Your Sales Management Guru

MAY 31, 2016

The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. 4) Soliciting from prospects what all vendors are currently missing. (5) For example, Competitor A has been touting a service no one else offers and it seems very compelling. What’s next?

Vendor 40

Vendor Competition Survey ACT 40

Your Sales Management Guru

OCTOBER 20, 2014

Examples might be: What are the total revenues? Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. How many employees?

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

JULY 7, 2013

Adding “ Thought Leadership ” to your vertical plan will create the gravity to keep your sales pipeline jammed with the right prospects. Identify initial sales targets: Using the market profile, pinpoint the top 150 prospects in each vertical. Begin building a database with information on these prospects. .

Marketing 86

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

Your Sales Management Guru

AUGUST 18, 2016

So how will your prospect justify the effort and invest the time? Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital. Tools to assist your prospect such as payback models, use cases and template presentations can be both valuable and appreciated.

Sales Management 40

Sales Management Webinar Metrics Vendor Case Study 40

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. In this format we use existing sales methodologies and add a key component where the salesperson can become a true consultant to the prospect by offering advice or suggestions that reach beyond the technology solution.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

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. This will increase the power of pressure as well as reassure the prospect of your commitment.

Sales Leadership 74

Sales Leadership Closing Promotion Incentives 74

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. The next piece is ongoing training.

Hiring 87

Hiring Training Sage Vendor 87

Your Sales Management Guru

JUNE 14, 2016

This is particularly true for newer sales people who do not understand why the prospect needs what they state they need or are incapable of expanding what the customer’s requirements should be. How did the sales person/company help the prospect with their internal selling challenges?

Vendor 40

Vendor Sales Cycle Ideal Customer Profile Buying Cycle 40

Your Sales Management Guru

APRIL 12, 2016

There are at least three possibilities: The prospect is really going to make a decision and you have a real opportunity. The prospect is really going to make a decision and you have no opportunity. For example, a new VP or Director has joined the prospect company and quickly realizes there is a need for your product or service.

Proposal 40

Proposal Sales Management Call-back Vendor 40

Your Sales Management Guru

SEPTEMBER 26, 2016

Are you building value-Why Should a Prospect See You? 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. Are you working the right opportunity-4 Questions to Test the Deal. Do you have a Plan?-A A Checklist to Validate it.

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

JULY 26, 2017

Not only does the author explore how to improve the sales process in a unique style but he provides a step by step approach how a salesperson can improve their working relationship with every prospect but also he provides the tools, examples and working scripts that are ideal for any sales training environment. Commitment to Change.

Closing 46

Closing Lead Rank Lead Scoring Guarantee 46

Your Sales Management Guru

NOVEMBER 3, 2015

Depending upon the specific industry you serve, various trends may differ; for example my primary focus is in the technology sector and there have been major disruptors introduced that have caused implications on the sales side. Once your best clients are mapped, you can then work them to connect with key net new prospects.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Your Sales Management Guru

SEPTEMBER 23, 2012

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? This is an example of the kinds of detail that will come out during the process. . Let me describe this in more detail. Or after it is completed? 7.

Sales Leadership 75

Sales Leadership Sales Process Lead Rank Lead Scoring 75

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)? This action will increase the velocity of your order pattern and increase profitability.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Your Sales Management Guru

JUNE 9, 2015

Imagine being on a call and the prospect seems so uninterested in your product that you just want to throw in the sales towel and say “yeah, maybe YOU aren’t right for OUR product”. I like to refer to this sales technique where a salesperson basically challenges the prospect to reject an offering as the “ negative close ”. Or can they?

SAP 40

SAP Hiring Call-back Energy 40

Your Sales Management Guru

APRIL 6, 2015

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. For example, let’s assume there’s a demonstration stage in your sales cycle.

Sales Process 40

Sales Process Benefit System Sales Management 40

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. The salespeople are closing on topics i.e. price, instead of what the compelling reason is the prospect has for your product/service.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Your Sales Management Guru

JANUARY 21, 2013

For example $250,000. This is called the Forecast Accuracy ratio , a great ratio to better understand your team’s ability to forecast and understand their prospects buying reality. Second , you then ask each salesperson to forecast each account and dollar value on all sales opportunities greater than 75% probability of closure.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

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

MAY 23, 2016

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.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

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.

Penetration 69

Penetration Retail Hiring Sales Leadership 69

Your Sales Management Guru

MAY 30, 2012

For example, salespeople could earn a bounty bonus— in points that can be redeemed for rewards—for each new client or each competitive replacement of a specific vendor’s customer. If your sales typically slow down over the summer, try launching a prospecting activity contest in March, April and May. Acquiring new clients.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

Your Sales Management Guru

DECEMBER 20, 2010

Here are just a just a few examples: 1) Broadway ticket sales=future tourist revenue, 2) diesel-fuel sales=Industrial production, and 3) subway-passenger traffic near Union Station in San Francisco=sales tax revenue. What kinds of leading indicator activities make sense for your firm? Leave a comment and let me know.

Sales Management 60

Sales Management Face-to-face Forecasting Analysis 60

Your Sales Management Guru

OCTOBER 14, 2015

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! Question: “How do you get a salesperson to stop working?”.

Prospecting 40

Prospecting Pipeline Hiring Face-to-face 40

Your Sales Management Guru

MAY 14, 2012

The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. Examples include: Storytelling: People from different cultures and generations pass along stories about their ancestries, traditions and lore. Are You Facing Sales Fatigue?

Face-to-face 76

Face-to-face Meeting Microsoft Margin 76

Your Sales Management Guru

APRIL 13, 2015

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Finding prospects and nurturing them into leads is an integral part of any sales cycle. By Sean Burke. CEO, KiteDesk.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40

Your Sales Management Guru

APRIL 29, 2014

One might be on the North side of your city, the second in the South-as an example. As you prospect, make sure prospects know of both events-makes it easy for them to attend. Have each salesperson block a minimum of two hours a week to prospect fresh opportunities.

Pipeline 77

Pipeline System Vendor Sales Leadership 77