Your Sales Management Guru

JUNE 26, 2017

That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “ what went better than expected, what things didn’t work?” Summer is also a good time to improve your professionalism but creating your own Sales Management Training plan. Building a Sales Culture.

Compensation 0

Compensation Sales Leadership Pipeline Video 0

Pipeliner

FEBRUARY 23, 2019

So why aren’t more sales organizations and salespeople achieving mastery? Sales managers, take a close look at your weekly/monthly sales meetings. How effective are they in improving sales skills? Are you modeling successful sales habits and behaviors? Look in the mirror.

Revelation 71

Revelation Lead Rank Energy Influencer 71

Anthony Cole Training

JANUARY 19, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Sales Coaching (40). sales coaching skills (10).

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Sell Integrity

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. Sales managers are key to that. Coaching Healthcare Sales Reps to Excel.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

Anthony Cole Training

JUNE 22, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Sales Coaching (40). sales coaching skills (10).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

HeavyHitter Sales

SEPTEMBER 12, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Motivational Sales Quotes to Win the Q4 War » September 12, 2008.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Your Sales Management Guru

MARCH 9, 2013

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

Handbook 78

Handbook Prospecting Cold Calling Gatekeeper 78

Pipeliner

DECEMBER 13, 2017

and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process.

Compensation 79

Compensation Lead Rank Lead Scoring Quota 79

Your Sales Management Guru

SEPTEMBER 15, 2014

I would buy this book for each salesperson and review 2 chapters a week during your sales meeting. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. For more information from Joanne check out: www.NoMoreColdCalling.com. Buy this book.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Anthony Cole Training

JUNE 14, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Sales Coaching (40). sales coaching skills (10).

Hiring 136

Hiring Sales Qualified Lead Ideal Customer Profile Webinar Metrics 136

Anthony Cole Training

JANUARY 5, 2015

I am not a gourmet cook; I find something in a magazine or see something on the Food Network and I give it a shot. When you are evaluating your sales people for success, there is success and then there is SUCCESS. In any one discussion, the descriptors for sales results/success can sound like this: Hitting the ball out of the park.

Hiring 120

Hiring SME eBook Call-back 120

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Improve your skills and bring consistent growth year after year with NONSTOP SALES BOOM.

Handbook 87

Handbook Negotiation Call-back Sales 87

Anthony Cole Training

MARCH 7, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Sales Coaching (40). sales coaching skills (10).

Hiring 120

Hiring Ideal Customer Profile Webinar Metrics eBook 120

Your Sales Management Guru

MARCH 13, 2017

Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Early on James added a section titled “Why I Wrote This Book”, he writes of his history of sales and sales management-almost talking himself out of sale and coaching others in learning how to sell. This chapter is golden.

Closing 71

Closing Lead Rank Lead Scoring Sales Qualified Lead 71

Your Sales Management Guru

DECEMBER 15, 2014

In my 16 years of sales management consulting I have found it to be a key success factor-the concept of a defined-specific sales process map. While many sales leaders believe they have a sales process, Andy’s explanation of changing a Light Bulb as compared to a sales process is exactly correct!

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Your Sales Management Guru

OCTOBER 27, 2014

Each of these is designed build a certain sales mentality. Focus your sales team on selling to the business challenges of the NON-IT decision makers. This requires sales training that includes adding role play in your sales meetings. Sales Management Consulting' Blog: www.YourSalesManagementGuru.com.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

JUNE 13, 2017

This absolutely must be a book that every salesperson should read, if you are a Sales Manager buy this book for everyone on your team and discuss two-three chapters a week in your weekly sales meeting, creating your own book club. For more training check out Jeb Blount’s Online Sales Gravy University [link].

Motivation 56

Motivation Exact Sales Relationals 56

HeavyHitter Sales

AUGUST 13, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Four Critical Sales Kickoff Meeting Success Factors. February 2012.

Meeting 102

Meeting Hiring Webinar Metrics Real Estate 102

Your Sales Management Guru

MAY 15, 2017

Building Belief for Sales Success. NOTE: This past Friday, we started another Sales Management Boot Camp,( they run 8 weeks in a live interactive Peer Group setting along with a series of self-paced video learning and templates), the first session is on Building Sales Culture, Leadership and Management Styles.

Hiring 56

Hiring Vendor Sales Video 56

Your Sales Management Guru

SEPTEMBER 8, 2015

The visual list allows for the entire management team to be aware of those key opportunities and increases the number of potential sales ideas and availability of resources that could be used in closing the sale. Don’t forget to check out: Ignite Your Sales Team, Sales Management on Fire Video.

Quota 40

Quota Hiring Sales Leadership Video 40

The Pipeline

MAY 12, 2011

He possesses 30 plus years of experience in all facets of sales development, including consulting, training, coaching, recruiting, systems, processes, and metrics. Magazine’s Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Your Sales Management Guru

JULY 26, 2017

The goal is to improve the professionalism of the sales team. Now let me tell why this book will be a bestselling sales book and perfect for any Sales Manager or salesperson that wants to add additional income to their W-2. In 8 short weeks, Ken Thoreson provided a strong foundation in sales management.

Closing 46

Closing Lead Rank Lead Scoring Guarantee 46

Your Sales Management Guru

SEPTEMBER 6, 2016

It is my recommendation every salesperson in your organization read this book and follow the Acumen Book Club process: Assign a chapter to each salesperson, ask them to lead a discussion on a weekly basis during your sales meetings. His blog has been rated in the sales blogs in the world! Need more sales management resources?

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

JANUARY 24, 2017

In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team.

Lead Rank 40

Lead Rank Lead Scoring Social Media Travel 40

Your Sales Management Guru

APRIL 23, 2015

We recommend instead to ask for a commitment. How we recommend to teach this is: during the first sales meeting of the month when each salesperson “forecasts” their sales for that month say for example, $100,000, the sales leader would say: G reat!, Need more sales management resources?

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Opportunity Management. Buying Technology.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

AUGUST 10, 2015

As I have stated before, as a professional you need to read at least two sales books a year, this is one of them. As a Sales Manager this is one of books for your Weekly Sales Team Book Club. Have each of your salespeople read one chapter a week and discuss the content during your weekly sales meeting.).

Buyer 40

Buyer Energy Sales Cycle Influencer 40

Jeffrey Gitomer

OCTOBER 4, 2011

Create your weekly email magazine that has even more value messages. Make certain that upper management has complete buy-in, and gives support both verbally and monetarily to what will amount to a culture shift. Sales Management. Sales Videos. Dont let your next sales meeting suck! Share this Post.

Training 166

Training Hiring Social Media Loyalty 166

Your Sales Management Guru

APRIL 20, 2016

Recently in working with an Acumen client we spent about two hours simply documenting what a salesperson should do on each of the various steps of their sales process, it enlightened the existing sales manager and created the beginning of a new sales driven culture for the company. Need more sales management resources?

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Your Sales Management Guru

JANUARY 2, 2011

Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are really two aspects of this topic that sales management must face.

Sales Leadership 66

Sales Leadership Hiring Telemarketing Face-to-face 66

Your Sales Management Guru

MAY 18, 2015

Obviously I am drawing the analogy back to you as the sales leader. I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company.

Hiring 40

Hiring Lead Rank Lead Scoring Forecasting 40

Your Sales Management Guru

OCTOBER 25, 2010

You can announce your yearlong sales contest at your kickoff meeting. The Guru is a big believer that every sales team should plan a trip or event for all quota achievers. If you would like a copy of a magazine column I wrote on sales contests, send me an email; Ken@Acumenmgmt.com. Ken Thoreson.

Sales Leadership 65

Sales Leadership Meeting Compensation Motivation 65

Your Sales Management Guru

OCTOBER 13, 2015

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. But one area where additional improvements still can be made is the sales organization.

Revenue 40

Revenue Hiring System Case Study 40

LeadFuze

AUGUST 12, 2021

Sales Tuners has a knack for getting world-class talent in the sales industry to give away some great knowledge that either advanced their careers, built their companies, or helped them see tangible results. Episode 005: Batter Up: Setting the Ground Rules for a Sales Meeting. get the sales team facing the same direction.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

Jonathan Farrington

MAY 23, 2013

Recently I have written several articles about “Strategic Selling”- a term which seems to have been lost amongst more modern terms such as “Consultative Selling” or “Collaborative Selling” and “Relationship Selling” even “Sales 2.0” Building Productivity : Sales productivity is a strategic issue.

Lead Rank 42

Lead Rank Lead Scoring Compensation Consultative Selling 42