Your Sales Management Guru

JULY 21, 2014

My program this year is “ Bartender’s Guide to Cloud Profits ”” It’s just one example of information that will be shared during the conference. For example, I have new salespeople call me and leave voicemails so I can listen to what and how they sell the voicemail.

Hiring 87

Hiring Training Sage Vendor 87

Your Sales Management Guru

JANUARY 27, 2014

You can achieve this in a variety of ways, and in my session at WPC I shared 10 actual examples and other marketing ideas. This quote from Fast Company: Golden Rules of Thought Leadership set the stage for our program at WPC: Dominate your market: learn how thought-leadership marketing will impact your vertical market presence.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Your Sales Management Guru

NOVEMBER 17, 2014

In closing, provide examples of solutions accepted by others the persuader respects. During your closing, provide examples of others that have accepted the solution, use a low-key, assumptive close to assist them with their goals; avoid hard, “ask for order” selling and help them to make a positive decision.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

JUNE 6, 2016

As an example under Category #1: Art, Humor and Film, Stu estimated the cost/contact to be between $1-$500, as you progress you read about various real world examples that Stu or others have implemented to achieve amazing results rates. In Category #1 there are six resources listed ranging from the Cartoonlink to Office Depot!

Meeting 40

Meeting Lead Rank Lead Scoring Social Media 40

Your Sales Management Guru

NOVEMBER 28, 2017

For example, if a salesperson earns $150,000 in total compensation and sells $1.5 Following are a few common examples of different plan structures: Profit-Based: Commission rates change as margin levels increase. million of products and services, his CoS is 10 percent.

Compensation 68

Compensation Margin Commission Salary 68

Your Sales Management Guru

MAY 16, 2016

Max’s style is to pose a question and then provide the reader the opportunity consider the issue with the examples/case studies and definitions, he focused on “Adaptability, Mental Toughness, Bad-Boss, Ego and EQ”. His five steps with real world examples is terrific. Without trust the relationship becomes dysfunctional.

Sales Management 56

Sales Management Hiring Case Study System 56

Your Sales Management Guru

APRIL 20, 2016

I always use the example of Subway sandwiches and how their counter people are trained to simply walk down the counter by asking your certain questions as you sandwich is built. This is an example of the kinds of detail that will come out during the process. If your sales teams execute that well you get the production Subway does!

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Your Sales Management Guru

SEPTEMBER 3, 2013

For an example send me an email and I will send you a sample Acumen Power diagram: Ken@AcumenMgmt.com. Next, 5) identify what companies those individuals work in and target those organizations that fit your company’s ideal client profile and last 6), ask your “raving fan” to make a referral introduction to your targeted organizations!

Cold Calling 73

Cold Calling Jigsaw Ideal Customer Profile Commission 73

Your Sales Management Guru

MARCH 26, 2014

Some examples: • You Win more when you fight more. As I read the book, I felt almost a poetic rhythm as his sentence structure is short, spacing open and many red bullets to help stamp in your mind the points Dan is making. Your future is about the decisions you make, not the ideas you have. Being different makes the difference.

Conversion 86

Conversion Motivation Groups System 86

Your Sales Management Guru

AUGUST 27, 2012

As an example; do you change the “stage” of the sale prior to a certain sales activity taking place (demonstration) or do you change the “stage” after the activity has taken place (demonstration)? With remote salespeople it instantly showed extreme low volume of activity.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Your Sales Management Guru

APRIL 9, 2014

For an example, just the other evening at a conference where I was speaking the next day, I met an individual I had known for some time and while we shared a beverage he told me a remarkable story. Gaining satisfaction is the challenge, understanding satisfaction maybe even harder.

Lead Rank 73

Lead Rank Lead Scoring Face-to-face Conference 73

Your Sales Management Guru

MAY 31, 2016

For example, Competitor A has been touting a service no one else offers and it seems very compelling. As another example, sales may discover that the prospect investigated the new offering and found it is not as effective as touted.

Vendor 40

Vendor Competition Survey ACT 40

Your Sales Management Guru

APRIL 2, 2014

Let me share several examples. My challenge for you is to let others know what your belief’s are and to share with others what your mantra is, it will help not only you lead teams, but others will know how to better work with you or interact with you on a daily basis.

Call-back 78

Call-back Motivation Groups System 78

Your Sales Management Guru

JULY 7, 2014

Another example is J.R.R. You can expand your ability to develop creativity by brainstorming with individuals outside of your normal environment. It’s all about creating ideas, evaluating them and executing on them. Tolkien and C.S.

Face-to-face 81

Face-to-face Sales Motivation Groups 81

Your Sales Management Guru

OCTOBER 20, 2014

Examples might be: What are the total revenues? Secondly, the %’s may not be precise but what you are looking for is where to draw the lines where you can see a separation; once you have these lines drawn we recommend you schedule a meeting with the sales team and management team to discuss what you have found. How many employees?

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

NOVEMBER 3, 2014

Examples might include: 4 years of sales experience in your industry. Simply put, it is critical you define specifically and at a minimum the 5 work experiences/knowledge that you require and the 5 psychological or emotional characteristics the job demands. Worked a regional sales territory vs a local geographic one.

Lead Rank 82

Lead Rank Lead Scoring Hiring Territories 82

Your Sales Management Guru

JANUARY 21, 2014

While I won’t give you the magic potion I can recommend what you should consider, for example: • Trapped in my hotel in a blizzard this evening, I will take out my Yoga: 12 step Sun Salutations guide and work through multiple repetitions. •

Hotels 71

Hotels Travel Maximizer Motivation 71

Your Sales Management Guru

MAY 20, 2013

One of my favorite things to do where I lived in the beautiful Pacific Northwest is to drive over the I-520 floating bridge (and yes the bridge does actually float on Lake Washington) and watch the University of Washington men’s or women’s rowing team practice in perfect formation and be the true example of the value and power of teamwork.

Face-to-face 99

Face-to-face Sports Groups Coaching 99

Your Sales Management Guru

DECEMBER 3, 2012

For example, I have seen one that was simply: Growth! This statement is reinforced at every potential opportunity. It may appear on your internal letterhead, made into a banner and hung in your sales area and used to reinforce your training programs. Another that has been used before was; Brilliant Execution.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Your Sales Management Guru

APRIL 12, 2010

Let me know your thoughts on this example and your perspectives on moving forward in 2010. I thought this week you might like to match up your organization to the one I have created in the URL below. Most importantly, I have offered several ideas how to create an even higher performing organization. Ken@AcumenMgmt.com.

Sales Leadership 51

Sales Leadership Video Sales Management Training 51

Your Sales Management Guru

JULY 12, 2017

Model in great detail and again provides the reader with terrific examples but more importantly a framework and tools to help the Sale Manager develop talent. This chapter will increase your win/lost ratios. The third section is: Priority #1: Coach and Develop Your Team. Kevin covers his C.O.A.C.H.

Lead Rank 0

Lead Rank Hiring Lead Scoring Coaching 0

Your Sales Management Guru

APRIL 23, 2015

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. Beyond your current monthly pipeline values future pipeline dollar values are not listed. you hit $100,000 and I will give you a $500 bonus.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Your Sales Management Guru

AUGUST 25, 2014

For example, let’s assume there’s a demonstration stage in your sales cycle. The 90-day sales training schedule began to include training on each step of the sales process, in which the sales manager would not only train the sales team on how to perform each step but also explain why.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

JUNE 25, 2012

Examples could feel this blog, but I found myself underlining section after section with “gems”; Write your dream plan for your business, Hire Traits, not Degrees. In the relationship section: The One Question You Must Answer, In marketing, Tell Them a Story, In sales: Reflect On Your Sales.

Handbook 60

Handbook Face-to-face Hiring Small Business 60

Your Sales Management Guru

SEPTEMBER 26, 2016

What make it better is he then provides potential scenarios, examples and test situations where any salesperson can relate to their current list of prospects. What makes this book dance is Chapter 12 when James gives you the two questions that gives the reader the perfect close-they are simply brilliant.

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

OCTOBER 12, 2010

For example, imagine being in the Olympics and standing on the top of the ten-meter board just before you are to dive. For example: “I’m Wonderful; it’s Wednesday.” He infuses keynotes and presentations with real-life anecdotes and client examples that impart philosophical and operational inspiration. What would you be feeling?

Conference 66

Conference Microsoft Infusion Motivation 66

Your Sales Management Guru

JUNE 19, 2012

If you believe you are going to have make some kind of offer, set the stage earlier in the sales process by either mentioning an “upcoming” promotion that may occur in July (example) and then offer the promotion/incentive when appropriate.

Sales Leadership 74

Sales Leadership Closing Promotion Incentives 74

Your Sales Management Guru

JULY 7, 2013

For example, you might identify all companies with annual revenues of $10 million or more, or that have at least 100 employees, or that have three or more locations, or that serve at least five states (or any other criteria that you consider important).

Marketing 86

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

Your Sales Management Guru

SEPTEMBER 6, 2016

This chapter is a must read for Marketing teams and all Salespeople, Mark shares tactical steps, specific email scripts that can be tailored for your business, many examples but his 3 Strategies to “get the email opened” are absolutely right on! Many people believe we can sell or prospect using email, in the majority of situations it fails.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

APRIL 28, 2013

For example, in the old economy, hierarchies pitted labour against management, with workers paid wages depending on their skills, but that is eroding as the rate of change accelerates. Those who cannot - or will not - change are withering.

Incentives 87

Incentives Incentive Influencer Motivation 87

Your Sales Management Guru

MAY 15, 2017

Examples include: Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. Most sales organizations don’t do any belief-building activities. Or if they do, they only do so occasionally.

Hiring 56

Hiring Vendor Sales Video 56

Your Sales Management Guru

JANUARY 21, 2013

For example $250,000. First , you should be using Acumen’s Sales Meeting Template, (if not check out our previous blog), when you get to the sales forecast section and opportunity discussion, you can either go to the “white board” or via Excel and a PC projector; you note your monthly sales objective.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

Your Sales Management Guru

OCTOBER 3, 2011

For example, if a salesperson earns $150,000 in total compensation and sells $1.5 Following are a few common examples of different plan structures: Profit-Based: Commission rates change as margin levels increase. million of products and services, his CoS is 10 percent.

Compensation 65

Compensation Margin Commission Salary 65

Your Sales Management Guru

SEPTEMBER 23, 2012

This is an example of the kinds of detail that will come out during the process. . Let’s assume there is a “demonstration” stage in your sales cycle, next ask yourself, when do your salespeople move the prospect to the demo stage: When it is scheduled? Or after it is completed?

Sales Leadership 75

Sales Leadership Sales Process Lead Rank Lead Scoring 75

Your Sales Management Guru

NOVEMBER 1, 2010

Guru Hint: Set a date, for example by December 17 th , all budgets, compensation plans and marketing programs must be completed. Ken@AcumenMgmt.com. This will keep everyone working towards the deadline. Acumen Management Group Ltd.

Sales Management 67

Sales Management Hiring Compensation Microsoft 67

Your Sales Management Guru

AUGUST 20, 2013

For example, salespeople could earn a bounty bonus—either in cash or in points that can be redeemed for rewards—for each new client or each competitive replacement of a specific vendor’s customer. Keep a visible scorecard of your goals and results so that everyone maintains a constant awareness of your objectives.

Face-to-face 82

Face-to-face Incentives Incentive Objections 82

Your Sales Management Guru

OCTOBER 27, 2015

I’ve listed a few examples from a typical checklist: Attended on-site sales calls with reps to observe sales behaviors and to coach? Each Friday afternoon each field Sales Manager submits a weekly and at the end of the month, a simple standard form or checklist that was created to ensure that “ all the bases are touched”.

Hiring 40

Hiring Field Sales System Report 40