SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. My last blog discussed how to Make it Rain in Q4 and close the year strong. Many sales reps are forced to accept a quota that is neither.

Quota 45

Quota Training Analysis Research 45

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. The sales manager owns the process and is paid on average ramp time. This is a blog post which means I had to summarize. Your 2014 quota is going up. You are going to need to hire new sales reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Understanding the Sales Force

AUGUST 18, 2015

The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. Don't get me wrong. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Your Sales Management Guru

APRIL 29, 2015

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. Past blogs and our monthly newsletters have covered personality styles and time management so this week I thought I would address creativity. The good news?

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Your Sales Management Guru

NOVEMBER 10, 2014

It is a comprehensive tool designed to reflect your maturity level and an organization. It will measure management, sales, HR, marketing and other components of your business, the assessment will grade each section and provide you insights into what to potentially focus on in the new year. Blog: www.YourSalesManagementGuru.com.

Vendor 78

Vendor Face-to-face Objections Channels 78

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 And social media and the Internet will eliminate the time-consuming, face-to-face aspect of sales.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Zoominfo

APRIL 16, 2018

There are a million tools out there (Zoominfo) to help with that. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. # KeenanTakeover ”.

Journal 171

Journal Case Study Influencer Sports 171

Sales Training Connection

OCTOBER 7, 2014

Many companies are now hiring millennials – a move that expands generational diversity of their sales teams. It also raises a couple of significant questions like: How do you engage millennial sales reps? We’ve addressed that question in several previous blogs. ©2014 Sales Momentum, LLC.

Hiring 108

Hiring Hubspot Inbound Analytics 108

Your Sales Management Guru

MARCH 30, 2015

We recommend that this becomes a formal procedure between the Sales Manager and each salesperson, at least twice a year. Weuse a Salesperson Development Tool from our Sales Managers Tool Kit. (The What are your thoughts on improving the performance of your sales teams? Sales Management Systems'

Lead Rank 40

Lead Rank Lead Scoring System Quota 40

Your Sales Management Guru

JUNE 15, 2015

Recently I wrote a popular blog that was picked up by a variety of other publications/web site: Sales Management: The Need for Creativity , it covered why sales managers must develop their levels of creativity to solve the multitude of problems they face and the need to assist their salespeople in developing better sales strategies.

Lead Rank 40

Lead Rank Lead Scoring Face-to-face Objections 40

Your Sales Management Guru

DECEMBER 9, 2013

Ken: This a guest blog by Jeff Shore on his new book. SUMMARY: Top sales professionals have this in common: they always want to be better. SUMMARY: Top sales professionals have this in common: they always want to be better. The best and easiest tool to use in an effort to get better is this: Ask questions!

Face-to-face 101

Face-to-face Twitter Research Industry 101

SBI

JUNE 4, 2014

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015!

System 40

System Campaigns Tools Networking 40

Your Sales Management Guru

JULY 28, 2014

We work to leverage and add additional insight to our client base, allowing existing management and sales management programs to operate more productively. I get a kick out of coaching individual people; giving them idea’s and tools to make their company more successful. Blog: www.YourSalesManagementGuru.com.

Airlines 94

Airlines Hotels Travel Facebook 94

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Blog: www.YourSalesManagementGuru.com.

Handbook 87

Handbook Negotiation Call-back Sales 87

Your Sales Management Guru

JUNE 1, 2015

Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events. Need more sales management resources?

Trade Show 40

Trade Show Lead Rank Lead Scoring Lead Capture 40

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. What is the typical timeline of your sales process from the first contact to close? Successful sales strategies require the right tools. Work ethic.

Webinar Metrics 120

Webinar Metrics Strategy Hiring Hubspot 120

Your Sales Management Guru

NOVEMBER 17, 2014

There are many excellent books on Personality Style selling ideas, including analyzing the physical elements of their offices, take the time to improve your close ratio’s by remembering that selling is an “emotional art”, use all the available tools you can-pay attention to your prospects personality! Blog: www.YourSalesManagementGuru.com.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

MAY 18, 2015

Obviously I am drawing the analogy back to you as the sales leader. I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company.

Hiring 40

Hiring Lead Rank Lead Scoring Forecasting 40

No More Cold Calling

MAY 21, 2015

Set metrics around sales activities you can measure and coach. ” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. “Revenue is the only metric that matters.” Then adjust your KPIs to match.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Your Sales Management Guru

FEBRUARY 23, 2015

I would suggest you take this assessment after reading this blog. As you read through the Introduction Kim/Kerry describe their plan of breaking the book into five major buckets with 18 distinct chapters: Self-management and social awareness. HINT: add this book to each managers Executive Development Plan.

Lead Rank 40

Lead Rank Lead Scoring Networking Influencer 40

Your Sales Management Guru

JANUARY 19, 2015

This week’s blog is a book review, The Soft Edge by Rich Karlgaard, published by Jossey-Bass. This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! Need more sales management resources?

Company 40

Company Case Study Conference System 40

Your Sales Management Guru

MARCH 24, 2015

Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Long ago, someone told me the three key factors in sales are: Emotion, emotion, emotion.

Buyer 40

Buyer Journal ROI Training 40

Your Sales Management Guru

APRIL 23, 2015

By tracking this information, your sales team will know that you paying attention to this metric and they will begin to pay attention to the importance of the monthly goal. In sales management what you pay attention to-on an ongoing basis-will begin to impact what your sales team pays attention to.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Your Sales Management Guru

FEBRUARY 4, 2015

One client of ours sold heavily on ROI; what we did was assist in creating a sales process where on stage 3 the salesperson would have the client visit our client’s website (make it a sales tool). Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Competition 40

Competition Meeting ROI Up-Sell 40

Your Sales Management Guru

FEBRUARY 9, 2015

Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? As a manager you must be prepared-at all times for almost any event. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Vendor 40

Your Sales Management Guru

APRIL 6, 2015

The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. Need more sales management resources?

Sales Process 40

Sales Process Benefit System Sales Management 40

Your Sales Management Guru

MARCH 16, 2015

First, in every organization that I have been with or have consulted in that had great cultures, those sales teams not only worked hard, were professional in their approach they also had a culture of fun. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Lead Rank 40

Lead Rank Lead Scoring Face-to-face Sports 40

Cincom Smart Selling

MARCH 31, 2015

If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. Top Trends of Microsoft Convergence 2014. The post Top Trends of Microsoft® Convergence 2015 appeared first on Cincom Blog. Related Posts.

Microsoft 48

Microsoft Trends Conference CRM 48

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Hubspot Sales

JANUARY 17, 2018

Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Host: Anthony Iannarino, entrepreneur, sales coach, and founder of The Sales Blog.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

SBI

JUNE 3, 2014

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Hubspot Sales

JUNE 8, 2020

Being there for the buyer at the right time, with the right information, advising the sale, and looking at the pipeline in its entirety should be the top priority. Both of these metrics originate and have roots in the sales process. Marketing automation and sales enablement tools are an absolute must.

B2B 91

B2B Ideal Customer Profile Top of Funnel Prospecting 91

Tenfold

NOVEMBER 29, 2017

Flawed sales and marketing automation : Data helps you gather more data through sales and marketing automation tools. For instance, automated follow-ups update the status of your leads, which then factors into your sales pipeline projections. There are several causes of bad sales data. Causes of Bad Data.

Forecasting 47

Forecasting Data Lead Rank Margin 47