Your Sales Management Guru

DECEMBER 14, 2017

We always tell our clients that they need to develop a marketing campaign to recruit talent as well as to find prospects-both pipelines are critical. If you are not constantly seeking new and better talent, you will find that the top sales talent, may not be looking when you are. Recruiting is not hiring.

Hiring 79

Hiring Lead Rank Lead Scoring Exercises 79

Your Sales Management Guru

APRIL 21, 2013

This takes time to find the right individuals and your effort to create an active campaign to build the network. Third; it’s your network. Paying the price to develop, nurture and expand your network pays results. As a professional this time will bring you additional levels of revenue-at unexpected times. Fourth; it’s mental toughness.

Networking 84

Networking Groups Sales Leadership Objections 84

Your Sales Management Guru

OCTOBER 6, 2015

Enlist your sales and management teams in a campaign to present these influencers with advantages of your firm, and secure a commitment from them to work with you. Create new sales leads with an active target-marketing campaign. Create a smart, targeted campaign, not a blast or mass-appeal plan.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

JULY 6, 2016

Marketing; did your messaging and campaigns generate the expected results? How can you build higher levels of belief or commitment to your organization? Are the salespeople using CRM effectively? What else can you do to ensure it is updated and cleansed on a regular basis? Did those leads close and do you know the best lead source?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

JUNE 9, 2013

Planning a well thought out summer campaign now, can pay great dividends later. As a sales leader, each week track the results of the activities, did the salespeople execute what was expected? What were the results? Do you need to alter the tactics? What have you learned? Hint: don’t forget the suntan lotion.

Quota 104

Quota Microsoft Margin Hotels 104

Your Sales Management Guru

NOVEMBER 26, 2012

Recruiting is sales leadership’s marketing campaign for sales leads. “ A sales manager must look out 90-120 days knowing your future potential revenue objectives and understand your manpower requirements. Build an ongoing program to ensure you have the right talent in place to exceed your goals. Step Two: Know your pipeline metrics.

Journal 77

Journal How To Sales Leadership Pipeline 77

Your Sales Management Guru

JANUARY 15, 2012

The marketing campaign features are extremely important and the interface to accounting/ERP systems greatly improve the customer service aspect as well as giving a more 360 view, makes CRM a more than a salesperson’s tool.

CRM 61

CRM Top of Funnel System Scale 61

Your Sales Management Guru

MAY 25, 2010

Develop a plan to establish who are the decision makers at these organizations and create a campaign using your sales and management team to present these influencers with the benefits of your firm and seek to secure their commitment to work with you. Create a smart campaign, not a blast or mass appeal plan.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Your Sales Management Guru

JULY 6, 2015

Once a week assign salespeople to work in teams of 2 or 3, encouraging them to coach and challenge each other on individual sales opportunities or sales activity campaigns. Hold salesperson team strategy meetings. Start early. In many companies summer hours start early and you might discover you can talk to prospects earlier in the morning.

Energy 40

Energy Lead Rank Lead Scoring Referrals 40

Your Sales Management Guru

SEPTEMBER 19, 2011

4. Create a specific Current Client Contact Campaign using #3 above, assign X number of clients to contact per week/salesperson, track sales results for 90 days. Develop a “Cross Sell-Up Sell Plan for each of your existing customers.

Sales Leadership 69

Sales Leadership Compensation Proposal Vendor 69

Your Sales Management Guru

AUGUST 20, 2013

Others can be scheduled as needed to help launch new products or services, promote new releases or upgrades or tie into your customers’ larger campaigns. Some should be held annually to address sales objectives, company business strategies and potential seasonal fluctuations. A Contest Sampler.

Face-to-face 82

Face-to-face Incentives Incentive Objections 82

Your Sales Management Guru

JANUARY 13, 2015

Implement a salesperson 20-20 campaign. On Friday I had suggested the following ideas to accelerate your business; Learn to Partner with other organizations, I call this business-eco system marketing. Focus on a vertical market with in your business. Perform Account Plans on your top 30% customers.

System 40

System Campaigns Tools Networking 40

Your Sales Management Guru

MAY 23, 2016

Others can be scheduled as needed to help launch new products or services, promote new releases or upgrades or tie into your customers’ larger campaigns. Some should be held annually to address sales objectives, company business strategies and potential seasonal fluctuations. A Contest Sampler.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

FEBRUARY 6, 2017

We always tell our clients that they need to develop a marketing campaign to recruit talent as well as to find prospects-both pipelines are critical. If you are not constantly seeking new and better talent, you will find that the top sales talent, may not be looking when you are. Recruiting is not hiring.

Hiring 40

Hiring Lead Rank Lead Scoring Exercises 40

Your Sales Management Guru

MAY 30, 2012

Others can be scheduled as needed to help launch new products or services, promote new releases or upgrades or tie into your customers’ larger campaigns. Some should be held annually to address sales objectives, company business strategies and potential seasonal fluctuations. A Contest Sampler.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

Your Sales Management Guru

AUGUST 18, 2016

Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital. They almost certainly don’t want to speak with a salesperson without a strong sense of what they need and whether it is affordable.

Sales Management 40

Sales Management Webinar Metrics Vendor Case Study 40

Your Sales Management Guru

APRIL 13, 2015

The way we recommend that you do this is as follows: Create a campaign in your CRM called = “Prospecting – Webinar Registrants”. Ensure that all leads generated from webinars are associated with this campaign.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40