Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

Pointclear

MAY 19, 2015

I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. Hence, marketing defaults to number of leads and cost per lead and sales ignores them for the most part.

Top of Funnel 100

Top of Funnel Cost per Lead Cold Calling Marketing 100

OpenSymmetry

MAY 26, 2016

Magazine Introduces the Inc. The minimum revenue required for 2015 is $2 million, in business at least three years, with full time employees count ranging between 5 and 500. OpenSymmetry is the world’s largest independent consulting company specializing in the implementation of Sales Performance Management Solutions.

Scale 74

Scale Hiring Lead Rank Lead Scoring 74

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent.

Sales Management 85

Sales Management Hiring Compensation Quota 85

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” It focuses on sales readiness through sales enablement and training.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Your Sales Management Guru

OCTOBER 3, 2016

Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level.

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales. 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.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

Anthony Cole Training

JANUARY 5, 2015

I find ways to relate events in my life to my primary professional focus – Developing Highly Successful Sales Organizations. At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? We have a program called SME – Sales Managed Environment. I love to cook.

Hiring 120

Hiring SME eBook Call-back 120

OpenSymmetry

AUGUST 18, 2016

Magazine Unveils 35th Annual List of America’s Fastest-Growing Private Companies—the Inc. magazine today ranked Austin-based OpenSymmetry No. As our clients’ biggest advocate, we are here to eliminate the complexity of Sales Performance Management and help business goals become a reality.”. The 2016 Inc. The 2016 Inc.

Ideal Customer Profile 40

Ideal Customer Profile Conference Microsoft Compensation 40

Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Did the quarterly sales training plans work?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

JUNE 27, 2016

This book should be scheduled for your next Acumen Sales Book Club. Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. Rick, the sales trainer breaks his ideas into 10 Law’s, here are just a few: Salespeople will be successful when they understand that the point of selling isn’t selling.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Increase Sales

JANUARY 21, 2016

Your goal is to increase sales, expand your pool of qualified sales leads and continue build your credibility and influence. When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action. In business results matter.

Social Media 70

Social Media Marketing Ideal Customer Profile Journal 70

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. On the sales side, really embrace social and listen in.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Your Sales Management Guru

MAY 16, 2016

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. This is the number one hardest part of being a sales manager and the most important.

Sales Management 56

Sales Management Hiring Case Study System 56

SBI

FEBRUARY 26, 2019

Wins Six Stevie® Awards, Including Two Gold in 2019 Stevie Awards for Sales & Customer Service. Chorus.ai , creator of the number one conversation intelligence platform for high-growth sales teams, was presented with six Stevie® Awards in the 13th annual Stevie Awards for Sales & Customer Service. SAN FRANCISCO, Feb.

Customer Service 50

Customer Service SAP Hiring Customer 50

Your Sales Management Guru

SEPTEMBER 6, 2016

It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list. It is a sales training session all by itself! Time Management for Prospecting. What is your best method to prospect and fill your pipeline?

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

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

MARCH 24, 2016

Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance.

Sales Leadership 40

Sales Leadership Conference Promotion Motivation 40

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. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

OCTOBER 20, 2014

This exercise can be valuable for many reasons that impact sales, marketing and operations. 15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C. Blog: www.YourSalesManagementGuru.com. Blog: www.YourSalesManagementGuru.com.

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. Expect the Best!

Sales Management 40

Sales Management Hiring Lead Rank Lead Scoring 40

Your Sales Management Guru

MARCH 14, 2016

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. It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. If it isn’t fun, it isn’t selling”. Improving customer service.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Your Sales Management Guru

NOVEMBER 16, 2015

Sales Compensation Planning for 2016. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Once that exercise is completed then all budgets, marketing plans and sales compensation planning can begin.

Compensation 40

Compensation Hiring Margin Objections 40

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. It happens in so many aspects of the job of sales leadership. What do I mean?

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Sizing It Up.

Compensation 0

Compensation Margin Hiring Commission 0

Your Sales Management Guru

APRIL 5, 2016

Emotional Sales Leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Create an atmosphere of fun : make sure the sales team enjoys their job. HINT: Run an annual sales trip contest.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Your Sales Management Guru

SEPTEMBER 12, 2016

The Only Sales Guide You’ll Ever Need! -a And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. KEN HINT: This is a lost art in most sales teams.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

SBI

AUGUST 22, 2019

SAN FRANCISCO–(BUSINESS WIRE)– Chorus.ai , the leading Conversation Intelligence Platform for high-growth sales teams, today announced a new AI-based feature to its arsenal, Recommendations, for deals, meetings, reviews and coaching. Recommendations cuts through the noise to find the signal each manager should pay attention to. -

Coaching 57

Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

DECEMBER 20, 2016

Sales skills. Sales planning. Review your marketing/sales operational teams. Take our free sales compensation assessment on our web site: www.AcumenMmgt.com ). Re-assess your CRM/Sales Metric Dashboards for the entire year, what trends can you find or what activities need to be enhanced? Product/industry knowledge.

Hiring 40

Hiring Scale Compensation Objections 40

Tenfold

JULY 18, 2017

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. What is the sales process?

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Your Sales Management Guru

SEPTEMBER 26, 2016

The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. He caught my attention when he thanked Mahan Khalsa for his initial introduction into sales. Buy this book for this chapter alone-it will increase the velocity of your sales cycle.

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. 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! After that conversation I next interviewed the VP of Sales. Let me know?

Sales Management 40

Sales Management Hiring System Revenue 40

Your Sales Management Guru

AUGUST 3, 2016

As Sales Leaders or as anyone, creating a positive life for yourself begins by focusing on others; in my keynote programs I describe how during my work on improving the professionalism of sales managers, we actually began to focus impacting their personal lives as well. His blog has been rated in the sales blogs in the world!

Travel 40

Travel Positioning Influencer Sales Management 40

Your Sales Management Guru

NOVEMBER 21, 2016

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Cincom Smart Selling

MAY 29, 2018

A 2015 article in Forbes Magazine tells us that more data was created over the previous 24 months than previously existed over the entire history of the human race. Then, from that mix of data, specific outputs are created in the form of quotations, proposals and solicitations to engage in a sales transaction.

Proposal 48

Proposal System Data Analytics 48