. Guest post by Larry Alton.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, MARCH 3, 2013
    [Consulting, Help] Sales Management: Understanding “Setting the Hook”
    One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. During a few recent client/consulting meetings I realized that this remains an extremely important aspect of any salesperson’s life as well as any sales manager or president of any firm. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 17, 2014
    [Consulting, Help] Put a Little Personality into Selling
    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. Recognizing signs of impatience will help. Create a sense of urgency and help the persuader to buy, but don’t make the close too obvious. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 13, 2017
    [Consulting, Help] Social media proficiency: A life skill?
    I’ve been helping Robert with a program to coach Cisco executives with social media proficiency and on how they can become “known,” based on the principles of my new book which is cleverly titled … KNOWN. A few years ago, I was up for a huge consulting contract … the biggest of my career. And I have written just the book to help you. He is an acclaimed keynote speaker , college educator, and business consultant. By Mark Schaefer.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, AUGUST 18, 2016
    [Consulting, Help] 3 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. This presents your first challenge – how to help the potential buyer to answer the question – Why do anything? Once they engage with a prospect, top sales professionals know they can both help the prospect and increase their company’s potential sales success through a deeper discovery phase. Three Magic Questions a Sales Manager Must Know.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 2, 2014
    [Consulting, Help] 70 Rising Social Media Stars
    So, with the help of some friends, I decided to create a different kind of list. Kevin Cain (Kevin Cain Consulting) — Kevin has an enormous amount of digital experience with OpenView Venture Partners, State Street Corp., He currently resides in Sydney, Australia, where he consults to businesses on strategic content marketing and communications issues. She now has branched out even further to help companies reach their digital marketing potential.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, OCTOBER 15, 2015
    [Consulting, Help] The dangerous confusion of sales and content marketing
    Pink argues that salespeople need to become “servant sellers,” providing helpful information, answering questions, and generally providing a good experience— before any sale is made. The field has taken Google’s Zero Moment of Truth stat, that online buyers consult 10.4 We do, however, consult 10 pieces of data AFTER our irrational brain comes to this decision, in order to justify a purchase decision that we’ve likely already made. By Tom Webster, {grow} Community Member.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, OCTOBER 12, 2010
    [Consulting, Help] No Regrets: Your Recipe For Personal/Professional Success
    For the past thirteen years, I have been consulting with clients helping develop high performance sales teams. Tell me how your sales management consulting moved you to a “no regrets, do-over recipe” strategy for success program. In our workshops or in our consulting role we work with sales managers on re-enforcing the use of this statement. No Regrets: Finding Your Recipe for. Personal and Professional Success.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 5, 2015
    [Consulting, Help] Is it better to be honest or nice on the social web?
    Or do I put a pleasant spin on it and help perpetuate the noise but don’t upset anyone? One person created an entire concept for a book and consulting practice from my work, without attribution. Nobody invites a bully to be their consultant or to speak at a conference. appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. Or do I put a pleasant spin on it and help perpetuate the noise but don't upset anyone?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MAY 11, 2010
    [Consulting, Help] No Regrets, A Do Over
    Many of you know I enjoy cooking, I have blended many of my cooking stories, food ideas, and previous life mentors into my keynote to help everyone in the audience find and build a better life-we even create our own menus for life and take an assessment for professional and personal lives based upon pizza! After working on my keynote I had plenty of time to reflect as we flew over South Dakota and into Montana.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, SEPTEMBER 13, 2016
    [Consulting, Help] Three Ways Leaving the 9-5 for Entrepreneurship Improved My Life
    This is the classic feast-or-famine mentality of consulting work. It helps no one. ”. I am happier, healthier, and more fulfilled as a consultant than I ever was as an employee. Elise Perkins is owner of ep communications , a consulting practice that helps build brands for businesses and people, using a savvy mix of content and influencer strategies. By Elise Perkins, {grow} Community Member.
  • SALES ENGINE  |  SUNDAY, MAY 22, 2016
    [Consulting, Help] 5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star
    As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. While the internet has driven the cost out of transactional, low value, truly commoditized types of products, making them as “self -service” as possible, the opposite is true for the selling of higher-end, more consultative offerings.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 9, 2010
    [Consulting, Help] The Power of Net-New
    Over the last few years as we’ve worked with partners in strategic planning sessions to help them build predictable revenue, one trend we’ve found is that clients who focus on adding net-new clients experience greater revenue growth. This will help you link the marketing and sales actions to the results and will help the salespeople better understand the correlation between goals, actions and results. Growing Your Company: The Power of Net-New.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, NOVEMBER 15, 2011
    [Consulting, Help] Marketers Do a Bad Job Selecting Marketing Automation Systems
    The real problem is comparing this figure and the previous 66% to… 25% of buyers consult with in-house IT. Think about that: 75% of CMOs are making a major system investment WITHOUT consulting their IT group. Software-as-a-Service makes it possible for marketers to purchase and deploy a marketing automation system without help from IT, but that doesn’t make it a good idea.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 5, 2013
    [Consulting, Help] Top 50 Sales & Marketing Influencers for 2013
    Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . He was recognized for his notoriety as an inspiring speaker on sales management topics and motivation, “ Your Sales Management Guru ” blog, “ Why Sales Managers Succeed ” newsletter, and a plethora of online, web-based articles, and other resources to help sales leaders develop high-performance sales teams.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 16, 2017
    [Consulting, Help] Why the marketing world is one big selfie
    If you’re going to be included in my selfie, you also need to be cool, relevant, and help me be accepted in my world. How will you help me win? He is an acclaimed keynote speaker , college educator, and business consultant. The post Why the marketing world is one big selfie appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. By Mark Schaefer.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 21, 2010
    [Consulting, Help] Are Experts Obsolete? Not In My Informed Opinion
    If I need a plumber or surgeon or marketing consultant, I need someone who can solve my individual problem, not provide generic advice or spend days researching the issue. The exceptions, where experts will provide individual help as a hobby or public service or for glory or because someone else is funding them, are just that – exceptions.) Tags: crowd sourcing hiring consultants role of experts
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, NOVEMBER 30, 2011
    [Consulting, Help] Are you being caught in Google’s Filter Bubble?
    Her firm helps nonprofits thrive through expert research, training and consulting on donor strategies. Can’t see the video? Click here: Mark Schaefer interviews Helen Brown. This video will make you think! On my recent trip to Boston I got to catch up with Helen Brown , who is not only my friend and customer, but also a brilliant thinker and strategist when it comes to search. Her livelihood depends on it!
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Consulting, Help] Digital Marketing Can Increase Industrial Sales
    Manufacturers and industrial companies often use solutions or consultative selling to add value for their customers and transform themselves from suppliers into trusted partners. How can digital marketing help industrial companies gain an edge? There are many ways that digital marketing can help industrial companies make their consultative selling process more productive. See Industrial Marketing Content that Helps Buyers ).
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 14, 2010
    [Consulting, Help] Changes in Sales & Sales Mgmt? What do you think?
    His collective social media involvement and leadership is helping usher in a new era of sales that meshes with the customer 2.0 I strongly urge clients to ensure that their sales organizations take advantage of this increasingly pervasive force, and our workshops help them do that.”. Tags: Sales Leadership Training Sales Management Sales Management Consulting Sales Management Planning Sales Management Training Sales Training sales leadership sales organizations
  • MARKETING CRAFTMANSHIP  |  TUESDAY, JULY 5, 2016
    [Consulting, Help] Manage the Pedigree Factor in Professional Services Marketing
    Whether they’re selecting a lawyer, management consultant or hedge fund manager, there are decision-makers who will always require the classic resume-based pedigree. These suggestions might help you hack your way through the pedigree jungle: Understand the fear factor in selection of an outside advisor. Institutional pedigree always matters, regardless of the type of professional service you’re selling.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 18, 2010
    [Consulting, Help] Traits of Successful Companies-rate yours
    During the past 13 years of working consulting we have developed a list of traits and values that characterize successful companies: Corporate culture is deep and consistent. Once employees believe in the vision of the company and how it can impact their personal self values and help them achieve their personal goals, the reality of building a highly motivated organization will occur. .
  • WEBBIQUITY  |  TUESDAY, MAY 3, 2011
    [Consulting, Help] The Nifty 50 Top Women of Twitter for 2011
    Talking recently with Cheryl Burgess ( @ckburgess )—partner and CMO at Blue Focus Marketing, a B2B social branding consultancy firm in Bridgewater, New Jersey; 2011 & 2010 winner of the Twitter Shorty Awards in Marketing; and author of the Blue Focus Marketing Blog —we were both struck by how many of the same people we know through social media (and we both learned about some interesting new people to follow as well).
  • VIEWPOINT  |  TUESDAY, JULY 30, 2013
    [Consulting, Help] PowerViews with Peter Bourke: Sell Less, Win More
    Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. Great rainmakers in consulting firms don’t even try to start selling, and yet they get a lot of commitments.". Sell less, win more.
  • SALES ENGINE  |  MONDAY, DECEMBER 7, 2015
    [Consulting, Help] Will content marketing ever eliminate the need for salespeople?
    And the result may be that we need fewer sales reps, meaning we have to focus on hiring the really qualified, well-trained, consultative sales person that truly helps prospects diagnose their real problems. It does place a higher level of expectation and ethics on salespeople today—to be that consultative professional and diagnose the problem. It seems like every disruptive Internet trend leads to predictions of the death of an old trend. Print is dead. Cold calls are dead.
  • BIZNOLOGY  |  MONDAY, DECEMBER 31, 2012
    [Consulting, Help] 5 Critical Roles that Need SEO Skills
    In my experience, SEO quickly devolves into gray hat SEO if it is seen as a job only for SEO consultants. In those cases, the SEO consultant just does after-the-fact optimization on a page, which typically conflicts with the way the page was originally developed. In scrum–an agile methodology used in my company (IBM)–the product owner manages the product backlog and helps the team build doable stories and tasks in two-week “sprints.”
  • THE ROI GUY  |  WEDNESDAY, AUGUST 17, 2011
    [Consulting, Help] So You Think Your Sales Team Can Dance? Buyers Say “Think Again.”
    Forced to “do more with less”, these buyers need more consultative advice and help from vendors. This evolution has driven increased investments in value-focused content marketing, interactive diagnostic assessment and economic justification tools, consultative sales engagement methodologies and value selling training. When used, are sales professionals engaging in a consultative fashion?
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, AUGUST 10, 2005
    [Consulting, Help] B2B Lead Generation Blog: Two new reports on marketing and lead generation
    I gained a ton of insight about the mindset of various decision makers for professional services such as accounting & financial consulting; architecture, engineering, & construction; legal services; information technology consulting & services; human resources consulting; training; management consulting; and marketing, advertising, & public relations. It will definitely help you budget, forecast, and benchmark your marketing results.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, OCTOBER 1, 2013
    [Consulting, Help] Quick Idea’s to Hit 4th Quarter Goals
    Ok, my list is done, what are your idea’s to help everyone win! During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken Thoreson provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com www.YourSalesManagementGuru.com. Quick Idea’s to Hit 4 th Quarter Goals.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 28, 2016
    [Consulting, Help] Singing the Customer Data Platform Blues: Who's to Blame for Disjointed Customer Data?
    The gap is music to my ears, since helping marketers fill it is what keeps consultants like me in the business. Better tools, like Customer Data Platforms, can help by reducing the expertise needed. I’m in the midst of collating data from 150 published surveys about marketing technology, a project that is fascinating and stupefying at the same time.
  • WEBBIQUITY  |  FRIDAY, JANUARY 20, 2017
    [Consulting, Help] Who Had the Greatest Professional Impact on Me in 2016? Shelly Kramer!
    Sales consultant and recruiter Jim Keenan wrote a blog post a few weeks ago about the individual who influenced him the most in 2016. ” A week later, I was stunned, humbled and honored to see that two of the business professionals I had the opportunity to help with optimizing their online presence last year had written one of those posts about me. She helped me develop professional clarity, as I’ve in turn done for clients.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 7, 2016
    [Consulting, Help] Sales Management End of Year Checklist
    Do I have to alter the sales compensation plan to help achieve the new goals? Watch a video on recruiting and interviewing to help improve your organization. ? If you are hiring, then you must tighten up your new hire on-boarding process , this must be a priority for any sales organization, you can find a template on our Sales Managers Tool Kit. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 2, 2013
    [Consulting, Help] 7 ways to get employees to adopt your enterprise social media initiative
    I’ve been lucky to be able to help people with consulting services in this space and I am particularly interested in the challenge of getting people to use it. People learning about issues wherever they may be in your company and then volunteering to help? Well, it’s ideal until your boss asks you why you’re late on your project deadline because you’re helping an employee in India solve a problem instead.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 18, 2015
    [Consulting, Help] Three huge ideas to build your networking momentum
    I had to get to know Mark … I wanted to connect with him as a “big thinker” who could help me grow as a marketer, and also grow my network. The new consulting client and I used GoToMeeting to connect since she’s in Canada, but we still made an effort for face-to-face connection. Do they have to happen in person, or can they happen only online with no virtual or in-person help?
  • VIEWPOINT  |  TUESDAY, DECEMBER 27, 2016
    [Consulting, Help] B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return
    Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Want help with nurturing? I can help. Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, DECEMBER 5, 2016
    [Consulting, Help] Content marketing strategy: Start with questions, end with insights
    I consulted with AnswerThePublic.com and it determined that a popular topic for me to answer would be “Why Social Media is Important.” The popular blog has helped propel his career as an educator and analyst. He is an acclaimed keynote speaker , college educator, and business consultant. The post Content marketing strategy: Start with questions, end with insights appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. By Mark Schaefer.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, DECEMBER 28, 2015
    [Consulting, Help] The strategy behind the content
    Out of that speaking gig, I have been hired by two organizations for consulting. However may write some smaller books that can help people on specific marketing and career issues. I intend to be more formal about this in 2016 as well as to get some help with the growing task of content distribution. The post The strategy behind the content appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 14, 2014
    [Consulting, Help] Lead Nurturing: Why good call scripts are built on storytelling
    Breaking down your script into sections can help you diagnose problems. The copy changes were hypothesized to deliver a prospect-level appeal of letting us “work with your consultant” instead of “doing the work yourself.”. Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of teleprospecting gets it wrong. Intuitively, fast, upfront and to the point seems like a sound approach and I’m a big fan of brevity.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, OCTOBER 17, 2013
    [Consulting, Help] Case study: Building a social media career in 12 months
    She is contacted daily by leading brands and has leveraged her success into consulting and paid “influencer” engagements. I love hearing those stories and helping people in any way I can.” In addition to getting money for limited social media exposure opportunities, Ana has been approached by brands as a consultant and social media advisor. I love hearing those stories and helping people in any way I can.”.
  • THE ROI GUY  |  THURSDAY, MARCH 7, 2013
    [Consulting, Help] 3 Key Metrics that Will Have a Profound Impact - a Report from Forrester’s Sales Enablement Forum
    76% - that’s the percentage of deals that are won by the vendor who is able to help establish the buying agenda, versus only 24% that won the business in the later bake off phase. The impact of helping establish your customer’s buying agenda is more profound than ever, growing in importance compared to last year’s 65% significance. T his week, leading sales enablement professionals met to share issues, best practices and success stories at the Forrester Sales Enablement Forum.
  • TOMORROW PEOPLE  |  WEDNESDAY, DECEMBER 5, 2012
    [Consulting, Help] Predatory Thinking - Welcome a New Breed of Marketers
    And how can it help you produce killer strategy? Peter Winter, Performance Consultant at Tomorrow People , says that there are two stages to producing a strategy. What is predatory thinking? First: you need to understand the problem. Then, thinking like a predator can produce the solution. I was recently at an SEO conference in Brighton where one speaker in particular stood out, for me, from the rest. He was Dave Trott, Executive Creative Director at CSTTG.
  • WRITING ON THE WEB  |  TUESDAY, OCTOBER 25, 2011
    [Consulting, Help] 5 Reasons Content Marketing is Getting Harder
    In spite of the recession, people are still hiring consultants to help them with their content marketing strategies and with writing quality content for business marketing. Come back and find an expert to work with, send them an email asking for help at a price you can afford. How would you help someone who needs to improve their use of content marketing, for example, with a blog? I hate to be a purveyor of gloom, there’s too much of that around these days.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, NOVEMBER 25, 2011
    [Consulting, Help] 5 ways corporate culture determines social media success
    Here’s an article on selling your boss on social media that might be helpful. First, they had other low-hanging fruit to take care of (I’m a marketing consultant, not just a social media consultant!). A while back I was working with a new client in New York. In the lobby of their impressive building, there was a huge plaque with the corporate philosophies of the company’s founder — a man who had died 25 years ago.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 16, 2013
    [Consulting, Help] 5 ways to use social media in sales even if your customer isn’t on Facebook
    Why not help your customers by curating data from the best information from the social web as a way to help them save time and money? Put some thought into how you can best describe your company in key search terms that would help a customer find you. For example your company might describe itself as “The Southeast’s leading provider of safety equipment, safety consulting, and hazard identification services.”
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 30, 2015
    [Consulting, Help] Five ideas to discover your marketing niche
    Instead of pursuing these legitimate and focused opportunities, people entering the field as bloggers and consultants seem to be determined to simply copy everybody else and put out the same ideas over and over again in an already-crowded space. Feedback from your fans, readers, and customers may help clarify your niche. The best leaders are sincerely dedicated to helping, serving, and elevating others.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 2, 2013
    [Consulting, Help] How does your team get digital marketing training?
    I do lots of different kinds of training, so maybe I am a good person to list off your choices to help you figure out how to prepare your team: In-person open enrollment : This is probably what most people think about as training. The good news is that the entire team hears the same story and you can ask questions that help you apply the learning to what you do and what you are struggling with. Photo credit: Wikipedia.
  • MODERN MARKETING  |  THURSDAY, MAY 22, 2014
    [Consulting, Help] How Kele Developed a Personalized Email Strategy
    by Contributor Friendly | Tweet this Editor's Note: Today's post comes courtesy of Jennifer Igartua , Marketing Automation Consultant at Bluewolf, an agile business consulting firm. Through the optimization of marketing technologies and processes, she helps her clients better understand and engage their customers. Kele onboarded Bluewolf as a strategic marketing consultancy.
  • MODERN MARKETING  |  TUESDAY, AUGUST 9, 2016
    [Consulting, Help] Have You Heard About the New Marketing and Agency Model?
    Some are even hiring data scientists and others outside of the traditional marketing discipline to help in these efforts. DigitasLBi , a global marketing and technology agency, and Oracle have joined forces to launch a dedicated Oracle Digital practice within the agency that provides a one-stop shop for creative and technology consultancy and implementation.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 14, 2016
    [Consulting, Help] Sales Management: What is your goal–today?
    What I like to do with our clients is to help them build a mentality of execution-getting something done! During the past 18 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: What is your goal—today? .
  • TONY ZAMBITO  |  SUNDAY, FEBRUARY 12, 2012
    [Consulting, Help] As The World Churns For CMO’s
    Spencer Stuart, the executive search consulting firm, in their study released early last year reported that average tenure rose to 42 months. External spokes can come in the form of customers, partners, and consultants – all being brought together to help them navigate the risky and uncertain road ahead. When combined, helping CMO’s to offer a vision of the future buyer and how their company can best respond. Image via Wikipedia.
  • HINGE MARKETING  |  WEDNESDAY, DECEMBER 17, 2014
    [Consulting, Help] The Road to the Top: Personal Branding Examples in Professional Services
    is a preeminent Visible Expert in the consulting field, and throughout his career he has made masterful use of content marketing to build his personal brand. Weiss acts as a consultant to consultants, and is widely respected as an author and a speaker. While consultants are often wary of sharing their knowledge or intellectual property, Weiss took a different approach. This kind of leadership helps set Visible Experts apart from the rest of the pack.
  • MODERN MARKETING  |  TUESDAY, MARCH 24, 2015
    [Consulting, Help] 4 Lessons in Serving Up Customer Success
    The Oracle Marketing Cloud Success Planning service is a series of sessions that help our team learn about a customer’s business objectives and marketing priorities. If knowledge is power, then a helpful Customer Success Program provides resources that hone in on the specific topics your customers need to know more about. The sessions are delivered using an online consulting toolkit designed to guide the conversation. Provide help.
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