Your Sales Management Guru

JUNE 1, 2010

At the very least, you’ll be able to have a more informed and interesting conversation. The goal, rather, is to be as informed as possible about your prospect and his or her company before engaging in a conversation, so that you can make that initial conversation, and every subsequent one, as productive as possible for both sides.

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Social Media Media Buying Cycle Ideal Customer Profile 71

Your Sales Management Guru

JUNE 1, 2015

One of our recommendations we make is that at the end of each day everyone that worked the booth should meet to discuss each lead, capturing the quality of the lead and any insights they recall about the conversation with the prospect. This is done as soon as the trade show closes for the day not when everyone gets to the office.

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Your Sales Management Guru

JUNE 28, 2010

We normally recommend this conversation takes place during a sales meeting-it is NOT a grilling. The second step is a conversation between the “X-prospect or new client” and either the sales manager, president or an independent source. I like to find out : When did the prospect really make up their mind?

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Your Sales Management Guru

JULY 31, 2013

But like every conference, sometimes the real learning takes place in the hallways or casual conversations. The breakout sessions provided detailed insights on what you need to do to be more professional and successful in your life and business.

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Your Sales Management Guru

OCTOBER 3, 2016

This action can start with sales games, hearing customer success stories, sales compensation plans as well as genuine conversations. This was the majority of my program that I called the Effect of Emotional Leadership, Sales Leaders must build a culture of team, of belief in the company/products/services and a focus on team accountability.

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Your Sales Management Guru

JULY 19, 2010

The amazing action to watch was the volume of conversations taking place-not necessarily just on the Expo floor but EVERYWHERE! I know from past experience that conversations held, an idea created and information shared can lead to future business opportunities next month or next year. Finding Opportunities.

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Your Sales Management Guru

NOVEMBER 15, 2010

Take time for conversation; build on the conversation to truly understand the person, in my keynotes I like to say: my goal is enhance our mutual relationship, ensure our time together is profitable (not necessary in financial terms) and have fun!

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Sales Leadership Scale Motivation Groups 67

Your Sales Management Guru

AUGUST 9, 2017

In a short period of time I’ve managed to successfully conclude annual remuneration conversations and set our Sales plan for the coming financial year. The experience, knowledge and documentation that is shared has been incredibly helpful. Sam IT Tech Organization, New Zealand “Wow!

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Hiring Compensation Sales Leadership Course 49

Your Sales Management Guru

SEPTEMBER 19, 2017

We enjoyed the opposite experience, at the Montana Ale Works restaurant we had great service, our waiter even wrote down two recommended tourists spots to visit on Monday and we had an engaging conversation. Food was terrific, atmosphere was fun and the place was packed on a Sunday evening!

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Hotels Face-to-face System Sales Management 61

Your Sales Management Guru

OCTOBER 2, 2017

Sales Management Boot Camp online discussions the concept of hiring high level salespeople came up vs developing high level salespeople, in the group conversation I described the concept of Brain Waves as a separating factor in all high performing salespeople.

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Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

AUGUST 25, 2014

If you and your competitors use the basic sales stages in the same sequence and say and do the same things during your prospect conversations, no one will stand out and prospects will become confused. One of the most important aspects of creating a prescriptive sales process is changing the sales process. 7.

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Your Sales Management Guru

JUNE 11, 2012

In the breakout sessions, hallway conversations and at the bar. Here are a few action items for you to do in preparing for, working and post action plans for working any event. Identify and know your top 4 business challenges and use the time to look for answers. Plot your program strategy for your entire week, not on a day to day basis.

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Your Sales Management Guru

MARCH 30, 2015

The conversation lead me to suggest the following steps for my client as well as all of my readers. Time for Salesperson Evaluations. Last week one of my client’s and I were discussing the end of the first quarter, salesperson performance and next steps in their business strategy.

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Your Sales Management Guru

JUNE 13, 2017

They never appear to be working very hard to come up with the next question or to keep the conversation moving and the stakeholder engaged. As Jeb states:” UHP’s seem to know exactly what to ask at exactly the right moment while remaining engaged with the stakeholder.

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Your Sales Management Guru

JUNE 9, 2013

Each salesperson was trained and then expected to connect with a certain number of customers per week to “inquire” as to their satisfaction level with our services and during that conversation the salesperson was to ask about other potential friends or organizations the customer might know that could use “ our service”.

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Quota Microsoft Margin Hotels 104

Your Sales Management Guru

JANUARY 2, 2017

Reach out to open a dialogue at any chance you have; yesterday at the Lady VOLs basketball game I had an ongoing conversation about the game with the Usher, it was fun and his insights to the team made the game more interesting. New people may bring you different experiences and perspectives that may broaden your life. They won too!).

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Workbooks Lead Rank Lead Scoring Compensation 54

Your Sales Management Guru

OCTOBER 27, 2014

At the recent conference I lead three back to back breakout sessions, in reading the evaluations and in conversations afterwards I heard: “What should I do… ?” 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?

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Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

NOVEMBER 17, 2014

In conversation, allow some latitude to give the client opportunities to open up. As a professional you will need to research a client’s growth plans and show how your solution will benefit the client company.

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Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

JANUARY 3, 2012

It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Your 2012 Sales Plan. I have included below the various “categories” you should consider in building a plan.

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Your Sales Management Guru

MAY 24, 2017

What Separates Average Organizations from High Performing Organizations? .

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Channels Analysis Vendor Energy 46

Your Sales Management Guru

NOVEMBER 28, 2017

If your company’s goal is to grow revenue and focus on new account conversion programs, choose a plan focused on the percentage of sales growth quarter over quarter or annually over named accounts. The idea is to gear compensation to account for growth while providing bonuses for new accounts.

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Your Sales Management Guru

FEBRUARY 26, 2013

Yesterday I was meeting with a Meeting Planner and provided her two sources; during the conversation I suggested she should use my name. When I started my business I tried to make two networking calls a week, while my objectives have changed, I still return the phone calls. . 6. Can you use the referrals name?

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Networking Hiring Referrals Ideal Customer Profile 97

Your Sales Management Guru

FEBRUARY 12, 2012

His conversations and stories with the famed Coach John Madden were terrific. As each page flew by, I found myself underlining sentences, circling ideas and folding over pages as concepts and tools were introduced.

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Handbook Sales Leadership Account Training 65

Your Sales Management Guru

DECEMBER 14, 2015

After that conversation I next interviewed the VP of Sales. The President wanted some answers and certainly a fix. My first question was why did it take the President so long to recognize the problem or revenue drop and why wasn’t it addressed in June!

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Your Sales Management Guru

DECEMBER 28, 2012

Every morning I would wake and the coffee would be ready, a Danish on a plate and we would sit in our chairs, watch TV or she would read a daily devotional and we would talk-just good conversation, until she might doze off.

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Wireless Follow-up Facebook Motivation 74

Your Sales Management Guru

FEBRUARY 6, 2013

In both cases, with different programs and certainly different audiences, the “after” the program conversations were identical. D uring the same week I spoke to a group in NY at their 2013 kick off meeting, that topic was: Changing Environment Means Changing; a plan for success!

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Your Sales Management Guru

MARCH 26, 2012

As a result of the conversation I recommended the following actions: Know what your revenue objectives are for the next 5 quarters and make sure you match your hiring plans to achieve the goals. Know when you need to hire salespeople in time to be trained to achieve your sales objectives.

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Your Sales Management Guru

NOVEMBER 7, 2011

Quick example: recently I purchased an iPhone from AT&T; first call, I walked into a retail facility: Result: great service, welcomed me to the store, shared friendly conversation, they helped me save money on my existing account, the salesperson even “walked” me to the door on each of my two visits.

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Penetration Retail Hiring Sales Leadership 69

Your Sales Management Guru

OCTOBER 17, 2011

As I reflected on our game, conversations and even after the game 19 th hole discussion I came away with what made the difference. Now while that might not be good for many of our readers-for me it was a positive experience. What does this have to do with Sales Leadership?

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Sales Leadership Lead Rank Lead Scoring Sales Management 58

Your Sales Management Guru

MAY 23, 2011

I also had a wonderful conversation with a fourth organization discussing new hire on-boarding issues, profitability and lead management. During the past three weeks I have visited three partner organizations, each of varying sizes in revenue, products/services offered and operational effectiveness.

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Your Sales Management Guru

AUGUST 23, 2010

Having a specific planned objective for every sales call becomes critical and then relaxing to reduce tension allows the professional to achieve meaningful conversations.

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Sales Leadership Face-to-face Motivation Call-back 58

Your Sales Management Guru

MARCH 16, 2015

During any meeting, bring a lighter touch to your conversations, while having an agenda for your meeting, being prepared with a Pre-Call Strategy tool is great, make sure you add a sparkle in your eye and smile on your face to your approach. But bring your personality.

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Lead Rank Lead Scoring Face-to-face Sports 40

Your Sales Management Guru

JANUARY 10, 2012

While these scenarios are graphic, these are conversations that sadly take place among many clients we have served. Every representative tells a different story when asked, “Why do people buy from you?” ” Assessing Your Own Company. Does anything here ring a bell about your company?

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Face-to-face Proposal Vendor Energy 61

Your Sales Management Guru

MAY 19, 2010

Join us for a conversation with Ken Thoreson of Acumen Management Group. WIN believes in building business by building relationships. Visit [link] for more information. Having a vision is the best way to start the process of planning for growth.

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Small Business Small Business Face-to-face Networking 61

Your Sales Management Guru

APRIL 6, 2015

If you and your competitors use the basic sales stages in the same sequence and say and do the same things during your prospect conversations, no one will stand out and prospects will become confused. One of the most important aspects of creating a prescriptive sales process is changing the sales process.

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Sales Process Benefit System Sales Management 40

Your Sales Management Guru

APRIL 20, 2016

Just yesterday I was speaking with a small business who mentioned they had a good sales process defined, in going deeper in our conversation I learned they had no tools, nothing documented and nothing reinforced. How you define a sales process is important.

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Your Sales Management Guru

JANUARY 24, 2011

Based upon my conversations almost every sales leader is optimistic and pipelines are filling. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. It’s been a great few weeks. Are you ready to participate in the recovery?

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