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.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

When prospects see that you’re familiar with their businesses and industries that generates trust and confidence — key ingredients in any successful sales formula. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step.

July is Sales Leadership Month

Your Sales Management Guru

July works because it tends to be a slower month in most organizations, individuals take vacations and the summer weather makes thinking and planning better as your activity levels peak generating “fresh air” and new thoughts. July is Sales Leadership Month.

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Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

It was generated by 19 agents who made 1,311 outbound dials. 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.

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

Emotional Sales Leadership

Your Sales Management Guru

In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Emotional Sales Leadership.

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Hire High Performance Sales Teams # 2

Your Sales Management Guru

A highly motivated, successful sales organization is critical to generating revenue and margin growth year after year. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “

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7 Steps to Success for Sales Managers

Your Sales Management Guru

In Chapter Five, the author will open your eyes/brain into the power of generating higher levels of performance by creating: Sales Empowerment: Beginning with Ownership. 7 Steps to Success for Sales Managers. -A A book review-.

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Therefore, their perspective must be short-term revenue generation. Failure to plan is the number one obstacle thwarting revenue generation. 11 Actions Sales Management Must Take Now!

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B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. B2B Marketing.

Build Predictable Revenue

Your Sales Management Guru

The reason is simple: All organizations, regardless of whether their sales are shrinking or growing, are under pressure to create a sales distribution organization that generates predictable, consistent, profitable results. Build Predictable Revenue In Your Organization.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Ensure that all leads generated from webinars are associated with this campaign. Here is a link to a report that you can use to determine how you are doing – Lead Generation, Benchmark Report. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

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.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That generates excitement for your products/services. 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.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Do You Know Your A, B, C’s?

Your Sales Management Guru

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. This formula is actually good for all clients, but focus on the C’s first, this analysis is run for the past 3 or 5 years showing the total cost to acquire a client, cost to support the client over the 3 or 5 years and the real profit generated by the client. Do You Know Your A, B, C’s?

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

Your Sales Management Guru

Focus on why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Roller-coaster days on Wall Street. Middle East issues. Competitors taking what appears to be drastic measures. There are many distractions.

Sales Management & The Impact of Social Media

Your Sales Management Guru

These will be highly integrated applications that will easily allow the salesperson to offer the right solutions with an interactive approach, generating huge value to the buyer, rather than simply data sheets or a nice web site.” . Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points.

What Happened at the End of the Workshop?

Your Sales Management Guru

Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. What Happened at the End of the Sales Leadership Training Workshop?

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Sales Mgmt: Mowing Your Lawn

Your Sales Management Guru

This necessary in order that your summer sales will generate the necessary look and feel that you desired. Sales Management and Mowing Your Lawn.

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Partner Hiring and Training

Your Sales Management Guru

How long does the vendor estimate it will take you to begin to generate consistent revenue? Just as the vendor onboarding plan is important; creating an employee onboarding process is the first step to decreasing the time to revenue or productivity generation.

The 4 Letter Word in Success

Your Sales Management Guru

There maybe exposure to what success “tastes like”, a small dab of emotional success and a will t o have more can be generated. Let me know your thoughts and what has generated your will to win. . The 4 Letter Word in Success. How successful can I really be ?

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Top 50 Sales & Marketing Influencers for 2013

Your Sales Management Guru

He is a recognized expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training. Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn.,

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

Managing A Sales Manager

Your Sales Management Guru

In the future, as additional information is created and reviewed, these rankings will be compared to standards to generate the color dashboard perspective. Managing a Sales Manager .

2015 Sales Compensation Plans

Your Sales Management Guru

These plans are generally based on invoice, product or monthly averages of margin generation. Creating a Sales Compensation Plans. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach.

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Your 2012 Sales Plan

Your Sales Management Guru

12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a 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. High–Profit Prospecting. book review-.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. B2B Marketing.

Structure vs Creativity & Flexibilty

Your Sales Management Guru

As Sales Managers we must have plans and tools for growing our organizations and achieving our goals but we must adapt to our changing environments; we lose a salesperson unexpectedly, a major opportunity starts to slide or marketing fails to achieve its lead generation objectives. Structure vs Creativity and Flexibility. .

You Don’t Just Hire a Sales Team: you build it

Your Sales Management Guru

Typically, that frustration stems from a culture that blocks sales success via lack of support, poorly designed sales processes and inefficient internal policies that make it difficult to add new clients, generate proposals, process orders or even calculate commissions. You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board.

Are You Facing Sales Fatigue?

Your Sales Management Guru

Examples include: Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.

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Sales Leadership: a lack of resources may limit success

Your Sales Management Guru

As the water supply dwindles, so will the ability of this man made wonder of the world to generate water and power for the increasing needs of the population. Sales Leadership: A Lack of Resources May Limit Success. Date Line: Las Vegas, Nevada. I have spent the last 3 days/nights in Las Vegas on vacation prior to speaking at a conference this week. During that time I toured few new hotels, saw a show, dined at great restaurants, viewed The Grand Canyon and visited Hoover Dam.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. B2B Marketing.

Building Belief-a key job of sales management

Your Sales Management Guru

Examples include: Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. Building Belief. This week’s blog is an excerpt from my latest book: Your Sales Management Guru’s Guide to: Leading High Performance Sales Teams. You can purchase the book on Amazon or at [link]. Are your sales inconsistent? Are you losing more opportunities than ever before?

Marketing can Improve Lead Quality by Owning Qualification: Guest Blog

Your Sales Management Guru

Marketing and Sales have long been at odds over whether it’s better to generate a large volume of leads or if it’s better to generate fewer, higher quality leads. Marketing Can Improve Lead Quality By Owning Telephone Lead Qualification . This guest post is written by Derek Singleton of Software Advice , an online resource that report on technologies, topics and trends in B2B sales and marketing.

How to Get a Meeting with Anyone

Your Sales Management Guru

Each of the 20 categories provides thought provoking ideas along with a re-examination of what you are currently doing to drive lead generation. Taking this micro-view vs mass marketing can lead to amazing cost/actual high level lead generation results.

Sales Leadership: Creativity is Critical

Your Sales Management Guru

Generating potential solutions (including “wacky” , innovative or probable). Generation a menu of potential strategies. While all of these steps are somewhat fundamental in facilitation, the added elements of stimulation for generation of creative solutions becomes the meat within the book. Sales Leadership: Creativity is Critical.