Your Sales Management Guru

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.

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

Your Sales Management Guru

Do they really understand your market, your customers, and the benefits you bring to them? First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet!

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the customer’s needs. Know the customer’s business.

Building Belief for Sales Success

Your Sales Management Guru

To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from a vendor. Building Belief for Sales Success.

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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

3 Secrets to Success from John Wooden

Your Sales Management Guru

This action can start with sales games, hearing customer success stories, sales compensation plans as well as genuine conversations. Three Secrets to Success from John Wooden. .

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Referral: the salesperson should ask their customers for referrals twice a year. Should Salespeople Prospect Anymore?

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. You can learn about competitors’ strategic changes as well as their weaknesses in customer support and product or service availability.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. 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.

Sales Management: What is your goal–today?

Your Sales Management Guru

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. 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.

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If you had it to do over again?

Your Sales Management Guru

Consequently the objective for the manager is to drive into the salesperson to ask themselves after every sales call or customer interaction: if I had it to do over again, what would I do differently-if anything? If you had it to do over again; what would you do differently-if anything?

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Failure to achieve revenue targets, manage customer relations and deliver service can be traced directly to hiring people unequipped to carry out their assigned roles. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars.

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Build belief in your company, and boost your team’s confidence in its products/services with visits to your satisfied customers, reference letters, or customer visits and presentations to your entire organization about their satisfaction. 11 Actions Sales Management Must Take Now!

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Change your sales process to stand out, be different and do something to make the customer remember you. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter.

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!

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Take the number of leads that converted to customers divided by the total number of new leads from the event. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

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. They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. 5) Access to certain customers and their insights. Customers. Why product managers and salespeople should be friends.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

First: if you have not performed an A, B, C analysis of your customer base do it. Essentially this entails analyzing your customers over three years as to the total revenue or margin they would have generated for you. Exceeding your Summer Quotas. Now is the time to act.

What is all this talk about added value?

Your Sales Management Guru

We suggest group meetings with a variety of employees, customer focus groups and brainstorming sessions during this phase. What is All This Talk about Added Value? A mind is like an umbrella, it must be opened to work….

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That adds net new customers to your base. To say thank you to your existing customer base. Sales Management Thought Leadership: efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Change your sales process to stand out, be different and do something to make the customer remember you. 7. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter.

Know When to Say When

Your Sales Management Guru

If you have done your research and talked through solutions with your customer, then you should have a pretty good plan hammered out on how to sell them what they need. Salespeople: Know When to Say When.

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

Scheduling multiple people from my client’s office and the customers became a challenge to arrange. Sales Leadership: Don’t over complicate it…. Last week I almost lost it. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole.

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Do You Know Your A, B, C’s?

Your Sales Management Guru

Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period. Third, you look at your C customers and perform a Life-Time Value Calculation. Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability.

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The Soft Edge; where great companies find success

Your Sales Management Guru

Story: The point the author makes in this chapter is the power of having a corporate story (s), and the need to craft, share and create stories for both employees, customers and prospects. The Soft Edge. Where Great Companies Find Lasting Success.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

The ever-pressing need to serve customers and clients well and to work smoothly and creatively with an ever more diverse range of people makes the ability to empathize all the more essential. Old Ways of Doing Business No Longer Work.

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Do you Dominate the Conversation?

Your Sales Management Guru

A true sales professional understands what my late father liked to point out—there’s a good reason we have two ears and only one mouth; he wants to get the other guy talking, so he can ascertain the information necessary to serve the prospect/customer. Do You Totally Dominate the Conversation?

Sprint to the Finish-it’s that time of year…

Your Sales Management Guru

You sell what is especially in demand by your customers right now – solutions that can increase efficiency , cut costs and enhance customer relationships. Work harder. (Sorry, but that’s what’s needed.) Try to stretch yourself both in terms of attracting new customers and better serving existing ones. Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Roller-coaster days on Wall Street.

Selling to the Point

Your Sales Management Guru

A salesperson’s job is to help his or her customer make a better buying decision. The less a salesperson’s persuasion was involved in a buying decisions, the more internalized that customers buying decision will be. Selling to the Point. – a book review-.

The Ultimate Sales Strategy

Your Sales Management Guru

The Ultimate Sales Strategy. During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. I think it is pertinent to almost every past client and all future clients.

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When are Sales Won or Lost?

Your Sales Management Guru

This is particularly true for newer sales people who do not understand why the prospect needs what they state they need or are incapable of expanding what the customer’s requirements should be. When are Sales Won or Lost?

Understanding the Value of Information

Your Sales Management Guru

For example, if you are looking for reliable sales data, sources such as Corporate Affiliations can help you learn more about your customer base as well as learn about new sales prospects and leads to nurture by utilizing their eBook on companies in the northeast.

Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

6) Use your customer base for site visits, referrals or even arrange a conference call with your prospects. Quick Idea’s to Hit 4 th Quarter Goals. Let’s make this interactive, I will start the list and then it is your job to add to it, let’s all work together to increase each other’s success during the last few months of 2013! These ideas can be designed for sales leaders or individual sales performers.

Super Teams, a book review

Your Sales Management Guru

The super team is defined as: A SuperTeam is a team that consistently delivers a superior performance relative to customer expectations. Super Teams. Using the Principles of RESPECT to Unleash Explosive Business Performance. Written by Paul Marciano & Clinton Wingrove.

The Renaissance Society

Your Sales Management Guru

2) Personalize: customers must be treated uniquely. The Renaissance Society. How the shift from dream society to the age of individual control will change the way you do business.

What Happened at the End of the Workshop?

Your Sales Management Guru

To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from your vendors.

Building a High Performance Culture

Your Sales Management Guru

Others can be scheduled as needed to help launch new products or services, promote new releases or upgrades or tie into your customers’ larger campaigns. Consider adding a cash bounty for each additional new seat, new customer, or revenue sold beyond a certain target value.

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It’s a Scary World Out There!

Your Sales Management Guru

The issues your team must understand are: operational efficiency, cost containment, customer responsiveness, revenue growth and increase market share. Drive an Increase in Customer Satisfaction and Lower Your Costs” certainly would get the attention of the VP of Marketing or COO. It’s a Scary World Out There. While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture.

Sales Compensation Planning for 2016

Your Sales Management Guru

Will there be special bonuses for reaching certain objectives such as add X number of Net New Customers. Sales Compensation Planning for 2016. It takes time to get it right.

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2015 Sales Predictions

Your Sales Management Guru

This has to do with the customers need to quickly take action, their existing knowledge and margin/COS pressures. 2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions.