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.

The Perfect Close

Your Sales Management Guru

As James continues to bring the reader to Chapter 12, he takes you into not only the logic but the science of what advancing the sale means and why a professional salesperson must understand what commitment/consistency and endowed progress means and how they lead to setting up the Perfect Close.

More Sales Less Time

Your Sales Management Guru

HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team. More Sales/Less Time. -A A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling.

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July is Sales Leadership Month

Your Sales Management Guru

Were the leads generated moved into the pipeline and can you measure where they came from? Did those leads close and do you know the best lead source? What leading indicators are business drivers? July is Sales Leadership Month.

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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

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?) In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person. Interviewees may even offer leads to sales people.

Put a Little Personality into Selling

Your Sales Management Guru

In presentations use brief, bottom-line visuals, ask open-ended questions designed to make the prospect talk and allow the director to lead. Put a Little Personality into Selling.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

This chapter is a road map to developing and leading change, a must in selling new offerings. The Only Sales Guide You’ll Ever Need! -a a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. It is a must read because it covers the essentials of what top performers already know and do.

B2B Marketing Trends for 2016

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

Emotional Sales Leadership

Your Sales Management Guru

It is important to track sales metrics to better understand the sales formula or recipe for success and to analyze leading indicators that will allow the sales manager to better predict future revenues. HINT: set sales objectives that lead you to your goal. Emotional Sales Leadership.

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If you had it to do over again?

Your Sales Management Guru

During the past 18 years of working with and training sales managers around the world this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

This on-going action can lead to the equivalent of a normal salesperson’s quota value of sales! . Create new sales leads with an active target-marketing campaign. 11 Actions Sales Management Must Take Now!

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

Finding prospects and nurturing them into leads is an integral part of any sales cycle. When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business.

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

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

His latest book is: Leading High Performance Sales Teams. Exceeding your Summer Quotas. Now is the time to act.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That drives the necessary sales leads for each month. 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.

Creating Intensity

Your Sales Management Guru

As a leader in any organization recognize that your focus/intensity/enthusiasm must be above the ones your lead. In my book on Leading High Performance Sales Teams I cover the tactical steps build this belief. Creating Intensity. The Job of Sales Management.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

How well are your sales leading indictors defined, are they measured, posted-Graphed-Analyzed? Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH.

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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

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Send them interesting sales ideas you have picked up via email (hint: this blogJ), send them a sales book, and work to find a lead for them-it must be a win-win situation. What has it lead to? Increasing Your Reach and Your Income.

EDGY Conversations

Your Sales Management Guru

Ken’s latest book is “Leading High Performance Sales Teams”. EDGY Conversations. How Ordinary People can Achieve Outrageous Success. A book review.

It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Your Sales Management Guru

What we saw at the Super Bowl for those of you who are not aware of the Sunday’s event; with very little time Tom Brady lead his team back from a 21 point deficit to win his 5 th Super Bowl ring. It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson. After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week!

Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

This balance of professional/personal life brings a better sense of success that leads to a better life, I call this Gourmet Living. Life Enrichment: Why 2017 Can Be Your Best Year Ever!

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

Life Enrichment: Be a Top Performer

Your Sales Management Guru

In my book: Leading High Performance Sales Teams , we discuss these ideas and others in greater detail; you can listen to a pod cast on the books also in our store: www.AcumenManagement.com. The Difference Between Average and Top Performers.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? Lead the Best! Ignite Your Sales Team: Sales Management on Fire!

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Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Friday evening we went to the Knoxville Symphony, it was the final program by Lucas Richman who has lead the symphony for the past 12 years and Sunday was Music Sunday at our church, with Bell Choirs, guest musicians, the adult and children’s choir and many ensembles it was a festival morning.

Smart Salespeople: Power Network Map

Your Sales Management Guru

After the sales discussion at my client’s office it lead to the best new thought of the year! Smarter Salespeople: Power Network Map. This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention….

B2B Marketing Trends for 2016

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

If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

Focusing on a positive, fun and interactive approach will lead to a connection with that person(s). If It Isn’t Fun, It isn’t Selling!!! Last week I was in Arizona speaking at a conference, during my program I used the phrase: If it isn’t fun, it isn’t selling!,

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Sales Management: Make Monday Sales Meetings Easy

Your Sales Management Guru

His latest book is: “Leading High Performance Sales Teams ”. Making Monday Morning Sales Meetings Easy for Remote Teams .

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Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Ken’s latest book is “Leading High Performance Sales Teams”. Old Ways of Doing Business No Longer Work. I am honored to have this week’s blog prepared by Jonathan Farrington, he is a globally recognized business coach, mentor, author and sales thought leader.

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Trade Shows Don’t Work

Your Sales Management Guru

Another sin I see often is that pre-event work has not been performed; no lead goals set, no booth appointments/meetings prearranged and no trade show specials created. No mailings are sent out or every lead is not followed up within 3 days of the event. . Trade Shows Don’t Work.

B2B Marketing Trends for 2016

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

Enhancing Your Executive Edge

Your Sales Management Guru

How to Develop the Skills to Lead and Succeed. Enhancing Your EXECUTIVE EDGE. It’s time for another book review! Last week I was on vacation and I had the time to read three books, one of them written by Kim Zoller/Kerry Preston was on Enhancing Your Executive Edge.

Sales Management & The Impact of Social Media

Your Sales Management Guru

Ken’s latest book: Leading High Performance Sales Teams is available at his website. 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.

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.

Sales Mgmt: Achieving Balance: Fear vs Respect

Your Sales Management Guru

A good manager does not lead with fear, but earns the respect of his or her team and keeps it by being consistent, relatable, and someone who takes action both when things are going well on the team, and when they are not. Ken’s latest book is “Leading High Performance Sales Teams”. .

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