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. Sales planning. When do you need them fully up and trained?

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Scale Compensation Hiring Lead Rank 80

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. In our Cloud Business Builder program we stressed Acumen’s Business Guidance sales training program.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

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Face-to-face Negotiation Proposal Pipeline 69

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?

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Quota Training Analysis Research 45

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

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

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Hiring Top of Funnel How To Social Selling 325

Your Sales Management Guru

JANUARY 7, 2014

This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. In addition this plan should include personal training requirements, selected activity goals and personalized marketing programs. Acumen Management Group Ltd. Like a sample? Make it happen this quarter.

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Forecasting Quota Compensation System 73

Anthony Cole Training

OCTOBER 14, 2013

The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. It really isn''t a business planning process, but rather a focus on a financial projection of anticipated new business cash flow and anticipated loss of revenues. Once the process is completed, no one revisits the plan.

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Negotiation Motivation Intent Sales 136

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Everyone wants to know the ‘silver bullets’ to generate revenue. There are certain trainings that can produce these results. As a VP, you have various training options with your reps to generate sales.

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Closing Pipeline Buyer Call-back 306

Anthony Cole Training

OCTOBER 14, 2013

The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. It really isn''t a business planning process, but rather a focus on a financial projection of anticipated new business cash flow and anticipated loss of revenues. Once the process is completed, no one revisits the plan.

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Negotiation Motivation Intent Sales 120

Score More Sales

OCTOBER 9, 2013

Q4 is here, for those of you working in sales and working off of a calendar year. Sales leaders want to drive as much revenue as possible from their sales team – is that you? Powerful ideas to fuel the pipeline for 2014. This panel session is part of the Sales Management Summit on BrightTALK.

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Webinar Metrics Closing Strategy Lead Rank 214

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? That is when the problems started.

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Sales Management Training Analysis Pipeline 45

Score More Sales

NOVEMBER 6, 2014

The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization. Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year.

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Hiring How To Lead Rank Lead Scoring 229

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. You spend all your energy upstream of the training event. It takes time to run the new process against a set of sales opportunities.

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Sales Process Webinar Metrics Vendor Energy 308

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

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

APRIL 8, 2015

That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. They perform tasks imposed on them internally, like expense reports, product training and internal meetings. Salespeople do other things besides selling.

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Revenue SAP Decision Maker Proposal 50

Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. Yet when we ask those same sales managers, “What’s your reaction when you find out that one of your superstars is moving on?” How can you minimize this happening on your sales team?

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Sales Talent Hiring Sales Leadership Compensation 112

No More Cold Calling

AUGUST 18, 2015

Check out Richard’s advice for sales leadership: “Sales managers have a tendency not to focus on their top performers. There are many reasons: Top sales performers don’t demand as much from their sales managers, and sales managers believe their superstars can handle whatever on their own.

Hiring 120

Hiring Scale Cold Calling Compensation 120

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

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Hiring Ideal Customer Profile Call-back Retention 214

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.

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Sales Management Hiring Conference Sales Leadership 40

Sales Training Connection

MARCH 19, 2014

Applying this proposition to sales training, let’s use role-plays as an example, recognizing that the points apply to other types of exercises, too. Sales managers or selected top sales performers play the customer role, orchestrate the feedback session and share best practices. Alternative.

Lead Rank 117

Lead Rank Training Face-to-face Coaching 117

Sales Training Connection

MAY 5, 2014

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change.

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Construction Training Groups Buyer 117

Your Sales Management Guru

OCTOBER 1, 2013

4) Hold a sales training session on Negotiating in October! 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.

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Sales Qualified Lead Referrals Conference Negotiation 97

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. Sales Motivation Sales Training'

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Penetration Exercises Motivation Referrals 99

Sales Training Connection

SEPTEMBER 22, 2014

One sales coaching question frequently asked is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected. ©2014 Sales Momentum, LLC.

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Coaching Sales Coaching Fashion Intent 104

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. In this section, we’ve analyzed two incredibly high-performing sales teams and how they achieved success using their unique sales strategies. Work ethic.

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Webinar Metrics Strategy Hiring Hubspot 120

Sales Training Connection

APRIL 11, 2014

A more involved approach for understanding the “why” is conducting a 360 assessment with your front-line sales managers. Obviously some of the specifics for addressing the sales turnover problem will be driven from the work done to find out who is leaving and why. Sales turnover matters! ©2014 Sales Momentum, LLC.

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Sales Leadership Compensation Report Pivotal 110

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.

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Decision Maker Lead Rank Lead Scoring Vendor 84

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.

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Hiring Hubspot Inbound Analytics 108

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! Ken has written 5 books, his latest book is: SLAMMED!

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Handbook Negotiation Call-back Sales 87

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

OCTOBER 22, 2013

Next week I am off site all week during a 2014 client strategy and planning meeting, this week I am assisting another client with ‘on-boarding” two salespeople that are remote from the main business office! Each box must be dated/signed and as a Sales Manager: “Inspect what you expect” is never more important. 3f4qb8v9ge.

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Face-to-face Exercises System Sales Management 71

Sales and Marketing Management

JUNE 1, 2018

I like numbers when I want to look at quantitative data from a sales manager role, but the power of storytelling is way underrated,” says Carter Young, director of sales training and operations at SaleScout Data Solutions, a B2B sales intelligence provider. and isn’t that our goal in sales?—?a

Marketing 226

Marketing Telemarketing Scale Education 226

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Your Sales Management Guru

AUGUST 5, 2014

This kind of smart work will help you target sell more effectively, reduce your wasted telephone prospecting time, increase your odds to develop new account relationships and open the doors to exceed your 2014-15 quotas. Acumen Management Group Ltd. for the first time sales manager. Sales Training'

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Networking Jigsaw Cold Calling Ideal Customer Profile 84

Your Sales Management Guru

MARCH 30, 2015

Learners: High potentials, do we have a plan to train ? 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 Need more sales management resources?

Lead Rank 40

Lead Rank Lead Scoring System Quota 40