Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? a. Sales skills. d. Review your marketing/sales operational teams. A book club?

Scale 80

Scale Compensation Hiring Lead Rank 80

Sales Training Connection

JANUARY 29, 2014

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? One, as a sales manager, you can directly impact is the amount of time spent doing something other than selling – start playing the role of a roadblock remover. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Scale Education 226

Understanding the Sales Force

SEPTEMBER 22, 2014

Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. They are different skill sets.

Inbound 205

Inbound Hiring Airlines Marketing 205

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. Ken Thoreson, President of Acumen Management Group Ltd. About the Author.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Fill the Funnel

NOVEMBER 4, 2014

Is your revenue meeting plans? You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting.

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. If your marketing team needs help. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Your Sales Management Guru

JANUARY 7, 2014

Excellent sales organizations will have each salesperson complete a six month detailed sales business plan that will include defined personal and professional goals and depending on the type of product/services an organization offers, a forecast that equals 3X assigned quotas. Acumen Management Group Ltd. Like a sample?

Forecasting 73

Forecasting Quota Compensation System 73

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. 2. Sales managers are the biggest problem. Most sales managers, directors and VPs came up through the ranks.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? This helps sales management to proactively manage and measure team strengths. Nancy: What does Qstream do?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

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. See which tools we chose for: Contract Management and eSigning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

SBI

JULY 29, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Hacker

DECEMBER 14, 2021

In this episode of the Sales Hacker Podcast, we have Brian Trautschold , Cofounder and COO at Ambition , a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Join us for an inspiring conversation about perseverance and organic growth outside of a major market. powered by Sounder.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. She was frustrated and went on LinkedIn, ready to test the market. Your CRM supports the sales process. Unfortunately, the impact on revenue has yet to be realized. It simply reinforced the strategies she was already employing.

Training 293

Training Top of Funnel Hiring Hotels 293

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

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. What was the most creative sales tactic you have used? Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Your Sales Management Guru

NOVEMBER 10, 2014

When people think about a Business Plan, we normally find an Excel spreadsheet with estimated revenues and expenses; we believe it needs to be more comprehensive with specific departmental action plans. Second, uses the following questions and pass them out to your management team, they have two weeks to complete them. Still true?

Vendor 78

Vendor Face-to-face Objections Channels 78

Sales Hacker

MARCH 1, 2019

The accelerated rise of Omnichannel sales. Sales orgs doubling down on efficiency (revenue and operational). Sales management needs to enable reps to do those things while being scientific about how reps’ time is spent, and hyper-focusing on effectiveness. Account Based Sales. And much, much more.

Scale 58

Scale Microsoft Marketo Commission 58

Your Sales Management Guru

OCTOBER 20, 2014

How to dramatically improve revenues & profitability. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period. This exercise can be valuable for many reasons that impact sales, marketing and operations.

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

OCTOBER 27, 2014

What are your action steps to reduce fear and finish off 2014? Create a sales theme. Most would consider this a weak action, however if you spend time creating a mantra or maxim that you believe in and you focus your energies around reinforcing it with your sales team the desired attitude will build.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

SBI

JUNE 3, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? This helps sales management to proactively manage and measure team strengths. Nancy: What does Qstream do?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Bernadette McClelland

JANUARY 15, 2017

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred. Marketing has also impacted the sales landscape.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

DECEMBER 29, 2014

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What is your plan to get a jump start on 2015?

Penetration 99

Penetration Exercises Motivation Referrals 99

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 120

Webinar Metrics Strategy Hiring Hubspot 120

Your Sales Management Guru

OCTOBER 1, 2013

10) Don’t forget to prospect, market because January 1 st , 2014 will come up quickly. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Leadership Training Sales Management Planning'

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

Pointclear

JUNE 4, 2013

Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost. Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences. So a lot going on!

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? How long are your delivery cycles?

Compensation 81

Compensation Margin Hiring Commission 81

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Training Connection

OCTOBER 7, 2014

It also raises a couple of significant questions like: How do you engage millennial sales reps? Mark Roberge – Chief Revenue Officer of Inbound Sales Products for HubSpot – published an interesting article answering this question in the SMM Monitor. ©2014 Sales Momentum, LLC. It’s definitely worth a read.

Hiring 108

Hiring Hubspot Inbound Analytics 108

No More Cold Calling

MAY 21, 2015

. “Revenue is the only metric that matters.” 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. But revenue is a lagging indicator. We can measure revenue, but we can’t manage it. That’s 5 percent less than in 2012.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Your Sales Management Guru

SEPTEMBER 15, 2014

increase in top-line revenue. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 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.

Social Media 87

Social Media Up-Sell Networking Influencer 87