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.

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.

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

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. A book review-. Hire for Traits, not Skills.

Sales Management 56

Sales Management Hiring Case Study System 56

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. 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. 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

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world! Ken@AcumenMgmt.com.

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Customer Centric Selling

OCTOBER 5, 2016

Sales Tips: How Deep Is Your Sales Bench? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Darrelle Revis, recognized as the best lock-down cornerback in the game, chose to leave the Pats and return to the Jets prior to the 2015 season. Need some help to increase sales?

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

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. I felt that a senior salesperson and especially a younger sales team will sit back and reassess their sales approach after reading this book.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Most importantly, no sales messages to links being posted to selling websites or marketing videos. This Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

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.

Hiring 120

Hiring SME eBook Call-back 120

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

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. It is a sales training session all by itself! His blog has been rated in the sales blogs in the world!

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? Top sales reps get all the glory—they sweep awards ceremonies, they snag bonuses, etc.

Video 48

Video Retail Banking Report 48

No More Cold Calling

JANUARY 6, 2015

I have seen the video interviews this morning, and they have been so helpful in preparation for my speech. I want to let you know how much everyone enjoyed your presentation to our sales and marketing teams yesterday. Your referral training has forever shaped much of what our company teaches today. So thank you!!!

Referrals 120

Referrals Cold Calling Twitter Small Business 120

Your Sales Management Guru

DECEMBER 20, 2016

Sales skills. Sales planning. When do you need them fully up and trained? Review your marketing/sales operational teams. What new elements within your sales training plans for 2017 do you need to plan for? Outside training? When is your 2017 Sales Kick-Off Meeting? Product/industry knowledge.

Hiring 40

Hiring Scale Compensation Objections 40

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Sales Enablement. ????Revegy, Video Reviews.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

APRIL 5, 2016

It is important to track sales metrics to better understand the sales formula or recipe for success and to analyze leading indicators that will allow the sales manager to better predict future revenues. HINT: set sales objectives that lead you to your goal. HINT: Twice a year focus on this kind of training.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Your Sales Management Guru

NOVEMBER 16, 2015

This is because based upon where your planned revenue is coming from, every aspect of marketing and sales could be impacted. The sales management process in developing sales compensation can be complex, yet the goal must always to create a program that is simple to understand and administrate.

Compensation 40

Compensation Hiring Margin Objections 40

Your Sales Management Guru

OCTOBER 27, 2015

That is a question most executives worry about and often have to ask their direct reports, this is especially true when thinking about Sales Management. In some situations the President of the company may have responsibility to manage the sales team or maybe they are attempting to manage a sales manager(s).

Hiring 40

Hiring Field Sales System Report 40

Your Sales Management Guru

SEPTEMBER 8, 2015

If you would like a copy of our 9 page Acumen Sales Strategy Planning Guide send me an email request and I will send it to you. Don’t forget to check out: Ignite Your Sales Team, Sales Management on Fire Video. Need more sales management resources? Ken@AcumenMgmt.com.

Quota 40

Quota Hiring Sales Leadership Video 40

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.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 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. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Sales Leadership 40

Sales Leadership Conference Promotion Motivation 40

Your Sales Management Guru

SEPTEMBER 26, 2016

Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources?

Closing 40

Closing Relationals Sales Cycle Quota 40

Fill the Funnel

JANUARY 8, 2015

Mike Weinberg – @ mike_weinberg New Business Dev & Sales Management Consultant, Coach, Speaker & Author of #1 Bestseller – New Sales. Jeb Blount – @ SalesGravy Founder of Sales Gravy and Author of People Buy You, People Follow You, People Love You and Power Principles. Instigator.

Top of Funnel 48

Top of Funnel Funnel Small Business Small Business 48

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. Never run contests to the last day of the month or sales period.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

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

Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Your Sales Management Guru

MARCH 3, 2016

The Job of Sales Management. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and needs. Need more sales management resources? Creating Intensity.

Lead Rank 40

Lead Rank Lead Scoring Energy Sales Leadership 40

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Training and Development.

Revenue 40

Revenue Hiring System Case Study 40

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. The more prescriptive process you create, the greater success your sales team will experience. The Results! What happened?

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

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. Need more sales management resources?

Positioning 40

Positioning Influencer Sales Management Motivation 40

Your Sales Management Guru

AUGUST 25, 2016

As a Sales Manager or in anyone in a leadership position creating this passion to succeed must exist to build a personal or professional success for yourself or any team. 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 Groups Analysis 40

Your Sales Management Guru

DECEMBER 2, 2015

Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. First, this phrase must be used by the sales manager on a regular basis; after every sales call they make with their sales team members and after every role play situation in their sales training meetings.

Scale 40

Scale Lead Rank Lead Scoring Sales Management 40

Your Sales Management Guru

OCTOBER 24, 2016

.” I suggest that you develop a similar slogan to help you close out 2016 with a strong finish and begin 2017 with consistent sales results. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources?

Compensation 40

Compensation Pipeline Vendor Sales Management 40

Your Sales Management Guru

AUGUST 25, 2015

That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. As Harvey Mackay says, “The worst mistake a manager can make, especially a sales manager, is to make a bad hire. That’s why I recommend that sales leaders spend 15 to 20 percent of their time in “recruiting mode.”

Hiring 40

Hiring Lead Rank Lead Scoring Ideal Customer Profile 40

Your Sales Management Guru

SEPTEMBER 12, 2016

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Influencer 40