Your Sales Management Guru

MAY 31, 2016

In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs.

Vendor 40

Vendor Competition Survey ACT 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. Consider adding a cash bounty for each additional new seat, new customer, or revenue sold beyond a certain target value. Improving customer service.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

MARCH 24, 2015

Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the customer’s needs. Know the customer’s business. Know what the customer’s clients need.

Buyer 40

Buyer Journal ROI Training 40

Your Sales Management Guru

AUGUST 25, 2014

Change your sales process to stand out, be different and do something to make the customer remember you. 7. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

NOVEMBER 28, 2017

Tailoring Tips Here are a few final considerations to keep in mind as you customize your compensation plan: In new organizations focused on expanding within existing markets, the compensation plan will differ dramatically from that of an established company in the same industry.

Compensation 68

Compensation Margin Commission Salary 68

Your Sales Management Guru

NOVEMBER 13, 2013

Client Advisory Boards A Client Advisory Board — which typically includes five to seven current clients — can provide insights into customer needs from the customer perspective. We recommend that you select not only your “pet” clients, but a cross-section of your customers.

Face-to-face 73

Face-to-face Compensation Account Groups 73

Your Sales Management Guru

SEPTEMBER 21, 2015

To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from your vendors. Reference Letters: Ask your best customers for testimonials.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

OCTOBER 7, 2014

Tailoring Tips Here are a few final considerations to keep in mind as you customize your compensation plan: In new organizations focused on expanding within existing markets, the compensation plan will differ dramatically from that of an established company in the same industry.

Compensation 81

Compensation Margin Hiring Commission 81

Your Sales Management Guru

AUGUST 15, 2011

Do we understand our cost structure well enough to understand the net profit gained from adding incremental customers? Who are the 20% of our customers who deliver 80% of the profit? How stable is our customer base, and does our operating P&L reflect it? Are we long on time or money? Why do people want to work for us?

Face-to-face 61

Face-to-face Consultative Selling Trends Industry 61

Your Sales Management Guru

MAY 14, 2012

To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from Microsoft. Reference Letters: Ask your best customers for testimonials.

Face-to-face 76

Face-to-face Meeting Microsoft Margin 76

Your Sales Management Guru

JANUARY 3, 2012

3.1.4 Target Customers. 4.1.4 Customer buying process. Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). e. Customer Relationship programs . Sales Goals. 3.1.1 Revenue. 3.1.2 Profit.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

OCTOBER 24, 2016

You sell what is especially in demand by your customers right now – solutions that can increase efficiency , cut costs and enhance customer relationships. Work harder. (Sorry, but that’s what’s needed.) Try to stretch yourself both in terms of attracting new customers and better serving existing ones.

Compensation 40

Compensation Pipeline Vendor Revenue 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. Consider adding a bounty for each additional new seat, new customer, or revenue sold beyond a certain target value. Improving customer service. A Contest Sampler.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

Your Sales Management Guru

SEPTEMBER 19, 2017

I won’t make this a trip report, but my point is high performing organizations and sales leaders look and analyze their sales process, management processes and their prospect/customer experiences. Do you communicate with your customer base on an ongoing basis, as to their experiences? Are you sure? Are you as a Sales Manager organized?

Hotels 61

Hotels Face-to-face System Sales Management 61

Your Sales Management Guru

SEPTEMBER 4, 2012

Sell the Way Your Customers Want. The first key point that I came away is found on page 53, “Sales Experience Matters”, what the authors drove home was the customer’s sales experience. Five Strategies for Sales Growth. Find Growth Before Your Competitors Do. Soup Up Your Sales Engine. Focus on Your People. Lead Sales Growth.

Strategy 103

Strategy Handbook Case Study Quota 103

Your Sales Management Guru

JUNE 6, 2017

Once a month, take your sales team on a field trip to visit a customer, let the customer sell your team on your products/services. Fire them up with new products or packaging/pricing, change the game with new times for sales and sales training meetings-even re-arrange the sales offices.

Sales Management 52

Sales Management Hiring Call-back System 52

Your Sales Management Guru

DECEMBER 15, 2014

Powerful Strategies that Move Customer Fast, Favorable Decisions. Selling through customer service. Amp Up Your Sales. By Andy Paul. I kept nodding my head and saying; Yes, Yes, Yes as I turned the pages. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

Your Sales Management Guru

FEBRUARY 14, 2011

To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from Microsoft. Reference Letters: Ask your best customers for testimonials.

Sales Management 66

Sales Management Hiring Microsoft Vendor 66

Your Sales Management Guru

MARCH 24, 2013

After reading “ Disney U ”, How the Disney University Develops the World’s Most Engaged, Loyal, and Customer Centric Employees , you will come aware with a notebook filled with ideas to improve your employee development. Note: Show/Cast those terms refer to show=customer experience, cast=employees. .

Training 78

Training Education Sales Leadership Lead Rank 78

Your Sales Management Guru

OCTOBER 16, 2012

You sell what’s especially in demand right now: Solutions that can increase efficiency, cut costs and enhance customer relationships. Try to stretch yourself both in terms of attracting new customers and better serving existing ones. Stay optimistic. Work harder. Sorry, but that’s what’s needed.)

Compensation 77

Compensation Vendor Pipeline System 77

Your Sales Management Guru

JULY 12, 2017

Kevin hits the key points necessary for high performance, with a focus on Driving Rep Accountability, Hiring Smart and Insert the Customer into Your Sales Process. In the Sales Process chapter 5, he builds an excellent case for a sales process but more importantly why it is important to consider the “buyer’s or customers mode”.

Lead Rank 0

Lead Rank Hiring Lead Scoring Coaching 0

Your Sales Management Guru

APRIL 2, 2012

Also many organizations never gain real insights from their customers or even help from their customers. This type of board consists of current customers that generally meet in a formal basis a minimum of three times a year. What can you do to improve on these two critical blind spots? Client or Industry Advisory Board .

Sales Leadership 67

Sales Leadership Account Face-to-face Groups 67

Your Sales Management Guru

NOVEMBER 28, 2016

Tailoring Tips Here are a few final considerations to keep in mind as you customize your compensation plan: In new organizations focused on expanding within existing markets, the compensation plan will differ dramatically from that of an established company in the same industry.

Compensation 0

Compensation Margin Hiring Commission 0

Your Sales Management Guru

OCTOBER 27, 2014

The issues your team must understand are: operational efficiency, cost containment, customer responsiveness, revenue growth and increase market share. Drive an Increase in Customer Satisfaction and Lower Your Costs” certainly would get the attention of the VP of Marketing or COO.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

OCTOBER 6, 2015

Build belief in your company, and boost your team’s confidence in its products/services with visits to your satisfied customers, reference letters, or customer visits and presentations to your entire organization about their satisfaction. Develop an active program to contact every customer. Make your sales meetings fun.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

APRIL 20, 2017

.  That increases your level of professionalism/education.  To create a sales contest that drives revenue.  That adds net new customers to your base.  That drives the necessary sales leads for each month.  To say thank you to your existing customer base.  To increase your public relations exposure within your (..)

Sales Management 43

Sales Management Travel Proposal Vendor 43

Your Sales Management Guru

OCTOBER 8, 2012

· Assign a certain number of customers (10) to each salesperson each week, make sure they have a good reason/strategy and product/service offering for each client-make sure they make the calls to the appropriate person at the client’s office. INSPECT this….

Sales Management 76

Sales Management Discount Vendor Follow-up 76

Your Sales Management Guru

MARCH 17, 2013

Generally this occurs because: 1) You have conditioned your customer or prospects to expect these kind of end of quarter promotion. He then asks the person what they want in terms of money for the item, he proposes a price and banter between salesperson and customer (Rick) continue until they settle on a price.

Sales Leadership 78

Sales Leadership Hiring Discount Negotiation 78

Your Sales Management Guru

JULY 7, 2013

Identify key contacts: Develop a detailed database for each vertical-industry prospect, customer and influencer organization. You may wish to explore developing joint marketing programs-or you may just work out a lead-sharing agreement. . Include at least five names and titles for each organization, pinpointing a main contact at each. .

Marketing 86

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

Your Sales Management Guru

AUGUST 3, 2012

Can the customer act quickly and decisively? Rather than uncovering pain, or answering an RFP, the “star rep uses sales calls to reframe the discussion and turn a customer with clearly defined requirements into one with emerging needs or … revealing to the customer needs they didn’t know they had. Are their agile?

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

Your Sales Management Guru

DECEMBER 5, 2011

Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. How to align your entire organizations sales and marketing initiatives with your customers’ needs. • Or will your sales team face another tough year to achieve their sales objectives?

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Your Sales Management Guru

SEPTEMBER 23, 2012

Change your sales process to stand out, be different and make the customer remember you. 7. We added a last step: a follow up at 90 days post implementation/installation to validate customer satisfaction and ask for a reference letter. . When there is confusion, generally there is no decision.

Sales Leadership 75

Sales Leadership Sales Process Lead Rank Lead Scoring 75

Your Sales Management Guru

OCTOBER 1, 2013

6) Use your customer base for site visits, referrals or even arrange a conference call with your prospects. 5) Increase your relationship contacts; make sure your Executives are involved in a prospect meeting, lunch, breakfast or phone call with your prospects Executives. 7) Rehearse key presentations.

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

Your Sales Management Guru

DECEMBER 29, 2014

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. These five actions will help the salesperson get off to a fast start-by working with and selling existing clients where they have trusted relationships and proven solutions.

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

JULY 6, 2015

Visit your current customers. If possible socialize with them at a Customer Appreciation event or one on one dinners. Or if that is not possible, increase the level of celebration of any sales/wins, perhaps having the VP or President of the company reach out to the salesperson to say thank you.

Energy 40

Energy Lead Rank Lead Scoring Referrals 40

Your Sales Management Guru

APRIL 6, 2015

Change your sales process to stand out, be different and do something to make the customer remember you. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter.

Sales Process 40

Sales Process Benefit System Sales Management 40

Your Sales Management Guru

AUGUST 29, 2011

You sell what’s especially in demand right now: Solutions that can increase efficiency, cut costs and enhance customer relationships. Try to stretch yourself both in terms of attracting new customers and better serving existing ones. Stay optimistic. Work harder. Sorry, but that’s what’s needed.)

Banking 61

Banking Compensation Follow-up Vendor 61