Your Sales Management Guru

MAY 6, 2012

Top Sales Magazine Names Consultant to Cisco and Microsoft Partner Programs a Top 50 Sales/Marketing Influencer. Full details appear in this month’s downloadable Top Sales magazine. Top Sales reviewed the credentials of 150 candidates, and polled editors of the most popular sales resource venues and the sales community.

Influencer 66

Influencer Microsoft Marketing Conference 66

Your Sales Management Guru

JANUARY 11, 2011

What’s the number one challenge of sales management? Where organizations have focused on quality hiring sales and revenue problems don’t exist, customer satisfaction levels are high and morale/culture is terrific. And then they wonder why their sales training and sales process didn’t work? Order your copy today : [link].

Hiring 60

Hiring Top of Funnel Lead Rank Lead Scoring 60

Your Sales Management Guru

JUNE 6, 2016

This book, How to Get a Meeting with Anyone , by Stu Heinecke, is a must read for Executives, Sales and Marketing people on your team. When you read how Sandler Sales used the concept to drive huge returns or even how Paul McCord wanted to attract local builders to his business generated $1.1M

Meeting 40

Meeting Lead Rank Lead Scoring Social Media 40

Your Sales Management Guru

JUNE 22, 2015

Instead, I leverage a different strategy (and help my clients with it): leveraging one of the hottest media tactics around: podcasting. What I call Trade Show Radio is really quite simple: Ask your sales team to identify the fifty to one hundred executives you want to visit with at the show. Need more sales management resources?

Trade Show 40

Trade Show Decision Maker Travel Media 40

Your Sales Management Guru

SEPTEMBER 15, 2014

As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. I really enjoyed the overall tone of this book, right from the start, Section 1: “Sales 2.0: The bottom line: sales is still about people selling to people. Pick up the DAMN PHONE! , increase in top-line revenue.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Your Sales Management Guru

DECEMBER 5, 2011

Or will your sales team face another tough year to achieve their sales objectives? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. Another idea, create a new company sales presentation that changes your messaging.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Your Sales Management Guru

DECEMBER 10, 2012

Guest Posts for Your Sales Management Guru. Ken: We have two posts today, first How to Manage Manipulative Sales Employees and a BONUS Sales Compensation Survey to help you plan. How to Manage Manipulative Sales Employees. There is rarely smooth sailing in sales. BONUS Sales Compensation Survey.

Compensation 80

Compensation Survey Policies Incentives 80

Your Sales Management Guru

JANUARY 15, 2012

As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. However, what is interesting is 1) forecasting accuracy is still a challenge for the Rep/sales manager’s. What changed?

CRM 61

CRM Top of Funnel System Scale 61

Your Sales Management Guru

OCTOBER 14, 2015

The Telephone Is the Most Powerful Sales Prospecting Tool. 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! This, by the way, is far higher than response rates with e-mail and light years higher than social media.

Prospecting 40

Prospecting Pipeline Hiring Face-to-face 40

Your Sales Management Guru

APRIL 13, 2015

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. So, you start using social media and work on creating a following by sharing content.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40