Your Sales Management Guru

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The Perfect Close

Your Sales Management Guru

Ken was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers. The Perfect Close. -a a book review-. 21 page corners turned over!

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

Your Sales Management Guru

Review your marketing/sales operational teams. Do they really understand your market, your customers, and the benefits you bring to them? He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

Sales Management End of Year Checklist

Your Sales Management Guru

Do you have a recruiting marketing plan in place? He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Management End of Year Checklist. .

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The Perfect Close

Your Sales Management Guru

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. The Perfect Close. -A A book review-.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

HINT: This marketing campaign idea could incorporate messaging from your vendors utilizing their marketing materials, email campaigns, telephone scripts and partner involvement, if their marketing website allows you to download quality tools.

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Keynote speakers, breakout sessions, new marketing plans and product demonstrations will all be coordinated to increase enthusiasm, salesperson belief and excitement that the New Year will bring. Describe and show your marketing plans for the first six months-at least.

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July is Sales Leadership Month

Your Sales Management Guru

Is the market/economy or products/services performing as you expected it to perform? Marketing; did your messaging and campaigns generate the expected results? July is Sales Leadership Month.

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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.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Going through a buying decision whether for marketing services, new equipment or office space, is a major commitment that may include multiple people and maybe competing with multiple priorities. Three Magic Questions a Sales Manager Must Know.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year?

3 Secrets to Success from John Wooden

Your Sales Management Guru

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Three Secrets to Success from John Wooden. .

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 this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. Should Salespeople Prospect Anymore?

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting).

Put a Little Personality into Selling

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. Put a Little Personality into Selling.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution?

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. 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.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Sales Management: The need for creativity

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami.

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. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Management: What is your goal—today? .

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

These will be used to during the interview on the air (This is also collecting market intelligence on your prospect). He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

If you had it to do over again?

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

Emotional Sales Leadership

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership.

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Hire High Performance Sales Teams # 2

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “

7 Steps to Success for Sales Managers

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. 7 Steps to Success for Sales Managers. -A A book review-.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

This also is an opportunity to build a better sales team that will increase your market share as competitors lag. Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Create new sales leads with an active target-marketing campaign.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. 7 Benefits of a Prescriptive Sales Process.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. One Action You Can DO to Exceed Your Quota.

Build Predictable Revenue

Your Sales Management Guru

In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. 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 traditional marketing efforts are not enough to keep a healthy number of prospects flowing into your pipeline. When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. Generate more leads. Better leads. And content fuels it all

Sales Leadership: Why Winners Win!

Your Sales Management Guru

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales Leadership Thoughts: Why Winners Win!

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Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. That is why any organization relying on sales as the primary input to the product/service development cycle either wants to be a market follower or will be one. Why product managers and salespeople should be friends.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

If a yes was received, then all the surrounding firms in the customers geographic area were called on as well as all related companies within that customers general line of business or vertical market were contacted. Exceeding your Summer Quotas. Now is the time to act.

What is all this talk about added value?

Your Sales Management Guru

Many organizations express their value on their website or marketing brochures, but fail in this important step of proof. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.

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Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs