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. Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section?

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Your Sales Management Guru

OCTOBER 2, 2017

Since I had studied the concept beginning years ago the term stuck with me and during one of our recent Slammed!

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Your Sales Management Guru

MAY 18, 2015

Schedule formal one on ones ; these monthly meetings are not about the forecast, they are designed for you to have a conversation with your team members about: H ow is everything going? In the concert both conductors discussed why and they picked the music for each concert, they had taken the time to make sure that the music fit the event.

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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. Submit Findings to prospect along with appropriate Case Study. How you define a sales process is important.

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Your Sales Management Guru

SEPTEMBER 28, 2015

Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. The study takes on four questions that every sales and marketing employee deals with on a daily basis: How does the speed of follow-up affect the results? Russ Davidson.

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Your Sales Management Guru

MARCH 1, 2011

In a recent conversation with a Senior Vice President of Sales for one of the largest companies in the world he lamented that his single biggest worry was for his sales managers. Studies, including one by the journal of managerial psychology, have concluded that the best salespeople may not be the best sales managers.

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