Your Sales Management Guru

DECEMBER 15, 2014

Maximizing value. Part III then opens the discussion how Maximizing Value-how to standout in the sales process and how to add that extra 1% of value to separate yourself from your competition. Prospecting. Andy add’s an entire section designed around Amp Up Prospecting. Accelerating responsiveness.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

Your Sales Management Guru

OCTOBER 27, 2014

Just today I listened to a prospective client describe how their prospects are treating his sales teams and how his sales teams dread attempting to call on ‘net new” opportunities-“It’s all about low price-vendor relationships vs how we like to work as a consultative partner with our clients” he stated.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

AUGUST 25, 2014

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. 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.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

NOVEMBER 21, 2016

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. Action steps include: 1) Refine their prospect database to reflect the A, B, C Ideal client profile concept. (See

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Your Sales Management Guru

APRIL 6, 2015

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. 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.

Sales Process 40

Sales Process Benefit System Sales Management 40

Your Sales Management Guru

OCTOBER 6, 2015

First list the attributes necessary to maximize sales of your product, and then determine if this is best accomplished through a company sales organization or channels/partners or both. These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

MAY 25, 2010

First, list the attributes necessary to maximize sales of your product, and then determine if this is best accomplished through a direct sales organization or channels/partners or both! Verify your sales team is properly making the right contacts that have been recently made with every prospect and client. Find ways to be different!

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62