Your Sales Management Guru

NOVEMBER 7, 2016

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. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ? Evaluate your sales team. Sales Management End of Year Checklist. .

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Your Sales Management Guru

JUNE 27, 2016

Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. When he understands how the salespeople are trained and sees firsthand the changed relationships they have with their clients he begins to believe-so much that he uses the sales training idea’s to improve his own “social dating opportunity”!

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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. A critical success factor for 2015. As I stated, I would recommend this book to you, add to your 2015 sales training program. Blog: www.YourSalesManagementGuru.com.

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Lead Rank Lead Scoring Top of Funnel Maximizer 82

Anthony Cole Training

JANUARY 5, 2015

At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? I am not a gourmet cook; I find something in a magazine or see something on the Food Network and I give it a shot. Did you like today’s blog? We get the answers to that question and then we go to work.

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Your Sales Management Guru

SEPTEMBER 6, 2016

In 2015 Acumen performed a survey at every conference we spoke at asking each member of the audience to define the top 5 challenges they face in sales- filling the pipeline/prospecting were consistency listed #1 or #2! It is a sales training session all by itself! His blog has been rated in the sales blogs in the world!

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Your Sales Management Guru

JULY 6, 2016

Did the quarterly sales training plans work? What are 5 new ideas to coach and train more effectively? 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 2015. His blog has been rated in the sales blogs in the world!

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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!

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Your Sales Management Guru

DECEMBER 20, 2016

When do you need them fully up and trained? What new elements within your sales training plans for 2017 do you need to plan for? Outside training? He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Sales skills.

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Your Sales Management Guru

SEPTEMBER 26, 2016

Readers of this blog know I am a firm believer in the art of discovery and James hit this out of the ballpark-a chapter that can’t be missed. Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched. Blog: www.YourSalesManagementGuru.com. .

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Your Sales Management Guru

MARCH 14, 2016

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Your Sales Management Guru

AUGUST 17, 2015

We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. We are excited to announce the unveiling of our new service: Ignite Your Sales Team video training programs for sales managers. Coach & Train for Success. Recruit a Top-Tier Sales Team.

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Your Sales Management Guru

MARCH 24, 2016

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. Blog: www.YourSalesManagementGuru.com.

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SBI

AUGUST 22, 2019

.” “We use this feature every day internally — our sales managers use Recommendations to uncover calls with coachable moments, while our reps use it to handle crucial deals and personal training,” said Joe Caprio, VP of Sales at Chorus. Blog Article. About Chorus.ai. There is a section that states. Sales Enablement. ????Revegy,

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Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

AUGUST 3, 2016

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 2015. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Your Sales Management Guru

MAY 3, 2016

That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. Do you have a quarterly plan to train your sales team on: products/services, sales skills, company operations? Blog: www.YourSalesManagementGuru.com.

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Your Sales Management Guru

APRIL 5, 2016

Many times we have seen organizations with failing sales or lacking the growth they expect to simply throw money at a sales training organization to fix the problem. Focus on training salespeople on belief: focus on how your products/services benefit your clients as much or more as what your products/service do.

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Your Sales Management Guru

MAY 16, 2016

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 2015. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Sales Management Hiring Case Study System 56

Your Sales Management Guru

SEPTEMBER 8, 2015

It’s not the purpose of this blog, but the first action is to read the last two week’s blogs on “ Hiring High Performance Sales Teams” but reality is here, it’s the third quarter and you have to work with the team that’s in place and your sales goal has been set. Blog: www.YourSalesManagementGuru.com.

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Your Sales Management Guru

AUGUST 10, 2016

What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. Second: in a blog I can’t define all the specifics but I will create a checklist of the key initiatives they took with any appropriate notes.

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Your Sales Management Guru

NOVEMBER 16, 2015

see earlier blogs for ideas) www.YourSalesManagementGuru.com. Depending upon your needs as a sales leader, that blog link will also provide you access to a large number of other blogs on sales management. Blog: www.YourSalesManagementGuru.com. These should be consider for COS and stimulation.

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Your Sales Management Guru

NOVEMBER 21, 2016

See previous blogs that define what an ideal client profile is or send me an email for details. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world!

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Your Sales Management Guru

MARCH 3, 2016

Notice, in this blog I used the word Sales Leadership not Sales Management, there are two different aspects to building a high performance sales team, leadership and management- you must know the difference and you must be both! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Your Sales Management Guru

DECEMBER 14, 2015

Definition: training that corrects , molds, or perfects the mental faculties or moral character, control gained by enforcing obedience or order, orderly or prescribed conduct or pattern of behavior. Re-install his quarterly salesperson training program. Blog: www.YourSalesManagementGuru.com. Analyze his marketing plans.

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Your Sales Management Guru

AUGUST 25, 2016

As many of you know who regularly read my blog and during my keynote programs I speak often about creating a Menu for Your Life and what recipes are important for success, I breakdown everything into a recipe. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com.

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Your Sales Management Guru

OCTOBER 27, 2015

However the job of sales leadership demands more than revenue focus, in fact in my training programs and client consulting engagements I tell my clients that it is not sales management’s job to achieve quota-that is the salesperson’s job! Scheduled monthly sales training meetings and topics that are planned with specific dates/times?

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Your Sales Management Guru

OCTOBER 27, 2014

It is a scary world out there and many fears exist; the future of the business cycle, new taxes that will hit in 2015, consumers of to their lively hoods and the fears of your sales team as they face another challenging year. This requires sales training that includes adding role play in your sales meetings.

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Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

APRIL 26, 2016

If you are not familiar with the question posed above it’s a mantra from my Boy Scout days and training. Whether you are a Sales Manager that regularly reads this blog or any other job role I wanted to raise this topic as I see this as a major question in our world today. Blog: www.YourSalesManagementGuru.com.

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Positioning Influencer Sales Management Motivation 40

Your Sales Management Guru

AUGUST 10, 2015

This week’s blog is another book review and it’s a terrific read. The balance of the book then goes in specific details on why the traditional salesperson sells to the user buyer based upon their training and what they hear from the BTL (below the line) buyer. Blog: www.YourSalesManagementGuru.com. You need this book!

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Your Sales Management Guru

MAY 23, 2016

In this blog I wanted to share a few ideas from my books on sales management: Leading High Performance Sales Teams and Creating Sales Compensation Plans for High Performance. 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 2015.

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Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

SEPTEMBER 12, 2016

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Your Sales Management Guru

JUNE 6, 2016

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 2015. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Your Sales Management Guru

NOVEMBER 28, 2016

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Your Sales Management Guru

OCTOBER 24, 2016

He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. Ken has written 5 books, his latest book is: SLAMMED!

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Your Sales Management Guru

APRIL 20, 2016

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Refer to my previous blog on the End of Solution Sales. Blog: www.YourSalesManagementGuru.com. The Results!

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Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics. 7 styles of leadership.

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Your Sales Management Guru

JUNE 22, 2015

NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work! I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts. The blog below is Todd’s.

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Your Sales Management Guru

DECEMBER 2, 2015

During the past 18 years of working with and training sales managers around the world this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well. One of the other benefits is during a sales training classroom situation. Its purpose? Which are you?

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