Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. Ken@AcumenMgmt.com. How to leverage the power of social media networks. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Your Sales Management Guru

OCTOBER 8, 2012

. · Create an end of year sales contest, with individual and team goals. · Add two mornings of telephone blitz day’s for prospecting, invite people to a November seminar/ business breakfast meeting. Let me hear what other idea’s you might have, let’s all work together to make 2012 finish off strong!

Sales Management 76

Sales Management Discount Vendor Follow-up 76

Your Sales Management Guru

OCTOBER 16, 2012

With that economic domino effect affecting us all as 2012 begins to wind down, ending the year on a high note will be more challenging than ever. Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Never let a week slip by between meetings with prospects.

Compensation 77

Compensation Vendor Pipeline System 77

Your Sales Management Guru

DECEMBER 1, 2014

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. So, let me ask you, Do you practice what you preach?—personally,

Conversion 90

Conversion Face-to-face Advertising Advertising 90

Your Sales Management Guru

FEBRUARY 27, 2012

The acceptance of social media communication by all individuals for their personal use; Twitter, Facebook, YouTube, texting, etc, and corporations using it in marketing and even building their internal social networks, that current clients and prospects will begin to accept social media more easily in their sales relationships.

Social Media 84

Social Media Media Sales Management Networking 84

Your Sales Management Guru

AUGUST 3, 2012

Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales. Are their agile? Can the customer act quickly and decisively?

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

Your Sales Management Guru

AUGUST 29, 2011

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Doing the countdown adds urgency to the process for you and your prospects. Can an existing client or a vendor contact help create credibility with prospects? Keep prospecting. Stay optimistic.

Banking 61

Banking Compensation Follow-up Vendor 61