Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

The Perfect Close. -A A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Serve as an information resource. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

During the life of any complex sales opportunity it is sometimes difficult to for a salesperson to keep their arms around the abundance of information, questions, insights and tactics. Three Magic Questions a Sales Manager Must Know.

3 Secrets to Success from John Wooden

Your Sales Management Guru

Third: don’t be a coaching genus, don’t give your players too much information, always practice simplicity with constant repetition. Three Secrets to Success from John Wooden. .

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

When you have sufficient data, share this information with the entire team and discuss that you will continue to measure this data and it will be added to your Sales Dashboard-assuming you have one! By tracking this information, your sales team will know that you paying attention to this metric and they will begin to pay attention to the importance of the monthly goal. Why can’t I get an accurate forecast?

Hire High Performance Sales Teams # 2

Your Sales Management Guru

The following information is used in our online video training course for sales managers: https://app.wagmob.com/ken/. They are usually conservative, slow to make decisions until they have absorbed all available information, and sticklers for detail.

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Build Predictable Revenue

Your Sales Management Guru

While this information is a must for all sales teams, the systems fall short by providing a rear-view mirror methodology to management. 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

Sometimes you give away these assets for free, other times, you offer them in exchange for contact information. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

If you would like additional information on this topic send me a request: Ken@AcumenMgmt.com. Increasing Your Reach and Your Income.

Pick up the DAMN PHONE!

Your Sales Management Guru

Using social intelligence salespeople can see the events in people’s lives; they can use that information to make more personal connections.There are over 40 chapters in this book all filled with nuggets for today’s salesperson. Pick up the DAMN PHONE!

Smart Salespeople: Power Network Map

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2) Bing/Google/LinkedIn/Jigsaw/Facebook search that person’s business relationships, personal involvements, and identify as much information as you can find. Smarter Salespeople: Power Network Map.

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?

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing.

When are Sales Won or Lost?

Your Sales Management Guru

Again, in many sales cycles the presentation of options to an internal capital approval committee or an informal management group will occur before the final vendor decision. When are Sales Won or Lost? A notable function a sales manager must master is understanding why sales are won or lost.

Sales Management & The Impact of Social Media

Your Sales Management Guru

Jay McBain, from Channel Eyes, a social media/network company focused on the IT Channel, commented that in his research on the topic; “social would overtake websites as the #1 source of information and online engagement in 2012”. 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

We believe that monthly employee meetings are crucial for keeping everyone engaged and informed. What Happened at the End of the Sales Leadership Training Workshop?

Leadership and Teamwork – Pull the Oars …

Your Sales Management Guru

Contact us @ www.advantage-performance.net or call Pattie Grimm @ 425.289.6619 for more information on how we can help you, your leaders and teams build your organization’s capacity, capability, commitment which delivers sustainable business results today. Leadership and Teamwork – Pull the Oars … Count the Beats. Another guest blog today, from Patti Grimm. Great message on working together for everyone’s benefit.

2015 Sales Predictions

Your Sales Management Guru

As salespeople face new selling environments, they will have access to instant insights designed to improve their sales skills and strategic information. 2015 Sales Predictions.

Partner Hiring and Training

Your Sales Management Guru

My program this year is “ Bartender’s Guide to Cloud Profits ”” It’s just one example of information that will be shared during the conference. Partner Hiring and Training Lessons from Sage Summit.

AGILE Selling

Your Sales Management Guru

You can see from the list the books value and there are a ton more of great reminders, new perspectives and information that makes this book a must read-for the new salesperson and old Pro. AGILE Selling. By Jill Konrath. I agree with Jill, this book should be a NY Times best seller.

Top 50 Sales & Marketing Influencers for 2013

Your Sales Management Guru

For more information about Thoreson and his “Your Sales Management Guru’s Guide” books, visit www.yoursalesmanagementguru.com , www.acumenmanagement.com or call 423-884-6328. 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.,

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 .

Thought Leadership Marketing in a Vertical Market

Your Sales Management Guru

Begin building a database with information on these prospects. . Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits?

Sales Leadership: Making Monday’s Marvelous

Your Sales Management Guru

Have your information ready, make the meeting worthwhile, positive and set the tone for your desired culture. Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager.

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What Slice of Pizza Do You Need?

Your Sales Management Guru

Work on role playing the “discovery” process, the art of asking questions, probing for information and building trust and confidence is critical. What Kind of Pizza Do You Need?

Are You Facing Sales Fatigue?

Your Sales Management Guru

We believe that monthly employee meetings are crucial for keeping everyone engaged and informed. 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: Gaining Insight & Accountability

Your Sales Management Guru

For more information on this service go to: [link]. Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Also many organizations never gain real insights from their customers or even help from their customers. What can you do to improve on these two critical blind spots?

Monday Miscellaneous

Your Sales Management Guru

Our commitment is to provide quick insights in a brief informative format focused on increasing your personal, professional and organizational growth. We invite you to participate in our community and encourage you to share this information with others. Monday Miscellaneous. There were many different thoughts for this week’s blog so I have included all of them in one batch. First: from Ken Thoreson.

AMP UP Your Sales

Your Sales Management Guru

Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. Amp Up Your Sales. Powerful Strategies that Move Customer Fast, Favorable Decisions. By Andy Paul.

Guest Post: Managing Salespeople: Compensation Survey!

Your Sales Management Guru

If things become worse and you decide it is time for the employee to be let go, you don’t want a moment of retaliation to be called in to question. · Show the employee the documented information and reiterate any company policies they may be violating.

Sales Leadership: Closing Summer Business

Your Sales Management Guru

If you want more information on creating Client Advisory Councils-email me for additional information) Ken@AcumenMgmt.com. Sales Leadership: Closing Summer Business. Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused. This week will be about “teamwork”, everyone reading this blog should consider their tips, and idea’s and share them with each other!

Make Monday Morning Meetings Work

Your Sales Management Guru

Summarize any administrative or technical issues, sales-contest information and other company topics that you may need to address. · Section 7: Close the meeting on an “up” note. Make Monday-Morning Meetings Count . Use a well-organized, performance-oriented gathering to motivate your team for the coming week. .

Working a Trade Show is a Job

Your Sales Management Guru

Contact the presenters for additional information and visit their websites for other information that maybe available. . Best Practices for Attending an Industry Conference. Working a Trade Show is a Job. Last week I was in Charlotte, NC, today is Orlando, and tomorrow is Chicago. I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking opportunities.

2014: How will you standout in the marketplace?

Your Sales Management Guru

Let me know if you would further information on this topic?? 2014: How will you stand out in the marketplace? In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects.

Advisory Boards

Your Sales Management Guru

Meetings should follow formal agendas sent to attendees in advance along with any supporting information that’s needed for discussion. Advisory Boards . At a recent client meeting we discussed the need to create a Board of Directors.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

The information included was created by a new salesperson at one of my clients. I will get truly meaningful information. . Most people assume you store basic information and have basic administration capabilities, just as they have in their current solutions.

Building Belief-a key job of sales management

Your Sales Management Guru

We believe that monthly employee meetings are crucial for keeping everyone engaged and informed. 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? Does your sales team seem weak compared to those of your competitors?