Your Sales Management Guru

FEBRUARY 1, 2016

This will reinforce, hopefully, in the kinds of benefits in the products/services that are delivered-this builds belief in the company and belief by a salesperson is the most important emotion they must carry with them each day. NOTE: this takes planning prior to the scheduled meeting.

Hiring 40

Hiring Networking Benefit Pipeline 40

Your Sales Management Guru

NOVEMBER 3, 2015

Generally speaking with any sales offering a salesperson either is increasing productivity, reducing costs or providing a certain benefit. As they are selling their solution and the associated benefits, the salesperson must link those benefits to a dollar value and then make a Business Guidance recommendation to the prospect.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Your Sales Management Guru

OCTOBER 16, 2012

Think about why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. Then figure out a reason for them to act now. Make contact twice weekly.

Compensation 77

Compensation Vendor Pipeline System 77

Your Sales Management Guru

OCTOBER 24, 2016

Focus on why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. Then develop a reason for them to act now. Make contact twice weekly.

Compensation 40

Compensation Pipeline Vendor Revenue 40

Your Sales Management Guru

NOVEMBER 7, 2016

If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ? Evaluate your sales team. I have attempted to provide a list of resources, downloads or offers to assist in providing value and support for all of our readers. Who are keepers, who are laggards?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Your Sales Management Guru

SEPTEMBER 23, 2013

Do they really understand your market, your customers, and the benefits you bring to them? When do you need them fully up and trained? Hint: hire them NOW. 4. Review your marketing/sales operational teams. What do you need to do to improve their business knowledge? 5. Is your compensation plan effective?

Scale 80

Scale Compensation Hiring Lead Rank 80

Your Sales Management Guru

JUNE 28, 2010

Questions are asked regarding levels of communication, perceived benefits, pricing and competitive situations. What was the perceived benefit of your firm? We normally recommend this conversation takes place during a sales meeting-it is NOT a grilling. I like to find out : When did the prospect really make up their mind?

Sales Leadership 56

Sales Leadership Report System Training 56

Your Sales Management Guru

JUNE 27, 2011

These costs include not only salary, but benefits, lost sales/profits, time of management support, training costs, and in many cases lost market presence and bad company image with repeated new salespeople calling on the same accounts (if you want the entire formula, send me an email and I will send it to you: Ken@AcumenMgmt.com ).

Commission 63

Commission Salary Sales Leadership Survey 63

Your Sales Management Guru

JANUARY 14, 2013

His first tool on already on page 28 begins to provide a basis to make the smart risk: it is a 4-box Cost-Benefit Analysis. Helping the reader make the shift from paralysis to power is the purpose of the book. He takes you through six (6) pages of instructions, scoring and expected results.

Sales Management 110

Sales Management Enterprise Enterprise Motivation 110

Your Sales Management Guru

MAY 20, 2013

Great message on working together for everyone’s benefit. Leadership and Teamwork – Pull the Oars … Count the Beats. Another guest blog today, from Patti Grimm. Analogies and stories are powerful ways to communicate a message which people remember.

Face-to-face 99

Face-to-face Sports Groups Coaching 99

Your Sales Management Guru

AUGUST 29, 2011

Think about why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. Then figure out a reason for them to act now. Make contact twice weekly.

Banking 61

Banking Compensation Follow-up Vendor 61

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.

Scale 40

Scale Lead Rank Lead Scoring Sales Management 40

Your Sales Management Guru

AUGUST 22, 2012

The power of the Influencer is amazing, if those individuals had confidence in my solution and recognized that the benefits of my proposal would improve their job and the company, their vote was always; I think it makes sense!

Influencer 61

Influencer Proposal Software Software 61

Your Sales Management Guru

MARCH 3, 2013

YOU close for the prospect’s benefit-not the salespersons. Second: The salesperson must know what the “ Impact ” of your product or services will have on the prospects business. The salesperson must fully understand this question and its answer. You will use it during critical aspects of closing the opportunity.

Sales Management 81

Sales Management Vendor System Sales Cycle 81

Your Sales Management Guru

JULY 18, 2017

The two main benefits that you can expect from a Business Advisory Board are, of course, insight and accountability. For many partner-company executives, their current businesses are the only ones that they’ve managed and led, so outside expertise can be particularly valuable.

Face-to-face 0

Face-to-face Account Compensation Groups 0

Your Sales Management Guru

OCTOBER 2, 2017

Salespeople break down when they are unclear in executing the sales process, answering tough questions, unable to sell or understand the business benefits their products/service can provide to a prospect.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

DECEMBER 20, 2016

Do they really understand your market, your customers, and the benefits you bring to them? Hint: hire them NOW. Check out our book on how to Hire Top Performers. Review your marketing/sales operational teams. What do you need to do to improve their business knowledge? Is your compensation plan effective? Did it achieve the results you wanted?

Hiring 40

Hiring Scale Compensation Objections 40

Your Sales Management Guru

SEPTEMBER 27, 2010

Think about why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. Then figure out a reason for them to act now. Make contact twice weekly.

System 56

System Sales Leadership Banking Motivation 56

Your Sales Management Guru

OCTOBER 27, 2014

Most partners use the same messaging to addressing all job titles or worst they use a technology message expecting business decision makers to understand or translate the technology pitch into valid business benefits.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

JULY 7, 2013

The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Learn how thought leadership marketing will impact your vertical market presence. Plenty, in my experience. They include: Higher revenues. Better margins. Lower cost of sales. Increased velocity of order flow.

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Your Sales Management Guru

APRIL 18, 2011

Leave a comment so everyone can benefit and we can all enjoy a restful labor day. 1) Beef up your sales activity focus to ensure summer pipelines are “more than full”. 2) Plan sales contests for May and June that are based on volume and activity. What other ideas do you have? I have my plans already in shape for that day, do you?

Sales Leadership 58

Sales Leadership Hiring Quota Discount 58

Your Sales Management Guru

MAY 25, 2010

These may be consultants that work in the same market or prospect base or other sales organizations that would benefit directly or indirectly from the sale of your product or service. You will experience both short-and long-term benefits. Focus on increased levels of training for six months.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Your Sales Management Guru

JULY 6, 2015

Some of my clients have rented a boat for the evening with a buffet dinner-taking time to enjoy the summer evening along with seeking a better understanding of how your services benefited the client and keeping an eye out for additional sales opportunities or referrals to other prospects. Put a bounce in your step.

Energy 40

Energy Lead Rank Lead Scoring Referrals 40

Your Sales Management Guru

APRIL 5, 2016

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. Share an expected Organization Chart and ask the team for their insights. HINT: set sales objectives that lead you to your goal.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Your Sales Management Guru

JUNE 1, 2015

You only have a few seconds as someone walks past your booth to capture their interest or make an impression-does your booth do that? Take the time to look at your booth with fresh eyes or simply ask your sales team to tell you what the booth says…to them.

Trade Show 40

Trade Show Lead Rank Lead Scoring Lead Capture 40

Your Sales Management Guru

NOVEMBER 13, 2013

The two main benefits that you can expect from a Business Advisory Board are, of course, insight and accountability. For many partner-company executives, their current businesses are the only ones that they’ve managed and led, so outside expertise can be particularly valuable.

Face-to-face 73

Face-to-face Compensation Account Groups 73

Your Sales Management Guru

OCTOBER 6, 2015

Consider other sales organizations that would benefit directly or indirectly from the sale of your product or service. You will experience both short-and long-term benefits. These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

SEPTEMBER 12, 2016

Chapter 15, Negotiating: Anthony shows how to make sure your client receives the benefit of the bargain while ensuring that you capture the value that allows you to deliver. KEN HINT: This is a lost art in most sales teams.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Your Sales Management Guru

MAY 31, 2016

What the PM may learn through the sales team is for the customer to really benefit, they must purchase another offering as well – and that is a turnoff. For example, Competitor A has been touting a service no one else offers and it seems very compelling.

Vendor 40

Vendor Competition Survey ACT 40

Your Sales Management Guru

JUNE 22, 2015

The benefits? Then post-show, prepare the audio file from the podcast and call your prospects and have your salesperson deliver the mp3 file (your welcomed excuse to contact your prospects post-show). You deployed a non-threatening way to set appointments with key prospects. They came to spend time with you, AT YOUR EXHIBIT.

Trade Show 40

Trade Show Decision Maker Travel Media 40

Your Sales Management Guru

MAY 23, 2011

In every session we have coordinated both organizations have benefited from the experience. These events should be coordinated with a group meeting at the beginning of the day, with one on one manger shadowing during the day, with a group wrap up session at the end of the day where everyone can share their findings.

Sales Management 60

Sales Management Hiring Groups Conference 60

Your Sales Management Guru

AUGUST 10, 2016

Benefits Programs. Account Management. Technical Management. CRM, for pipeline standardization. Technical Staffing. Skills Management. Customer Retention. Personal Management. Personnel Review. Advancement Programs. Training Programs.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Your Sales Management Guru

OCTOBER 13, 2015

The plan should contain an outline for initial employee training on job functional requirements, company product/service offerings, benefits and recurring plans for training existing employees. The benefit of a short-term plan and agenda are that current issues can be addressed and continuous training and employee focus is a company goal.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

FEBRUARY 20, 2012

Studies show that, if you bring in the wrong salesperson, you lose up to four times the cost of that person’s annual salary and benefits in missed opportunities, management time, fee’s and other factors. (If Hiring the right talent is critical in building successful sales teams.

Hiring 72

Hiring Lead Rank Lead Scoring Proposal 72

Your Sales Management Guru

AUGUST 22, 2011

Your plan should contain an outline for initial employee training on functional job requirements, company product and service offerings and corporate benefits, along with recurring plans for training existing employees. A Comprehensive Plan.

Education 51

Education Hiring Case Study Training 51

Your Sales Management Guru

JANUARY 15, 2012

The focus on sales process that newer SFA tools encourage has yielded tangible benefits for sales teams, ranging from reduced sales cycles to higher win rates. And the best practices built in to SFA systems today—based on years of learning what works and what doesn’t for most companies—help companies continuously improve their processes.

CRM 61

CRM Top of Funnel System Scale 61

Your Sales Management Guru

SEPTEMBER 1, 2015

To derive the most benefit from your new recruiting tool, interview a minimum of three candidates for each position, and make sure that every interviewer in the process rates each candidate from -5 to +5. It’s important to make this profile document available to everyone involved in the interviewing process, including recruiting firms.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40