Your Sales Management Guru

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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. One way to do that: Videotape and watch your own sales presentation to see from the buyer’s point of view.

Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Spend time having each salesperson presents their “Business Plans” for the first half of the year. Ten 2017 Sales Kick-off Meeting Ideas. .

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

This presents your first challenge – how to help the potential buyer to answer the question – Why do anything? Tools to assist your prospect such as payback models, use cases and template presentations can be both valuable and appreciated.

3 Secrets to Success from John Wooden

Your Sales Management Guru

If you have further questions or want to discuss other concepts from the Chicago presentation please reach out. Three Secrets to Success from John Wooden. .

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you’re their guide. 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.

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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Build Predictable Revenue

Your Sales Management Guru

Last, it’s wise for each salesperson to present a business plan and account plans to his/her peer group and management team. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever!

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What is all this talk about added value?

Your Sales Management Guru

As a result the CFO of the client’s organization would create a business case for the project, this business case was then presented to the prospective client. What is All This Talk about Added Value? A mind is like an umbrella, it must be opened to work….

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B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”. Increasing Your Reach and Your Income.

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

We rebuilt the sales presentation with a 4 screen shots and a few PowerPoint slides. Keeping things less complicated makes it easier for a prospective client to understand your approach and their benefits and easier for your sales team to present. Sales Leadership: Don’t over complicate it…. Last week I almost lost it.

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If it is too good to be true, it is! Sales Managers protect yourself…

Your Sales Management Guru

We need your best proposal by tomorrow so we can present to our CEO to make a decision Friday. Get agreement to make a presentation to the team as the “cost” of the proposal. Focus your presentation intensely upon how your company is superior to the competitor in the area of discomfort but equal in every other way. If it is too good to be true, it is! KEN: Today I want to introduce John Moroney to you!

When are Sales Won or Lost?

Your Sales Management Guru

For the majority of sales opportunities this differentiation occurred weeks or months before the decision during the discovery and presentation phase. When are Sales Won or Lost? A notable function a sales manager must master is understanding why sales are won or lost.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing.

The Ultimate Sales Strategy

Your Sales Management Guru

This will require extensive sales training programs that will require case study review, increased levels of Discovery role playing, and Business Guidance Value (BGV) presentations. The Ultimate Sales Strategy.

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Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

7) Rehearse key presentations. 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. 1) Make a visual list of the top largest sales opportunities (white board) and strategize on the best tactics to close each one.

What Happened at the End of the Workshop?

Your Sales Management Guru

While such letters are, of course, highly useful as tools for future sales presentations, they’re also valuable for building belief in-house. Frame the letters and display them in your lobby or sales presentation area.

Are you investing?

Your Sales Management Guru

As someone that has presented often in many venues and formats the experience has been invaluable. Investing in Yourself. Friday though Tuesday I was attending the National Speakers Association annual conference, hence my blog didn’t get out on Monday.

Sales Management: Understanding “Setting the Hook”

Your Sales Management Guru

Being mentally creative and tough and moving your role from simply presenting products/services to providing business guidance moves the role to the next level. Sales Mgmt: Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Are they early? Do they know what they need to know? Do they have an excellent strategy to close?

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Sales Compensation Planning for 2016

Your Sales Management Guru

Looking for the holes means, once you have narrowed down your plan, test it, present it to others and let fresh eyes try to find the weak spots in your plan. Then you must practice your presentation. Sales Compensation Planning for 2016. It takes time to get it right.

Plan 31

Sales On-Boarding Programs

Your Sales Management Guru

Normally each new hire must listen to the president sell the company, listen to other salespeople sell the company, make a few “ride along” sales calls, practice selling the company to other salespeople before having to make a formal presentation during the third week to the president.

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Programs to Increase Your Professionalism

Your Sales Management Guru

During this 45 minute presentation, Jonathan Farrington identifies the traits and characteristics of the very best sales managers and provides a blue-print which every delegate can take away to begin implementing immediately. Programs to Increase Your Professionalism.

Partner Hiring and Training

Your Sales Management Guru

In a like manner by the end of the third week, the salesperson must be able to present the organization’s PowerPoint presentation to the management team to ensure they can properly represent the company. Partner Hiring and Training Lessons from Sage Summit.

Sales Leadership: Learning by Observing

Your Sales Management Guru

The real opportunity for me was to sit back and observe other individuals not only to hear their message, but more importantly see how they: opened their presentation, energy levels, body language, vocal tones. Learning by Observing.

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Increasing Velocity is a Critical Success Factor

Your Sales Management Guru

After any keynote presentation members of the audience will approach me to ask further questions on my program or make more in-depth comments on related topics, frankly I truly enjoy these kinds of give and takes. Increasing Your Velocity is a Critical Success Factor. It’s normal.

Sales Leadership: Salesperson Business Plans

Your Sales Management Guru

However, instead of simply asking for a WAG Forecast, I created a special format and now each salesperson has 3 weeks to fine-tune the Personal Business Plan, gain their sales managers approval and then be ready to present it at the July, second half Sales Kick Off Meeting. Sales Leadership: Planning for the Second Half of the Year.

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AGILE Selling

Your Sales Management Guru

I realized that when I wrote my books on Sales Leadership, I wanted them full of practical idea’s, presented in easy to read, non-intimidating size or weight of the book. AGILE Selling. By Jill Konrath. I agree with Jill, this book should be a NY Times best seller.

Managing A Sales Manager

Your Sales Management Guru

The format can be used for one on one meetings with the President and the Vice President of Sales or when the Sales Manager needs to present to the Board of Directors or at Management Team Meetings. Managing a Sales Manager .

HowTo Deliver a TED Talk

Your Sales Management Guru

Secrets of the World’s Most Inspiring Presentations. As a member of the National Speakers Association and a frequent speaker at many kinds of events I found this book fascinating-anyone that has to give any kind of presentation should get this book now. How to Deliver a TED Talk.

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A Missed Week, but alot to cover…on Sales Leadership

Your Sales Management Guru

I presented the last topic and had some fun with how sales and marketing must work together as well as metrics to measure sales/marketing effectiveness and performing a competitive analysis. A Missed Week-But A lot to Cover. For the first time since I started my blog-I missed a week!

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

Your Sales Management Guru

That effort typically includes having new employees do everything from reading past proposals to learning to use the customer relationship management (CRM) system and other technologies to making presentations to multiple people, including the president. 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. It requires providing the right opportunities and creating the right culture.

Sales Leadership: 10 Sales Kick-off Idea’s

Your Sales Management Guru

9. Make sure each salesperson presents their “Business Plans” for the year, based upon the number of salespeople this can be done by breakouts into regions, smaller groups or as a single group. Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s.

Are You Facing Sales Fatigue?

Your Sales Management Guru

While such letters are, of course, highly useful as tools for future sales presentations, they’re also valuable for building belief in-house. Frame the letters and display them in your lobby or sales presentation area. Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations.

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Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Each member has an opportunity to present his or her sales plans, business issues, and challenges for group feedback. 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.

Sales Management: Finish Off October, Set Up November!

Your Sales Management Guru

Sales Management: Finish Off October, Set Up November. Wow, I was shocked when October’s calendar flipped over and now it’s the 9 th ! During the past few days I have been suggesting to my clients several idea’s to ensure they finish off the year in a strong style. I thought I would offer them and ask for more ideas from our team of readers!

Working a Trade Show is a Job

Your Sales Management Guru

Within two weeks, review all the breakout presentation PPTs that you missed and review all the breakout materials from the sessions that you attended. 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.

On Boarding Salespeople-a plan

Your Sales Management Guru

I like to recommend a clear set of goals defined for the first 90 days; these may include pipeline values, face to face meetings, presentations, etc…. On Boarding Salespeople. This week will be hectic.

Plan 14

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

I am presenting my Product for the sole purpose of providing them with a vision of how it can improve their company. They’re not useful unless presented from the prospects perspective. Demonstrating to Win! Best Quotes .