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). b. Launch (Kickoff meeting), move to Tools to execute. e. Customer Relationship programs .

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

DECEMBER 6, 2017

Other tips: Your website must be a sales tool- make sure your salespeople use it in your sales process and that it includes customer testimonials. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Some thought that it was a 4:1 ratio.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Your Sales Management Guru

JULY 18, 2017

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 0

Face-to-face Account Compensation Groups 0

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

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. In our “ Interactive Sales Manager Tool Ki t” we include a Salesperson Development Tool. If you would like a free Salesperson Development Tool, send me an email request.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

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

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

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

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. Sales leadership requires a more forward looking approach to build predictable revenue. by Lauren Carlson.

CRM 61

CRM Top of Funnel System Scale 61

Your Sales Management Guru

APRIL 20, 2016

Remember, A level salespeople probably don’t need this kind of sales mapping, but you can move a C level salesperson to a B level by providing tools, guidance and process to follow. Change your sales process to stand out, be different and make the customer remember you. How you define a sales process is important.

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

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. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Need more sales management resources?

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

JANUARY 7, 2014

While this tool important to have for purposes of coaching and planning (I have written often around this topic), brilliant execution on a quarterly basis is critical for success. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values.

Forecasting 73

Forecasting Quota Compensation System 73

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

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

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

DECEMBER 2, 2015

This group focus increases the use and redundancy of using this important coaching tool. Consequently the objective for the manager is to drive into the salesperson to ask themselves after every sales call or customer interaction: if I had it to do over again, what would I do differently-if anything?

Scale 40

Scale Lead Rank Lead Scoring Sales Management 40

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. Need more sales management resources?

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Compensation Margin Hiring Commission 0

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. Check out his Sales Management Tool Kit or the Acumen Project. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

Energy 40

Energy Lead Rank Lead Scoring Referrals 40

Your Sales Management Guru

JANUARY 23, 2012

Validate they can sell your firm and they are using the proper sales tools. 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. Once they know you are actually reviewing their accounts they will be more precise and begin to be more accurate.

Hiring 69

Hiring System Call-back Sales Management 69

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

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

OCTOBER 2, 2017

One of the key points I mention is the responsibility of Sales Leadership to build belief in the organizations people, services/products, customer experience and commitment. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

MARCH 14, 2016

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. It is because of these numerous aspects that many sales managers get distracted or lose focus.

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

Your Sales Management Guru

DECEMBER 20, 2016

Do they really understand your market, your customers, and the benefits you bring to them? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. When do you need them fully up and trained? Hint: hire them NOW.

Hiring 40

Hiring Scale Compensation Objections 40

Your Sales Management Guru

JANUARY 11, 2011

Where organizations have focused on quality hiring sales and revenue problems don’t exist, customer satisfaction levels are high and morale/culture is terrific. We have included the tools to help you improve your performance; interview scorecards, interviewing questions, and sample job descriptions. Recruiting and hiring top talent.

Hiring 60

Hiring Top of Funnel Lead Rank Lead Scoring 60

Your Sales Management Guru

FEBRUARY 4, 2015

One client of ours sold heavily on ROI; what we did was assist in creating a sales process where on stage 3 the salesperson would have the client visit our client’s website (make it a sales tool). We suggest group meetings with a variety of employees, customer focus groups and brainstorming sessions during this phase.

Competition 40

Competition Meeting ROI Up-Sell 40

Your Sales Management Guru

NOVEMBER 3, 2015

This has to do with the customers need to quickly take action, their existing knowledge and margin/COS pressures. New technical tools will be developed to assist the average salesperson in this area. Becoming “brilliant in sales execution” during each stage is critical. Sales training is moving to a mobility mode.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Your Sales Management Guru

FEBRUARY 9, 2015

That adds net new customers to your base. To say thank you to your existing customer base. Check out his Sales Management Tool Kit or the Acumen Project. That increases your level of professionalism/education. To create a sales contest that drives revenue. That drives the necessary sales leads for each month.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Vendor 40

Your Sales Management Guru

SEPTEMBER 6, 2016

Customer Engagement Dos and Don’ts. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Just a few of the chapter titles will help you understand why I felt this is a powerful book: Fit the Prospecting Plan to Your Market.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

JANUARY 21, 2013

I was watching the golf channel several months ago, a show called the Haney Project where a golf coach would take a well-known celebrity for 6 weeks and provide customized coaching to improve their game. While it was somewhat a reality show, positive results occurred. I thought about that program and have now created the Acumen Project.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

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. Need more sales management resources?

Sales Process 40

Sales Process Benefit System Sales Management 40

Your Sales Management Guru

JUNE 1, 2010

Considering how social media has changed the buying cycle , most prospects will do significant research about your company online—including your firm’s social media presence and what your customers are saying about you—long before engaging with you. You may gain valuable insights into their strategies and challenges.

Social Media 71

Social Media Media Buying Cycle Ideal Customer Profile 71

Your Sales Management Guru

OCTOBER 13, 2015

My answer is simple; “it’s more critical when you are small to begin building management systems and tools because revenue and profitability are considered more critical in an organization. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

SEPTEMBER 1, 2015

Failure to achieve revenue targets, manage customer relations and deliver service can be traced directly to hiring people unequipped to carry out their assigned roles. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Critical Reminders.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Your Sales Management Guru

OCTOBER 1, 2012

The key element I believe is there is a relationship between the marketing funnel and the sales funnel and both organizations are responsible for keeping the sales funnel full and adding X number of prospects into the funnel each month. Some thought that it was a 4:1 ratio. . .

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

AUGUST 10, 2016

Start selling directly to larger customers. Customer Retention. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Do I have your attention YET? Constantly invent new sales or partner incentive programs. Marketing Planning.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Your Sales Management Guru

APRIL 3, 2017

Customer relationship strategy. for First Time Sales Managers , Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. We recommend these plans are updated every six months with a 60-day assessment of trends or changing factors. Account plans.

Hiring 0

Hiring Policies System Face-to-face 0