Your Sales Management Guru

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Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Ken provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com. Sales Management Thought Leadership: efficient effectiveness.

The Perfect Close

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

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

Your Sales Management Guru

Product/industry knowledge. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet!

Sales Management End of Year Checklist

Your Sales Management Guru

What does each salesperson need to enhance their productivity in 2017? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management End of Year Checklist. .

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B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. B2B Marketing.

More Sales Less Time

Your Sales Management Guru

In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Her findings and action plans are a fresh approach to managing a salesperson’s business and personal life by creating a more productive time management plan. HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team. More Sales/Less Time. -A

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Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. Better product/services released quicker helps everyone.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

These should include two different messages based upon your products/services that must excite a net new prospect. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

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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. Ten 2017 Sales Kick-off Meeting Ideas. .

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B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. B2B Marketing.

July is Sales Leadership Month

Your Sales Management Guru

Were new product/services launched? Is the market/economy or products/services performing as you expected it to perform? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

John Moroney is an energetic operations and sales management consultant with over 30 years of experience in high technology products and services with a particular passion for sales process design, deployment and improvement. Three Magic Questions a Sales Manager Must Know.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company. The One Must Do Action Step to Ensure a Great 2015.

3 Secrets to Success from John Wooden

Your Sales Management Guru

This was the majority of my program that I called the Effect of Emotional Leadership, Sales Leaders must build a culture of team, of belief in the company/products/services and a focus on team accountability. Three Secrets to Success from John Wooden. .

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. B2B Marketing.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

We see between a 15 percent and 80 percent contact rate on the phones depending on the industry, product, and role level of the contact. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

20/20 plan: each salesperson sends two (2) distinct direct mail pieces referring to your products/services to 20 suspects; 20 pieces one week, 20 the next week. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Remember that you need the right combination of skills and attitude for this person to be both productive and to assimilate into the company’s chemistry and culture. Few decisions are more essential to the success of your company than who represents your products and services.

Put a Little Personality into Selling

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Put a Little Personality into Selling.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

The salespeople are closing on topics i.e. price, instead of what the compelling reason is the prospect has for your product/service. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. 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.

Sales Management: The need for creativity

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

I get the fact that you need people to man the exhibit and walk people through a product demo and answer questions. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Trade Shows Can Work-new idea !

Sales Management: What is your goal–today?

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.

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Emotional Sales Leadership

Your Sales Management Guru

Focus on training salespeople on belief: focus on how your products/services benefit your clients as much or more as what your products/service do. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

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If you had it to do over again?

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

If you can find good people, they can always change the product/service. for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars.

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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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7 Steps to Success for Sales Managers

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 7 Steps to Success for Sales Managers. -A A book review-.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. Additional products and services cropped up. We created one additional professional service product that could also be sold.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. One Action You Can DO to Exceed Your Quota.

Build Predictable Revenue

Your Sales Management Guru

In addition, we like to see them forecast by suspect/client by product or practice area three times their quota. While it’s important to train on new skill development, product/service knowledge; maintaining employee’s interest and motivation levels are critical in today’s competitive economy.

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Sales Leadership: Why Winners Win!

Your Sales Management Guru

Winners hang on to dreams…they are self fulfilling prophecy; positive illusions promote the capacity to productive work and a successful life. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

sales productivity tool to quickly identify qualified leads from among millions of potential contacts from cloud-based data providers Fliptop, Netprospex, ZoomInfo and/or Full Contact. 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

Then based upon your existing line of Microsoft, Citrix or other products and services you offer, review each customer. Ken provides Keynotes, consulting services and products designed to improve business performance. Exceeding your Summer Quotas. Now is the time to act.

What is all this talk about added value?

Your Sales Management Guru

At this highly “product” driven company the salespeople were really struggling to understand the concept of being unique or what kinds of value they could offer, it was a lively session. Understanding your business begins, paradoxically by forgetting your product/service.

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That generates excitement for your products/services. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management Thought Leadership: efficient effectiveness.

Sales Management & Discipline

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management and Discipline. Last week it happened-again. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! The President wanted some answers and certainly a fix.

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Creating Intensity

Your Sales Management Guru

for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Creating Intensity. The Job of Sales Management. A Series of Tactical Actions to Drive Success.