Your Sales Management Guru

MARCH 13, 2017

Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Early on James added a section titled “Why I Wrote This Book”, he writes of his history of sales and sales management-almost talking himself out of sale and coaching others in learning how to sell.

Closing 71

Closing Lead Rank Lead Scoring Sales Qualified Lead 71

Your Sales Management Guru

MARCH 17, 2013

Sales Leaders: Has Your Team Watched Pawn Stars? 3) Your sales team has not been trained to effectively sell the value of your firm or the value of the impact of your products/services on your prospects business! HINT: this needs to be done early and continually through the sales process. What were those comments?

Sales Leadership 78

Sales Leadership Hiring Discount Negotiation 78

Your Sales Management Guru

AUGUST 10, 2015

In Chapter 2 Skip gets to the heart of the matter describing why there is a difference selling to individuals and understanding the “buying-process” and how that process changes during stage two of the traditional sales process-that being a change in expected outcomes. How to Control the ATL Sales. Add this book to your sales library.

Buyer 40

Buyer Energy Sales Cycle Influencer 40

Your Sales Management Guru

SEPTEMBER 15, 2014

As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. I really enjoyed the overall tone of this book, right from the start, Section 1: “Sales 2.0: The bottom line: sales is still about people selling to people. The next sections go on to discuss Buyer 2.0

Social Media 87

Social Media Up-Sell Networking Influencer 87

Your Sales Management Guru

OCTOBER 4, 2010

Planning Your Sales Training. In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job.

Training 60

Training Sales Leadership System Negotiation 60

Your Sales Management Guru

JUNE 1, 2010

Three Key Social Media Tactics for Sales. Social media may have even more value in sales than in marketing, as marketers still generally deal with prospects in groups, while sales professionals deal with them as individuals—which is where the social media rubber really hits the road.

Social Media 71

Social Media Media Buying Cycle Ideal Customer Profile 71

Your Sales Management Guru

OCTOBER 27, 2014

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. The question is: as an owner or sales leader how are you lowering the fear in your sales teams and how are they approaching their prospects or clients to lower their fears?

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! For our sales management world, let’s make the same positive assumptions – our sales team consists of quality people with good attitudes and successful track records, and has been properly managed. Make your sales meetings fun. However, there’s one big difference.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

MAY 25, 2010

In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective. This would be true even if your sales team consists of quality people with good attitudes, records of success and has been properly managed. Find ways to be different!

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Your Sales Management Guru

NOVEMBER 17, 2014

The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. During your sales process you will need to emphasize research. Sales Training' Many executives can be analytical.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90